Account Targeting


Cardon Outreach is a leading outsourced provider of revenue cycle management services, helping over 900 hospitals and clinics optimize revenue recovery for uninsured and underinsured patients. Prior to investment, Cardon’s organic growth had stalled.


  • Along with the Chief Revenue Officer, Serent worked to prioritize hospitals by service line using internal and external data and define a list of hospitals for each sales rep to target in their regions
  • The Account targeting work led to changing the focus from “whale-hunting” large hospitals to targeting more predictable set of hospitals


Account targeting helped revitalize organic sales growth and bring greater predictability to forecasting that growth.