"Serent enabled us to take our wealth of industry knowledge and institutionalize it with data to re-target our sales force at the most attractive potential customers"
GLEN LASCHOBER
CEO, CARDON OUTREACH
Account Targeting
DESCRIPTION
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.
ACTIONS
- 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
OUTCOMES
Account targeting helped revitalize organic sales growth and bring greater predictability to forecasting that growth.