Evidence-Based Growth

Client Overview

A healthcare technology company providing remote patient monitoring and chronic care management solutions. With 90 employees and $14M in ARR, they had a clinically effective solution but struggled to scale their evidence generation capabilities.

The Challenge

In the evidence-driven healthcare market, the company recognized that robust clinical validation was essential for sales growth and market differentiation. However, their approach to evidence generation was resource-intensive, inconsistent, and difficult to scale alongside their business growth.

Key issues included:

Evidence generation requiring significant clinical and technical resources
Study design and execution highly manual and time-consuming
Limited integration between product usage and outcomes measurement
Evidence generation siloed from commercial operations
Outcomes data not effectively leveraged in sales and marketing
Inconsistent messaging around clinical evidence in customer conversations

Our Approach

We deployed our Strategic Execution Team focused on evidence generation:

Evidence Assessment:
- Conducted comprehensive review of existing clinical evidence
- Analyzed evidence needs across different customer segments
- Mapped evidence generation workflow and resource requirements
- Identified high-impact evidence gaps
Evidence Strategy:
- Developed tiered evidence framework aligned with commercial priorities
- Created standardized study design templates
- Designed automated outcomes data collection methodology
- Established evidence generation roadmap
Implementation:
- Deployed evidence management platform
- Implemented outcomes tracking within product experience
- Created evidence generation playbooks
- Developed commercial translation process for clinical evidence
Measurement and Optimization:
- Established metrics for evidence quality and commercial impact
- Created evidence utilization tracking in sales process
- Implemented regular evidence review cadence
- Developed continuous improvement process

The Results

Within 9 months of implementation, the company achieved:

Evidence generation costs reduced by 37% through standardization and automation
Evidence development time decreased from average of 14 months to 5 months
Sales conversion improved by 42% when utilizing appropriate evidence
Customer-reported evidence relevance increased by 56%
Outcomes data collection automated for 78% of customers
Evidence cited as decision factor in 64% of new contracts (up from 31%)

The evidence generation transformation enabled the company to cost-effectively scale their clinical validation capabilities, creating a sustainable competitive advantage in an increasingly evidence-driven healthcare market.

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