CASE STUDY
How a Healthcare Logistics Provider Transformed Its Sales and Marketing Organization
Results Achieved
3X Increase in Pipeline Value
By optimizing the sales and marketing process and implementing a structured growth framework, the company increased the value of its new business pipeline by 300%, unlocking significant new revenue opportunities.
Improved Customer Retention
The updated account management strategy delivered a 20% increase in net dollar retention during the first full quarter of implementation, strengthening the company’s financial position.
Substantial Cost Savings
After optimizing the sales and marketing resources and tech stack, the company lowered annual overhead costs by 59% and improved performance, creating a leaner, more effective sales and marketing organization.
Client Overview
A healthcare logistics company struggled to meet growth goals in a competitive market. Despite a strong reputation, inefficiencies in sales and marketing drained capital, limiting both new business growth and customer retention. Leadership sought a solution to restructure its sales and marketing functions, reduce costs, and drive sustainable growth.
The Challenge
Senior leadership recognized that their sales and marketing organization needed restructuring to address:
Stagnant new business growth and declining retention, impacting revenue stability.
Rising sales and marketing costs, straining resources.
Lack of alignment between sales and marketing.
With a proven track record in sales transformation, we were brought in to revamp the structure and implement a scalable growth framework.
The Approach
Leveraged 10-Step Growth Framework to systematically overcome barriers and implement the proven practices of growth-focused companies.
Learn More:
“Bruce was engaged to restructure our sales organization. His work with us has set the foundation for our long- term growth.
He skillfully assisted us in downsizing our sales and marketing organization, generating substantial cost savings, while simultaneously improving our overall sales and account management strategies. The introduced framework enabled us to achieve a three-fold increase in our new business pipeline, along with a notable improvement in our net dollar retention rate, including the renewal of a major service contract with our largest customer.
The strategies deployed not only optimized our sales and marketing resources but also provided an execution framework for our future business development efforts.”
Josh Medow, CEO, Mercury
In Summary
Our expertise in optimizing sales organizations proved to be a game-changer for Mercury. With a leaner, more effective sales team and a robust growth framework, Mercury is now well-positioned to lead in the competitive healthcare logistics industry.
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At OAKSTREET, we build go-to-market platforms that perform—deal after deal, quarter after quarter—turning strategy into scalable, repeatable execution.
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