FROM ZERO
TO PROFIT IN
6 MONths.

CASE STUDY

How RMS Helped Our Health Service Client become profitable in 6 Months.

THE
CHALLENGE.

Despite considerable audience interest and engagement, this Allied Health Service based client was struggling to convert this primary target audience into B2B $ revenue. The company sales strategy was created on the belief that  ‘if  we build it, the sales will just come via online subscription payments..’

An
Overview.

Our client had invested significant resources into creating and delivering high-value content and as a result, had a highly engaged audience of interested corporate individuals in the emerging corporate employee health sector. 

Our client created and based their business model around a digital service program providing knowledge awareness and support.  believing that their target clients would automatically understand the product,  see and understand its value to them, and buy this service directly via an online portal. 

When the expended Sales didn’t happen, the client’s first instinct and the initial solution was 

  •  increase spend on marketing, 
  • re-designing their website and 
  • other technology again to get the sales revenue they wanted.

our
approach.

RMS was introduced to the client at this point. Following our S.P.I.N.E. Sales methodology, RMS identified that our client was targeting the end-user rather than the decision-makers who are ultimately in control of the purchase in the corporate space our client was pitching their product at.  

Because of the nature of the target client, the process of buying was important to be aware of and understand.  A review of the corporate purchase process commonly used by the business our client was targeting, allowed them to understand how, why, and when these businesses buy. 

There were also people in the client’s targeted businesses that liked the idea but they needed to be able to share the outcomes and benefits from purchasing the service with others in the company to get the purchase signed off.

The objective was to understand and be able to share the value they would gain, so we could better present and promote the service in a form that the customer could see the short and long term benefits of and as a result purchase it

The value of the product needed to be made clear on a number of levels – from a company management perspective, from a buyers perspective, and from the employee perspective.

We specifically reviewed and expanded on areas like-  Financial, risk, employee engagement, compliance, etc. 

our
SOLUTION.

We identified 3 key areas to focus on to 

  1. Adapt the key messaging and marketing initiative + campaigns to target the decision-makers as well as the influencers and end-users. 

  2. Tailored the sales process to reflect and respond directly to  the buyer process of the target client. (introduce a personal touch)

  3. Adapting the product to make it easier to implement and easy to demonstrate value, therefore, make it more appealing for simple  internal buy-in

the
results.

SIGNED TWO MID SIZED CORPORATES IN FIRST MONTH

The client signed 2 mid-sized corporates within the first month

AVG. TWO PROFITABLE CLIENTS SIGNED EACH MONTH

The client has signed 2 profitable new clients per month on average over the past year

The nature of the service means they are at capacity with their current sales outcomes.

NEXT
STEPS.

We are currentLy working with them to uncover and explore ways to provide a more scalable version of this service. 

By working with our client RMS moved the company from no revenue to profit. 

Understanding who the buyer is and how they buy was integral in creating the right marketing message to support the end sale.

WE CAN
HELP.

Contact us to chat about how RMS can help you accelerate your sales revenue growth.

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