A consultancy serving health plans sought to expand the reach and adoption of its newly developed dashboards and reporting tools. While these innovations provided actionable insights and interactive features, the consultancy’s go-to-market (GTM) strategy lacked the structure and clarity needed to highlight their value to prospective payer clients. The absence of a cohesive approach and targeted messaging limited the ability to differentiate these products in competitive markets, slowing adoption and hindering growth.
To help the consultancy drive adoption of its newly developed dashboards and reporting tools, Akros Advisory implemented a targeted, data-driven GTM strategy. Grounded in market insights and payer priorities, our work spanned four critical areas:
Strategic Assessment of GTM Challenges
We began by evaluating the consultancy’s GTM approach for their new products and dashboards:
The strategy lacked a clear value proposition, leaving prospective clients unsure of the benefits and ROI of adopting the tools.
The absence of segmentation and targeted outreach limited the ability to effectively position the dashboards in competitive payer markets.
Our analysis underscored the need for a focused GTM framework to showcase the unique advantages of the tools and align messaging with payer priorities.
Market Segmentation and Competitive Analysis
To refine the consultancy’s market engagement, we developed a detailed segmentation strategy and competitive analysis:
Client Prioritization: Identified high-priority payer segments, including those focusing on improving Star Ratings and advancing health equity.
Regional Focus: Highlighted geographic markets with the highest potential for dashboard adoption based on regulatory environments and payer density.
Competitive Benchmarking: Assessed the positioning of similar products in the market to identify opportunities for differentiation and growth.
This segmentation provided the foundation for a tailored GTM strategy focused on the highest-value opportunities.
Crafting Product-Specific Messaging
To effectively position the new dashboards, we created compelling messaging and value propositions:
ROI-Driven Narratives: Demonstrated how the dashboards delivered measurable outcomes, such as improved payer performance on Star Ratings and cost savings through targeted interventions.
Customized Proposals: Developed client-specific proposals showcasing the dashboards’ ability to address unique payer challenges, including SDOH management and care coordination gaps.
Data Visualizations and Scenarios: Integrated scenario modeling and interactive features to bring the dashboards’ capabilities to life, reinforcing their strategic impact.
Development of a GTM Roadmap
To operationalize the strategy, Akros delivered a cohesive GTM roadmap designed for rapid adoption:
Phased Rollout: Outlined steps to introduce the dashboards to key payer segments, starting with high-impact clients to build momentum.
Training and Enablement: Provided tools and training for client teams to articulate the dashboards’ value effectively and tailor messaging for diverse payer audiences.
Metrics for Success: Established key performance indicators, including adoption rates, client retention, and revenue growth, to track progress and guide iterative improvements.
Results
Accelerated Adoption: The consultancy successfully introduced its dashboards to high-priority payer clients, achieving faster adoption and stronger initial results.
Expanded Market Presence: The GTM framework enabled the consultancy to penetrate previously untapped markets, broadening its geographic and client base.
Differentiation in Competitive Markets: Targeted messaging and data-driven value propositions helped the consultancy stand out in a crowded market, driving demand for their new products.
Client Feedback
“Akros Advisory’s GTM expertise was instrumental in helping us launch our new dashboards. Their strategic insights and tailored messaging not only accelerated adoption but also positioned us as leaders in payer-focused analytics solutions.” ~ VP, Product
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