Case Studies
Global Health Company: Sales Strategy, Process, and Comp Design Case Study
Written by
Carmen Olmetti
A global healthcare and clinical diagnostic company had a 30% new revenue - from land and expand bookings - goal. There were also competing hypotheses about the type and number of sales and support roles and the compensation model.
• RevEng took a comprehensive approach to the assessment. We surveyed the field, interviewed senior leaders, benchmarked against Radford career architecture, and performed ten core pay for performance analytics.
• RevEng also surveyed the entire field sales organization on how they spent their time and built high performer personas.
• The design roadmap included end-to-end changes across segmentation, GTM coverage models, sales roles, and compensation.
• We researched the broader market to understand gaps, areas of opportunity, and the other customer value drivers.
• We built marketing collateral and other advertising materials leveraging their strong brand name.
• RevEng then engaged in keyword research and created content like videos, testimonials, case studies, and photo galleries to showcase their work.
• We designed and executed two, 12-month Google Ads (Google Search, YouTube, and Display) campaigns. We first started with brand marketing and the re-targeted and transitioned to highintent, performance marketing.
that were benchmarked competitively as well as a regional pay mix strategy.
This allowed the company to set stretch, yet obtainable goals.