100% SQL goal attainment through a pandemic, and $1.5M in new pipeline

The Company

PartnerMD is a leading services provider in the concierge medical practice industry, offering 24/7 access to physicians, early screenings, and wellness coaches. Combined with primary care offerings, PartnerMD delivers a more personalized healthcare experience to patients throughout the Mid-Atlantic. Revenue had grown consistently on the strength of customer retention and referral networks across two lines: executive physicals and memberships.

The Challenge

With referrals and word-of-mouth driving the vast majority of new business, PartnerMD executives realized they couldn't reach their 30% YoY growth target through personal networks alone. They hired an outside sales rep to handle the B2B market for executive physicals, a strategy the organization had never systematically pursued, but lacked the experience to support a robust outbound effort targeting the enterprise sector.

The Approach

PartnerMD engaged FullFunnel to analyze the organization's sales process and develop an engagement roadmap to accelerate revenue for executive physicals.

Identified target personas, constructed deep-dive messaging that would resonate with decision-makers, and curated prospect and account lists.

Launched the full-scale sales program in late September 2019 — timing that coincided with open enrollment season, which cut into sales opportunities. FullFunnel used the period to collect prospect responses and turn them into actionable feedback for later prospecting.

When COVID-19 hit and PartnerMD had to pause new-patient intake to focus on existing patients, FullFunnel and PartnerMD repositioned the messaging within a one-week turnaround, framing the offering as a critical investment in leadership health continuity.

Used the program's learnings to implement a highly targeted account-based sales strategy systematically targeting a curated list of named accounts.