Determined a lucrative market segment projected to bring in over one million new customers in just a few years
Sustainable revenue growth requires repeated successful market entry and expansion, yet “most [enterprises] can’t even answer the age-old questions ‘Who is the customer?’ ‘What does the customer value?’ and ‘How will we deliver that value at an appropriate cost?’” For the health insurance market in particular, strict regulations and regional monopolies make it difficult for smaller players to grow their footprint in both new and existing marketplaces. In our client work, we have found that a comprehensive understanding of the market landscape, ideal customer segments, and a cohesive go-to-market design can successfully drive growth, even against dominant competitors.
We worked with an insurance provider to employ efficient and effective methods of expansion into an untapped marketplace. With the implementation of modeling, segmentation, and sales and marketing playbooks, the client’s customer base more than doubled over the course of a year.
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