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REVSPRING SUCCESS STORY

Revenue cycle management company revamps marketing strategy and shatters revenue records

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April Wilson had a challenge on her hands. She was the Vice President of Analytics and Marketing for RevSpring – a private-equity-backed healthcare software and services company that had been merged with four other health tech companies.

They had developed a patent-pending intelligent technology, but the market looked at them as “just a billing statement print shop.”

She needed the healthcare industry to sit up and take notice of her company as a valued partner for all aspects of the patient’s financial experience.

She had a big mountain to climb in transforming the marketing strategy and needed a great agency sherpa to get it done.

RevSpring logo

"It was crucial to find an agency partner who was data-driven, agile, and comfortable telling us if any aspects of our rebranding strategy were stupid. I didn’t want a ‘yes, dear’ partner – I needed a fellow warrior in the trenches to rework and execute the strategy and that’s what brought me to Clarity Quest and they mightily delivered."

April Wilson

April Wilson
VP Analytics and Marketing
RevSpring

Building a solid marketing foundation

First, we had to create a clear and differentiated position for the combined entities. Second, we created a clear product and services architecture nomenclature and messaging for it.

Their messaging went from brand soup to brand clarity. The copy was backed by graphics and iconography that all tied together in a unified brand style guide.

Our UX and web design experts launched a modern website with simple navigation to showcase RevSpring’s complex and numerous product listings. The information-rich site targeted RevSpring’s customers and prospects, along with search ranking algorithms.

brand style guidelines booklet RevSpring
RevSpring responsive website design
RevSpring logo

Handling change to grow the business

Next up, we developed a modern go-to-market strategy and budget focused on digital marketing, analyst validation, and media buzz. This nimble strategy replaced an archaic tradeshow-heavy plan.

To get ahead of challenges executing new marketing plans across five newly-merged organizations, we created a detailed, four-phase launch calendar that provided structure and eased stakeholders’ concerns with the rapid changes.

While RevSpring’s internal marketing group focused on authoring a book for their president and digital campaigns, Clarity Quest rounded out the team with content generation, earned media, and inclusion in analyst reports.

RevSpring pr logos

Achieving record-breaking results

Marketing went from being task-oriented to being strategic and agile; from a sales support role to a department capable of driving the business in its own right.

The media and analyst blitz, robust digital strategy, and a thought leadership book drove a 250% increase in sales meetings and an increase of 120% in bookings year-over-year.

250
increase in sales meetings
120
increase in bookings

“Clarity Quest understands the complex needs of personas at all levels, from analysts to the C-suite. They know how to plan and create content our personas actually find useful, while positioning RevSpring as the hero of each piece. We’ve seen much more content engagement over the last year."

April Wilson, VP Analytics and Marketing | RevSpring

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