Multi-Stakeholder Mastery

Client Overview

A healthcare technology company providing population health management and value-based care enablement solutions for large healthcare systems. With 120 employees and $18M in ARR, they had a powerful platform but struggled with complex enterprise sales.

The Challenge

Selling into large health systems required navigating numerous stakeholders with different priorities, complex approval processes, and competing internal initiatives. The company's sales team was struggling to effectively manage these dynamics, resulting in long sales cycles and unpredictable outcomes.

Key issues included:

Multiple stakeholder groups with seemingly conflicting priorities
Limited visibility into decision processes and influence patterns
Sales team primarily engaged with single department champions
Difficulty articulating value proposition across stakeholder groups
Proposals frequently stalled in committee reviews
Inconsistent executive engagement

Our Approach

We implemented our Healthcare-specific Growth Accelerator with stakeholder mapping methodology:

Stakeholder Analysis:
- Conducted comprehensive stakeholder mapping across target organizations
- Analyzed influence patterns and decision rights
- Identified primary concerns and success metrics for each stakeholder group
- Mapped approval workflows and committee structures
Engagement Strategy:
- Developed stakeholder-specific value propositions and messaging
- Created multi-threaded engagement planning tools
- Designed committee preparation framework
- Established executive alignment strategy
Implementation:
- Deployed stakeholder management platform
- Implemented value-based messaging frameworks
- Created use case libraries aligned with stakeholder priorities
- Developed ROI models specific to stakeholder concerns
Enablement and Measurement:
- Trained sales team on healthcare system dynamics
- Established stakeholder engagement metrics
- Created proposal strategy playbooks
- Implemented regular opportunity reviews

The Results

Within 9 months of implementation, the company achieved:

Enterprise deal close rate improved by 54%
Average deal size increased by 78%
Stakeholder engagement increased from average of 2.3 to 6.5 per opportunity
Proposal-to-close time reduced by 47%
Committee approval success rate improved from 42% to 76%
Multi-year contracts increased from 35% to 68% of new deals

The stakeholder engagement transformation enabled the company to consistently win complex enterprise deals, significantly increasing their average contract value and building a strong foundation for expansion within large health systems.

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