HDT Advisors
Many organizations struggle to consistently achieve sales goals because their go-to-market strategy is poorly defined, there is no formal sales methodology or process in place to qualify and manage the pipeline, and the sales team members are not aligned with the company’s growth goals.The expense of hiring a full-time commercial leader to build and execute a go-to-market growth strategy can often be cost-prohibitive. HDT Advisors offers project-based, fractional, or full-time engagements to address customers’ needs at any point along their growth journey.
| BUILD IT | FIX IT | GROW IT |
|---|---|---|
| Post-startup period | Growth has stalled | Most sales reps hitting the quota |
| No real system, process, or strategy | Accumulation of little inefficiencies dragging down results | Lead machine in place |
| Still figuring out what works | Processes are not being followed | Product works and market is identified |
| Growth from the founder selling | Losing ground to competition | Customers are positive references and could buy more |
| Ideal Customer Profile, target market, and sales pitch are in the founder’s head | Sales reps are not the right fit | Need to scale for growth |
services
| Go-to-Market Strategic Planning | Forecasting | Strategic Partnerships |
| > Target Market | > Process / Cadence | Business Development |
| > Target Persona | > Territory Reviews | Mentoring Sales Leadership |
| > Corporate Overview | > Business Reviews | Programs to Grow Talent |
| > Product / Service Messaging | > Strategic Deal Reviews | Marketing Strategic Plan |
| > Value Proposition / Key Differentiators | > Pipeline Hygiene | > Align Marketing with Sales |
| Sales Organization Structure | > Qualified vs Unqualified | > Demand / Lead Generation |
| > New Business vs. Add-on Sales | Reporting and KPIs | > Awareness Campaigns |
| > Territory Alignment | > Sales Activity | > Content and Messaging |
| Build Compensation Plan | > Bookings YoY, MoM, QoQ | > RFP Process |
| > Establish Quota Targets | > Win / Loss | > Events |
| > Align with Company Goals | Monthly Operating Reviews | Sales Education |
| Cross-Selling Strategy | Board Meeting Presentations | > Methodology |
| Customer Retention Strategy | Executive Sponsor Program | > Product Knowledge |
About
Paul Holland is an accomplished commercial leader with over twenty-five years in healthcare information systems and revenue cycle management services. He most recently served as the Chief Revenue Officer at Coronis Health, a revenue cycle management services company for acute and ambulatory markets, where he led the sales, marketing, and business development efforts to grow revenue. Before that, he served as Senior Vice President at R1 RCM (NASDAQ: RCM), offering technology-enabled revenue cycle solutions for healthcare providers nationwide. As SVP, he had three concurrent responsibilities: Strategic Partnerships, leading End-to-End Revenue Cycle Outsourcing sales, and leading Community Hospital sales. Previously, Paul spent nearly seven years as Chief Revenue Officer with Firstsource / MedAssist, a provider of technology-enabled BPO and revenue cycle management solutions to US healthcare payers and providers. While at Firstsource / MedAssist, he rebuilt the commercial organization and reshaped the go-to-market strategy to drive growth. In the early half of his career, Paul served in a variety of sales and sales leadership roles with leading healthcare information technology and software companies, including IDX Systems Corporation, McKesson Provider Technologies, and QuadraMed. He is passionate about empowering teams to achieve excellence and regularly mentors high-potential sales leaders through coaching and sharing practical tools for success. Paul is formally trained in Miller Heiman Strategic Selling and Large Account Management Planning and has earned the HFMA’s Certified Revenue Cycle Representative (CRCR) credential, demonstrating his proficiency and commitment to the field. Paul is a graduate of The Virginia Military Institute.
Stephen Passalacqua, Managing Director at Intelligent Growth Strategies, is a highly accomplished senior technology executive with a proven track record of success. He has extensive experience in driving revenue, profit, and operational excellence in various leadership roles such as CEO, COO, Sales, and Marketing. Stephen's transformative leadership style has consistently led companies to achieve growth through innovation, creativity, and organizational transformations. With over 25 years of complex sales and service delivery experience in Hospitals, Health Systems, Ambulatory, ACO, Specialties, and Imaging Centers, he has gained expertise in talent development, revenue and profit generation, product positioning, M&A, strategic partnerships, relationship management, and market trending. His entrepreneurial growth stage experience, coupled with Fortune 15 grooming, enables him to bring valuable insights and perspectives to any organization.
linkedin.com/in/stephenpassalacqua
Contact
If you are interested in learning more or would like to have a conversation about how HDT Advisors can help your organization, please reach out at hdtadvisorsllc@gmail.com