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From Survival Mode to $84.8M in 8 Months (Step-by-step)

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This week’s research note includes:

  • GTM Research: GTM Transformation: From Survival Mode to $84.8M in 8 Months

  • GTM OS Certified Partner Spotlight: SIX Marketing

  • News: HG Insights Acquires MadKudu

  • Upcoming Events and Access

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GTM Research: From Survival Mode to $84.8M in 8 Months

Sometimes, what looks like a growth problem is actually a go-to-market problem in disguise.

A remote patient monitoring company—one of the fastest-growing in the U.S.—approached SIX Marketing, a GTM O.S. Certified Partner, for more leads to feed a constantly churning SDR team.

On the surface, it sounded simple: crank up lead generation, fill the top of the funnel, and keep the sales machine running.

But the deeper SIX dug, the more obvious the real problem became.

With 22,000 active patients and a 14% monthly churn rate, the company was losing more than 3,000 patients every month—just to break even. They were trapped in a cycle of expensive revenue replacement, not growth. Poor ICP targeting meant they were acquiring the wrong customers.

Delivery was misaligned with expectations.

Patient confusion was eroding trust in physicians.

And customer success was in constant firefighting mode.

If SIX had simply delivered more leads, they would have been adding fuel to a fire.

Instead, they realigned the company’s GTM strategy across key pillars of the GTM Operating System:

  • ICP Development & Segmentation: Focused on high-value patient/physician cohorts most likely to benefit from proactive care.

  • Brand & POV Alignment: Shifted messaging to patient and physician education, reinforced with life-saving stories and testimonials.

  • Sales Process Optimization: Removed friction from enrollment to accelerate acquisition velocity.

  • Customer Success Layering: Built scalable communication strategies to humanize the patient experience and deepen engagement.

  • Market Expansion: Deployed targeted campaigns and digital presence growth to strengthen market position.

The results were transformational:

  • Monthly churn cut in half (14% → 7%)

  • Patient lifetime value up from 5 to 8 months (and trending toward 11+)

  • $4.8M secured/billed with a $30M+ LTV potential from just one segment

  • $80M+ in new pipeline

  • Daily enrollments doubled (100 → 225–250)

  • Sales cycle reduced by 47% (78 → 41 days)

  • Revenue model shift from replacement to stacking

  • From declining toward death to negotiating acquisition at top value

This is what happens when a Certified Partner uses the GTM OS to connect strategy to execution. SIX didn’t just fix the lead problem—they helped the client rewrite its growth story.

Want to experience this kind of transformation?

See if an GTM certified agency or fractional leader can get similar results for you.

Find a Certified Partner

Certified Partner Spotlight: SIX Marketing

Reigniting Growth for Mid-Market Companies with Purpose and Precision

When growth stalls—even the best companies can feel stuck. SIX exists to change that. A GTM-certified agency with a mission-driven lens, SIX helps $25M–$100M+ organizations break through plateaus, align strategy with execution, and drive transformational growth that benefits not just the business, but its employees, customers, and communities.

Serving key verticals like U.S. manufacturing, commercial construction, SaaS, and professional services, SIX goes far beyond surface-level fixes. Using a proven GTM Framework, the team uncovers hidden misalignments across departments, systems, and leadership—pinpointing root causes and delivering strategies that unlock measurable, sustainable revenue growth.

Where SIX Makes an Impact:

  • Eliminating siloed operations and misalignment

  • Reducing churn and revenue leakage

  • Solving scaling and sales performance challenges

  • Strengthening market differentiation

  • Building a foundation for long-term, purpose-driven growth

If your organization is stuck in a growth rut, SIX can help you regain momentum—with clarity, confidence, and impact.

Learn more: SIX Partner Page →

If you’d like to be a certified GTM Partner like SIX Marketing and many others, we’d love to talk to you about how to make that happen.

Make Me a Certified Partner

GTM News: HG Insights Acquires MadKudu

We love it when our customers make big moves—and this week, two of them teamed up in a huge way.

HG Insights just launched the industry’s first Revenue Growth Agentic Ecosystem, an AI-powered platform designed to transform how B2B companies connect strategy, sales, RevOps, and marketing in real time. As part of the launch, they also announced their acquisition of MadKudu, adding even more muscle in signal-based GTM playbooks and AI-driven activation on the heels of recently acquiring TrustRadius.

Both HG Insights and MadKudu are long-time GTM Partners customers, each with ROI studies showing the measurable impact of their GTM transformations. We couldn’t be more excited to see two leaders in our community shaping the future of go-to-market together.

Upcoming Events: Where We’ll or a GTM Certified Partner Will Be Speaking in 2025

(DM Sangram for a discount code to attend or to get slides after the talk)

Love,

Sangram and Bryan

p.s. Access GTM University | Hire GTM OS Certified Partners | Read Fractional Friday

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