Trellis Rx

CASE STUDY Helping Trellis Rx Accelerate Growth With a Proven Sales Methodology Trellis Rx needed a way to scale sales fast without compromising how their brand was represented. Instead of hiring and ramping internally, they partnered with FRONTLINE Selling to build a fully embedded outbound program. The result was consistent messaging, faster market coverage, and a steady flow of qualified meetings that aligned with their growth goals. About the Client Technology-Enabled Pharmacy Services That Improve Outcomes Trellis Rx helps health systems build and operate specialty pharmacy programs. Their model combines clinical support, tech-enabled workflows, and direct patient engagement to improve therapy adherence and outcomes. By embedding pharmacy services into provider workflows, Trellis Rx helps patients stay on treatment and providers recover more revenue.   ABOUT THE PROJECT Client: Trellis RxLocation: United StatesIndustry: HealthcareWeb: www.trellisrx.com CHALLENGES Scaling Sales With Structure, Not Guesswork Trellis Rx was growing quickly, but their internal team couldn’t keep up with the pace of outreach needed to hit pipeline targets. They needed a consistent, brand-safe way to expand reach, generate leads, and stay top-of-mind with health system decision-makers without overwhelming their team or starting from scratch. THE SOLUTION A Sales Partnership That Drives Speed, Consistency, and Insight FRONTLINE Selling partnered with Trellis Rx to build a fully integrated outbound program, from messaging to execution. The process was collaborative, structured, and designed to work inside existing workflows. Outreach cadence built using the Staccato methodology Messaging refined with real-time feedback from Trellis Rx Execution launched quickly and scaled across key markets Full integration with both sales and marketing functions The program gave Trellis Rx a repeatable, well-managed sales motion that felt in-house but required no new hiress. THE RESULTS Faster Market Coverage and Tangible Value FRONTLINE Selling helped Trellis Rx reach more of their market in less time, and with better quality. The process delivered results, improved messaging clarity, and gave both marketing and sales teams the structure to keep building. Outreach scaled faster than internal teams could support Messaging refined through structured weekly collaboration Sales capacity expanded with no additional headcount Described by leadership as their top-performing investment A Partnership That Supports Growth With Consistency Trellis Rx leaders credit the partnership with FRONTLINE for its strategic impact, smooth execution, and consistent performance across the sales cycle. “FRONTLINE quickly integrated into our team; we now consider them an extension of our brand, as they represent Trellis Rx and our values in the market.” Steve Bence, Chief Growth Officer Trellis Rx “There’s a measurable kind of rhythm with the Staccato methodology that was immediately impressive—and you can leverage it contact after contact.” Glenn MacDonald Trellis Rx “They significantly accelerated our speed-to-market, allowing us to quickly reach a vast portion of our market.” Kathryn Edwards, Marketing Director Trellis Rx “Simply, FRONTLINE Selling is our most effective marketing investment. The results speak for themselves.” Steve Bence, Chief Growth Officer Trellis Rx

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VisitPay

CASE STUDY Helping VisitPay Book High-Quality Meetings and Optimize Messaging for Growth VisitPay needed a business development engine, but building an internal team would take too long. They partnered with FRONTLINE Selling to move quickly, launch consistent outreach, and improve how their message landed with prospects. The result was faster execution, better conversion rates, and qualified meetings with the right buyers, outperforming even their inbound efforts. About the Client Simplifying the Patient Billing Experience VisitPay is a patient financial engagement platform that turns complex billing into a simple, unified experience. The solution helps providers recover more revenue and gives patients the clarity and control they need to manage payments confidently. By combining transparency, communication, and ease of use, VisitPay helps hospitals improve the financial journey for everyone involved.   ABOUT THE PROJECT Client: VisitPayLocation: United StatesIndustry: HealthcareWeb: www.visitpay.com CHALLENGES Urgent Need for Consistent Outreach and Execution Demand for VisitPay’s solution was growing fast, but their internal team couldn’t support the level of outreach needed to keep up. Building an SDR team internally was possible, but too slow. They needed a partner who could act fast, run with their messaging, and start conversations with buyers who had never heard of the platform before. THE SOLUTION A Sales Program Built for Alignment and Conversion VisitPay worked with FRONTLINE Selling to refine their messaging, execute outbound campaigns, and equip their team with tools that improved visibility and consistency. Messaging tailored to engage unaware or cold audiences Meetings booked with pre-qualified, informed decision-makers Sales training provided through MI Execution simulations GPS platform used to align teams and share content consistently This program helped VisitPay move faster, tighten their message, and turn cold outreach into real sales opportunities. THE RESULTS Better Meetings and a Higher Conversion Rate Than Inbound The outbound meetings performed better than VisitPay’s inbound leads. Conversations were structured, participants were qualified, and reps came to calls better prepared. Outbound meetings converted at higher rates than inbound Most calls included decision-makers who matched their ICP Simulation training helped reps improve follow-up and delivery GPS brought consistency to messaging across departments A Reliable Partner That Delivers Quality Conversations VisitPay’s sales and marketing teams saw immediate impact from the partnership. Conversations were qualified, meetings led to next steps, and reps came into calls confident that prospects understood the purpose. The structure worked, and the relationship felt like an extension of their team. “I would say that the meetings are with people who are clear on what they agreed to and aren’t surprised by the agenda of the meeting. They are the right people and choose to spend 30 minutes with us to learn more about VisitPay’s solution.” Stephen Vikla, Sales Enablement Specialist VisitPay “Our reps have been extremely happy with the leads from FRONTLINE because a high percentage of meetings lead to next steps.” Marketing Programs Manager VisitPay

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Avelead

CASE STUDY Helping Avelead Drive High-Quality Conversations and Build Pipeline for RevID Avelead had launched RevID, a platform built to catch delayed and missing charges before claims are submitted. The product had clear value, but sales traction was slow. They needed more visibility, more outreach, and more conversations with qualified buyers. FRONTLINE Selling helped them refine their message and launch outbound campaigns that generated real momentum without the ramp-up of building an internal team. About the Client Software That Supports Payment Accuracy for Healthcare Providers Avelead develops technology that helps hospitals capture missed revenue and strengthen charge integrity. Their flagship product, RevID, improves billing accuracy by identifying undercharges before claims go out. With over 450 hospitals in their network, the company focuses on helping providers reduce denials, recover payments, and improve financial performance through cleaner claims.   ABOUT THE PROJECT Client: AveleadLocation: United StatesIndustry: HealthcareWeb: www.avelead.com CHALLENGES No Internal Business Development Expertise Avelead’s team was confident in their product and marketing. But when it came to building sales pipeline, they lacked a dedicated outbound motion. Hiring and training an SDR in-house would take time; time they didn’t have. They needed a sales development partner who could launch quickly, represent their brand well, and create qualified opportunities without adding internal strain. THE SOLUTION A Scalable Outreach Program Built Around Partnership FRONTLINE Selling worked closely with Avelead to tailor messaging for outbound channels and deliver consistent execution. Instead of handing off a static list, Avelead stayed involved: reviewing copy, refining targeting, and ensuring alignment every step of the way. Messaging co-developed with Avelead’s team Input and feedback loops throughout the program Dedicated Account Manager managing daily execution Access to trained SDRs ready to step in at any point The program gave Avelead a repeatable sales engine without the burden of hiring, onboarding, or managing internally. THE RESULTS Consistent Pipeline and High-Quality Conversations The program delivered both volume and quality. Most leads matched Avelead’s ICP, and the team consistently praised the depth and relevance of the conversations. Sales momentum increased without the growing pains of scaling a team from scratch. 75–80% of meetings qualified as high-quality conversations Lead volume remained strong throughout the program Sales team consistently described results as outstanding Pipeline scaled with no internal hiring or onboarding A True Extension of the Avelead Team Avelead credits the ongoing collaboration and flexibility as a key reason for the success of the program. The relationship has allowed them to scale sales development without internal strain or turnover risk. “I so appreciate that FRONTLINE SELLING has been tremendous business partners. They truly feel like an extension of our team. There are suggestions I’ve made and their ability and willingness to be flexible and adapt is extremely valuable.” “I would say that 75% to 80% of the MI’s are high-quality conversations. There are always going to be ‘outliers’, no matter who generates the conversations but I’m very happy with the quality and quantity of leads that we receive. The results have been outstanding.” Courtney Mill Johnson, Senior Sales Executive Avelead

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PMMC

CASE STUDY Helping PMMC Generate $1.7M in Pipeline With a Scalable SDR Program PMMC was scaling fast and needed a program that could drive results immediately. With a brand-new SDR on the team, they turned to FRONTLINE Selling for a repeatable outreach process, effective training, and clear visibility into performance. The program launched with one rep, who booked 27 qualified meetings in his first quarter, reached 17 health systems, and built $1.7M in pipeline within the first year. About the Client Revenue Cycle Solutions for 450+ Healthcare Providers PMMC provides revenue cycle software and consulting services that help healthcare organizations improve payment accuracy, reduce denials, and strengthen contract transparency. Trusted by over 450 hospitals nationwide, their solutions support financial performance while reinforcing patient trust. By identifying underpayments and improving reimbursement, PMMC helps providers protect revenue and drive better outcomes.   ABOUT THE PROJECT Client: PMMCLocation: United StatesIndustry: Healthcare Web: www.pmmconline.com CHALLENGES Enabling New Reps to Succeed Without Trial and Error PMMC’s Chief Revenue Officer set out to build a modern sales team with dedicated SDR support, but success depended on more than just adding headcount. New reps needed structure, clarity, and a process they could trust from day one. The goal was to equip their first SDR with a proven methodology that would deliver immediate traction and eliminate guesswork. THE SOLUTION A Methodology That Brings Confidence and Consistency FRONTLINE Selling delivered both technology and training to help PMMC’s new SDR launch with clarity. The program included: Multi-channel outreach using Staccato methodology Messaging playbooks and email templates inside Salesforce Coaching on targeting and stakeholder engagement Real-time visibility into what was working across each phase The SDR was trained on Staccato Pro and “took the bull by the horns” from day one, following a structured playbook to connect with decision-makers efficiently. THE RESULTS $1.7M in Pipeline and 17 Health Systems in Year One PMMC’s new SDR ramped fast. In his first full quarter, he booked 27 meaningful interactions with high-value prospects. By the end of the year, he had generated $1.7M in pipeline and added 17 health systems to PMMC’s target market. In the second quarter alone, he contributed another $1.2M and was on pace to generate 30 new sales opportunities. $1.7M in pipeline generated in under 12 months 17 health systems added to pipeline in first year 27 meaningful interactions booked in the first quarter $1.2M more pipeline created by the second full quarter A Business Rhythm That Drives Real Opportunity PMMC’s leadership and our team saw immediate alignment between process and performance, helping their team engage faster, smarter, and at scale. “FRONTLINE has brought true business rhythm to PMMC’s buyer engagement strategy. It allows our Sales team to deliver our unique insight to stakeholders in the organizations that matter most.” Fred Sheffield, Chief Revenue Officer PMMC “With Staccato Pro, you know exactly what’s working and you can repeat it every time.” Johnny Walker, Sales Development Representative PMMC

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Quorum Business Solutions

CASE STUDY Helping Quorum Build Pipeline and Train New Hires With a Proven Methodology Quorum had ambitious goals and a growing sales team. But with inconsistent outreach and limited process, onboarding new reps and generating qualified leads was challenging. FRONTLINE Selling gave them a repeatable way to reach the right people and build real momentum. Just one month into the program, they secured a $1 million opportunity and hit the highest lead volume in over four years. About the Client Driving Digital Transformation in the Energy Industry Quorum Business Solutions is a leading provider of software for the oil and gas sector. Their platform of integrated solutions supports hydrocarbon management and energy operations at scale. Headquartered in Dallas, Quorum works with some of the world’s largest energy companies and has been driving digital transformation in the sector since 1998.   ABOUT THE PROJECT Client: Quorum Business SolutionsLocation: United StatesIndustry:  Oil & Gas SoftwareWeb: www.quorumsoftware.com CHALLENGES Scaling Outreach While Training a New Sales Team In late 2016, Quorum set aggressive new marketing goals and began reevaluating how they generated leads. They had onboarded two new sales reps and were preparing to hire a third. The challenge was implementing a repeatable methodology that allowed new hires to ramp quickly, generate leads fast, and build confidence on the phones. THE SOLUTION A Proven Sales Framework That Delivers Consistency and Confidence Quorum implemented FRONTLINE Selling’s structured sales methodology to support ramping, execution, and long-term performance. The program included: Sales training that helped new reps start booking meetings all scripts and email templates integrated inside Salesforce Coaching that changed how the team approached outreach Techniques for connecting with gatekeepers and key players Reps began building better habits, leadership gained visibility, and the team had a consistent way to reach enterprise buyers at companies like Shell and ConocoPhillips. THE RESULTS Lead Volume Surged and Reps Hit Their Goals With Ease The impact of the program was immediate. Quorum booked a $1 million opportunity within their first month and achieved record-breaking lead generation compared to the previous four and a half years. Highest lead volume in over four and a half years $1M opportunity created in the first month live 190% of sales plan achieved by mid-year More outbound results than all of 2016 combined Process, Confidence, and Real ROI Quorum’s Business Development Manager, Stuart Smith, shared his experience using FRONTLINE Selling’s methodology to shift team performance and approach. “My team surpassed our goals for the half year with ease. We have more outbound opportunities through June than we had all of 2016. We are currently on pace to hit 190% of plan.” “Using FS, it was the first time I realized that when you befriend administrative assistants and ask for their help, they’ll tell you everything you need to know, including who you really need to talk to.” “FS showed us a way of getting into companies that we had not thought of before, and the results have been outstanding.” Stuart Smith, Business Development Manager Quorum

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Cutsforth

CASE STUDY Helping Cutsforth Connect With Plant-Level Buyers in Power Generation Cutsforth provides specialized brush holder and monitoring services for turbine generators. Their tools help maintenance teams detect issues before they become catastrophic. FRONTLINE Selling helped them reach decision-makers at plants quickly and efficiently. With long sales cycles and low conversion rates, the ability to consistently open conversations with the right buyers was essential. About the Client Specializing in Generator Safety and Longevity Cutsforth develops custom solutions, like carbon brush holders and monitoring systems, to improve safety and reduce maintenance costs for power generators. Known for their technical expertise and long-term support, the company helps operators extend generator life and minimize risk in high-stakes environments.   ABOUT THE PROJECT Client: CutsforthLocation: United StatesIndustry:  Industrial / Power Generation EquipmentWeb: www.cutsforth.com CHALLENGES Selling Into Complex, Plant-Level Technical Markets Cutsforth needed to connect with plant-level decision-makers who manage turbine maintenance and reliability. With long sales cycles, plant-level decision-making, and a narrow buyer persona, their team needed a way to stay visible across facilities without overwhelming internal reps. Their solutions often fall lower on budget priority lists, until a failure occurs, making timely outreach even more critical. THE SOLUTION Targeted Campaigns With Technical Understanding FRONTLINE Selling worked with Cutsforth to develop a focused outbound program built around technical precision and plant-level targeting. The program included: Strategy built around decision-makers in power generation facilities Messaging crafted for technical buyers and engineering leads Outreach executed using Cutsforth’s internal tools and systems Value proposition communicated with clarity and precision This gave Cutsforth a scalable, repeatable way to open conversations with the right contacts. THE RESULTS Pipeline Coverage Without Adding Reps While Cutsforth maintains its own internal sales team, FRONTLINE Selling represents roughly one-third of all quoted opportunities in their pipeline. Their partnership ensures new conversations keep flowing, even when internal resources are stretched. FRONTLINE contributes to one-third of quoted pipeline opportunities Outreach keeps Cutsforth top of mind with plant-level buyers Sales coverage extended without expanding internal resources Campaigns built to match complex industrial sales cycles A Collaborative Partnership That Moves Opportunities Forward Cutsforth’s relationship with FRONTLINE Selling is built on alignment, trust, and results. Their team values the ability to adjust, communicate, and continuously collaborate around pipeline strategy. “It’s so important to have a team with a perspective and understanding of how our business works, and is able to make internal adjustments to ensure we are maximizing our investment. Our success is a collective effort of moving a boulder uphill together, with constant communication and collaboration, examining future market potential and opportunities on which we can work together.” Steve Tanner, Manager of Business Development & Marketing Cutsforth

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T-System

CASE STUDY Helping T‑System Build Pipeline Fast With Smart, Data-Driven Outreach T-System faced a gap in opportunity creation. They needed results, and fast. FRONTLINE Selling helped build a prospecting system that drove new outreach, built pipeline, and supported through data-driven iteration. In year one, the program generated over $18M in pipeline and delivered $1.87M in closed revenue. About the Client Healthcare Tech with a Vision T-System delivers technology solutions and services to healthcare organizations. Their offerings aim to streamline operations and improve patient care. They needed a reliable outbound engine to expand awareness and demand. Their goals also included insights into messaging, market response, and strategy to inform how outreach evolved.   ABOUT THE PROJECT Client:T-SystemLocation: United StatesIndustry: Healthcare Technology ServicesWeb: www.corrohealth.com/tsystem/ CHALLENGES Pressing Need to Generate Qualified Leads Quickly T-System needed a solution that delivered quick results and continuous improvement insights. They lacked a structured method to create pipeline, especially under tight timelines and evolving market expectations. The goal was not just conversations, but lessons that we could scale. Internal bandwidth was limited, and their team needed a partner that could act as an extension. THE SOLUTION A Phased Outbound Program Built for Speed and Learning FRONTLINE Selling partnered with T-System to build a full-service outbound program focused on speed, precision, and market feedback. The program included: Outreach strategy built around urgent pipeline goals Messaging adapted and optimized through real-time insights Campaigns executed directly within T-System’s sales infrastructure Communication loops that aligned both teams around performance Biweekly metric reviews to refine messaging and lead source targeting The program helped T-System launch quickly, generate qualified meetings, and adjust based on what the market responded to. THE RESULTS Momentum, Measurement, and Market Learning T‑System’s outreach program advanced in phases, with each stage informed by performance and collaboration. The structure allowed both teams to stay aligned, adjust messaging, and act on what was working. Outreach calibrated with real-time feedback cycles Sales pipeline filling while maintaining market alignment Messaging and target adjustments informed by results $18M+ in pipeline and $1.87M closed in year one 11.1x ROI generated in the first year Partnering for Performance and Insight The case study highlights how communication between the teams enabled true collaboration. FRONTLINE Selling and T-System shared feedback, learnings, and strategy, leading to stronger execution and better outcomes. “Our feedback and expertise in optimizing outreach efforts and messaging allowed us to act more as partners than vendors. Communication between our teams was outstanding, with everyone sharing learnings, market responses, and strategy.” Matt Lang, VP T‑System Team

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Oversight

CASE STUDY Scaling Sales Conversations With Financial Executives in Enterprise Accounts Oversight had a strong product and clear market demand. Their AI-driven platform helped enterprise finance teams prevent fraud and ensure compliance. The challenge was awareness. Too many of the right people didn’t know the solution existed, and their internal team didn’t have the structure or bandwidth to fix it. About the Client Strong Product. Limited Reach. Oversight Systems provides automated spend and transaction monitoring for large organizations. Their platform helps teams identify duplicate payments, flag policy violations, and stay ahead of compliance risk. Clients rely on Oversight to protect their financial operations with precision and speed.   ABOUT THE PROJECT Client: OversightLocation: United StatesIndustry: Financial TechnologyWeb: www.oversight.com CHALLENGES Inconsistent Outreach Made Growth Hard to Scale A Fully Embedded Outbound Program Built for Scale FRONTLINE Selling partnered with Oversight to deliver a full-service outbound program using the Staccato methodology. The solution combined proven strategy, training, and technology to scale pipeline fast. The program included: Messaging tailored to Oversight’s audience and buyer needs Simulation-based SDR training to improve delivery before live calls Outreach mapped using Social DNA™ to increase reach within target accounts Execution managed directly inside Oversight’s Salesforce CRM This program gave Oversight the consistency they needed, without adding internal load. THE SOLUTION A Fully Embedded Outbound Program Built for Scale FRONTLINE Selling partnered with Oversight to deliver a full-service outbound program using the Staccato methodology. The solution combined proven strategy, training, and technology to scale pipeline fast. This program included:  Messaging tailored to Oversight’s audience and buyer needs Simulation-based SDR training to improve delivery before live calls Outreach mapped using Social DNA™ to increase reach within target accounts Execution managed directly inside Oversight’s Salesforce CRM Giving Oversight the consistency they needed, without adding internal load. THE RESULTS Sustained Pipeline Growth Without Hiring or Disruption After launching the program, Oversight quickly saw momentum across their target accounts. The outbound engine stayed consistent, ran inside their systems, and delivered results without pulling time or attention away from internal priorities. Partnership sustained over six years of continuous execution Qualified meetings booked with key financial decision-makers Sales motion aligned to Oversight’s brand and internal tools Pipeline scaled without adding internal headcount or systems This program gave Oversight the consistency they needed, without adding internal load. A Trusted Partner for Long-Term Sales Growth Oversight’s partnership with FRONTLINE Selling has lasted more than six years, a reflection of consistent performance, strong communication, and reliable delivery. Their team credits the Staccato methodology with helping them reach financial decision-makers they couldn’t access through internal outreach alone. For over 6 years, FRONTLINE has been a key partner for us, helping us secure more at-bats with financial executives who may not even know our financial transaction monitoring solution exists. Their methodology is extremely effective, which is why we continue to use them year after year.” Patrick Taylor Oversight Systems

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