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CASE STUDY

Helping Array Health Launch New Products and Hit Pipeline Goals in 90 Days

Array Health launched two new products and needed to generate sales momentum fast. With no time to train an internal SDR team, they partnered with FRONTLINE Selling to accelerate outreach, book qualified meetings, and hit early-phase pipeline targets. Within 90 days, the goal was met and internal teams were free to focus on closing deals.

About the Client

Technology That Helps Health Plans Serve Employers More Effectively

Array Health provides cloud-based solutions that enable health plans to offer private insurance exchanges. Their technology helps carriers bring employer-sponsored plans to market efficiently, with tools that support pricing, plan design, enrollment, and ongoing engagement.

 
ABOUT THE PROJECT

Client: Array Health
Location: United States
Industry: Healthcare
Web: www.arrayhealth.com

CHALLENGES

Launching Fast Without Time to Train In-House SDRs

The team at Array Health had aggressive sales targets but no bandwidth to hire or ramp a sales development team. They needed a partner that could move quickly, represent the brand well, and deliver qualified meetings. With two new products to promote, the focus was on speed, structure, and real conversations with the right buyers.

THE SOLUTION
An Outbound Sales Program Built to Deliver Fast Traction

FRONTLINE Selling launched a structured outbound program aligned to Array’s goals. Outreach focused on connecting with buyers or influencers in the target market and getting internal reps into the first conversation.

  • SDRs trained to represent Array’s message, not sell features
  • Campaign designed around product launch and revenue targets
  • Outreach mapped to ideal personas and market segments
  • Program delivered without internal hiring or onboarding

This structure gave Array early traction and kept their team focused on closing, not prospecting.

THE RESULTS
Meetings Booked. Pipeline Built. Goals Met in 90 Days.

Within the first 90 days, FRONTLINE Selling hit the goal range set for the program. The SDRs consistently booked qualified meetings, and feedback from prospects was overwhelmingly positive.

  • Pipeline target reached within 90 days of launch
  • Consistent appointment volume with key decision-makers
  • Positive prospect feedback on rep professionalism
  • No internal hiring or ramping required

Sales Support That Lets Your Team Focus on Closing

Jerry McKenzie has worked with FRONTLINE Selling at three different companies over more than a decade, and keeps coming back for a reason.

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“We needed to build our business but didn’t have time to train SDRs. With FRONTLINE, we hit our pipeline goal range in 90 days. Their team represents our message clearly and professionally.”

Lance Hood, VP of Marketing
Array Health
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“The methodology works. Our reps don’t have to sell—they just get us into the right conversations.”

Lance Hood, VP of Marketing
Array Health
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“I’ve worked with FRONTLINE before and chose them again because of their discipline, structure, and results.”

Lance Hood, VP of Marketing
Array Health