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CASE STUDY

Helping Firstsource Build Pipeline and ROI Across Multiple Teams

Firstsource has worked with FRONTLINE Selling for over 12 years. That partnership has spanned three companies, multiple teams, and various stages of growth. What keeps them returning is simple: a consistent methodology, a professional team, and results that prove ROI again and again.

About the Client

Simplifying the Patient Financial Experience

Firstsource is a healthcare business process partner that helps providers streamline the financial side of care. Their services improve patient communication, boost payment clarity, and strengthen revenue cycle performance. Health systems rely on Firstsource to simplify billing and drive financial results.

 
ABOUT THE PROJECT

Client: Firstsource
Location: United States
Industry: Healthcare
Web: www.firstsource.com

CHALLENGES

A Need for Focused Execution and Reliable Results

With long sales cycles and limited bandwidth internally, Firstsource needed a partner that could drive outbound consistently without heavy oversight. They had tried other vendors in the past, but none matched the discipline, persistence, or outcomes delivered by FRONTLINE Selling.

THE SOLUTION
A Methodology That Matches Their Pace and Standards

FRONTLINE Selling provided a structured outbound program that scaled with Firstsource’s needs and aligned to their standards for quality and execution.

  • Program executed using the Staccato sales methodology
  • Outreach managed by trained, persistent SDR professionals
  • Execution structured around a repeatable outbound process
  • Partnership sustained across 12 years and three companies

The result was a program that delivered consistently, even as teams, goals, and market conditions evolved.

THE RESULTS
Millions in Pipeline and a Repeatable ROI

Over the course of the partnership, FRONTLINE has helped Firstsource create real momentum and measurable results.

  • $6.5M in pipeline generated through outbound efforts
  • $1.89M in closed-won revenue tied to the program
  • 30% win-through rate across qualified opportunities
  • 3:1 return on investment sustained over time

A Proven Partner, Across Years and Companies

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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“I’ve spent 12+ years with FRONTLINE at three different companies—and there’s a reason I keep coming back. They know what they’re doing, they deliver results, and they make us better.”

Jerry McKenzie, Director of Sales Operations
Firstsource
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“If we didn’t use FRONTLINE, we’d be trying to do this ourselves—and we wouldn’t be as good at it.”

Jerry McKenzie, Director of Sales Operations
Firstsource
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“With a 3:1 ROI, we’re extremely happy with the partnership and the overall experience.”

Jerry McKenzie, Director of Sales Operations
Firstsource