How Clara Care grew qualified pipeline 70% in chronic wound care
Clara Care specializes in comprehensive chronic wound management: telehealth consultations with wound specialist nurse practitioners, remote 3D wound imaging and monitoring, and DME and prescription coordination, co-managing patients with orthopedic, podiatry, and vascular providers.
Clara Care replaced an unstructured vendor data dump with Bonfire's provider and wound care claims insights. Pipeline from qualified leads is up 70%, new reps book meetings in their first week, and Clara Care has realized $250,000+ in net-new revenue.
A vendor data dump is not a market strategy
Clara Care started out relying on an unstructured data dump from a prior data vendor, which created two costly problems:
No actionable view of the core market. The data offered no insight into Clara Care's core healthcare provider target market.
Manual data mining for every target. Finding qualified provider targets meant time-consuming manual work.
Without a clear understanding of the market, the team was concerned about inefficient sales cycles, low conversion rates, and difficulty scaling down the line.
Our previous data vendor made it immensely difficult to extract the necessary insights to answer business questions related to our market - this was a non-starter for us.
A self-serve map of the wound care market
Bonfire Analytics gave Clara Care a comprehensive sales insights platform that delivered:
Holistic provider directory: every physician, physician group, clinic, hospital, health system, and long-term care facility
Affiliations and firmographics: comprehensive provider affiliations and firmographic details for each account
Wound care claims trends: medical claims trends for wound care patient populations, including all relevant diagnoses and procedures
Self-serve ICP filtering: a user-friendly interface lets the sales team narrow to ICP attributes on their own, such as provider groups in rural areas or independent practices
Better leads, faster ramp, new markets
Unqualified leads are filtered out immediately. A lead that meets Clara Care's ICP on the Bonfire platform is almost always interested in a first conversation.
From an expanded sales pipeline and business expansion beyond the initial ICP into new segments such as podiatry, mobile wound, and DME.
Scaling into adjacent verticals
New reps ramp almost instantly: onboarding has gone from over a month to reps booking meetings in their first week. Territory and travel planning are simpler too, with reps prioritizing meetings by target patient populations and high-impact hospitals in each region.
Together with faster lead qualification, these gains have saved Clara Care several hundreds of thousands of dollars in inefficiencies. Bonfire is already helping identify the adjacencies Clara Care should branch into next.
“As we look to expand into other related verticals, we only expect the value of Bonfire Analytics to increase - we need the efficiency and cost effectiveness they provide as we scale.”