How PatientNow turned a complex customer base into a growth engine

SignalRx helped PatientNow map their multi-vertical customer base across aesthetic, wellness, and medical-grade verticals, and surface expansion opportunity already sitting inside their existing base.

350%

increase in expansion opportunities surfaced

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Increase revenue from your existing customers

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The Challenge

PatientNow runs a multi-product platform across a large, multi-vertical customer base. Traditional Salesforce records couldn't tell the CRO who was buying which products, who was underbuying, who was at risk, or where the next dollar of expansion sat.

The team needed a better way to:

Segment a complex multi-vertical customer base into actionable groups
Identify which accounts were ready for expansion and cross-sell
Spot retention risk months before renewal, not at it
Prioritize sales outreach to healthy, high-value customers
Align product roadmap and team resourcing to where the highest-value
customers actually sit

With SignalRx

SignalRx mapped every practice in PatientNow's Salesforce against every product they sell, every dollar of revenue, every support signal, every usage trend. Customer Segments, Fit Scores, and Health Scores are written back to Salesforce continuously and activated through Revenue Plays.

The platform helped PatientNow:

Segment the customer base
A set of healthcare-specific verticals modeled against PatientNow's customer data. Revenue performance, retention, and growth signals attached to every account, so the team can see which segments are outperforming and which are underperforming.

Identify expansion opportunity
SignalRx surfaces the accounts inside the existing base that are best-fit for cross-sell and product expansion. The team sees where the next dollar of ARR is most likely to come from before the sales cycle starts.

Surface retention risk early
Customer Health Score flags accounts at risk months before renewal, driven by product usage, support signal, revenue trajectory, and competitor product detection.

Activate Revenue Plays in Salesforce
Revenue Plays push directly to Salesforce, route to the right owner, and enroll into the right campaigns automatically. Plays are tuned to the specific expansion and retention motions the team wants to run.

Plan smarter, not harder
Territory planning, quota planning, and segmentation work that used to take months now happens in weeks, freeing the CRO to re-segment continuously and aim the team where the dollars are.

"This is the thing that allowed me to take my territory planning, quota planning, and segmentation work from five months at every company I was at before — and now lets me do it in weeks. I can plan for quotas, properly run territories, and understand where my upsell potential is, where my maintain-and-retain potential is."

Bridget Winston

CRO, PatientNow

What Changed

Faster planning. Tighter prioritization. Compounding NRR.

PatientNow now plans in weeks and acts on the right accounts every Monday. With proactive focus, NRR is moving up and to the right and prospects are prioritized not only for fit, but future value.

Outcomes:

Months of territory and quota planning compressed to weeks

350% increase in expansion opportunities surfaced

Double digit NRR growth forecasted from the engagement

Customer Success operates an in-week motion via Health Score

Sales team works a researched, prioritized list every day

Less technical hiring required to run a customer-intelligence stack

Product roadmap aligned to highest-value customer segments

"What SignalRx allows us to do is look at the segmentation of our entire existing customer base, see who stays with us the longest, see who's expanding, see who needs attention. It's how we plan quotas, run territories, and decide where our team should focus. It's how we prioritize sales, marketing, and product decisions across the business."

Bridget Winston

CRO, PatientNow