Situation: Pivotal Health was launching a new solution for Specialty Provider Groups and RCM companies, with the CEO leading BD on limited bandwidth beyond conferences. The product was early-stage and the market window was narrowing.

Problem: Pivotal had high win rates but no dedicated pipeline generation. The CEO couldn't prospect and close at the same time. A competitor was already moving on the same opportunity, and missing this window meant switching costs would make future sales significantly harder.

What HBG Did: Built outbound programs targeting two verticals: Specialty Provider Groups handling large OON claims, and RCM companies serving multiple groups. Converted Pivotal's value prop into messaging that landed with execs and physician owners. With someone fully dedicated to prospecting, the CEO could focus on closing. HBG built pipeline through the holiday season when new opportunities are hardest to land.