Disruptive B2B2C Biotech

Background

Scout Health, a healthcare innovator developing rapid point-of-care diagnostic tests, faced challenges in defining a clear go-to-market (GTM) strategy. With plans to launch a rapid STI test next year, they needed a structured approach to commercialization, stakeholder engagement, and marketing execution.

To address these challenges, AcquireNow partnered with Scout Health, acting as a trusted advisor to the CEO and serving as a fractional Head of GTM. Through a hands-on, strategic engagement, we helped Scout Health refine their messaging, optimize outreach, and accelerate their commercialization efforts.

Challenges

• Complex messaging that made it difficult to articulate their unique value proposition in the healthcare space.

• Lack of alignment between sales and marketing, leading to inconsistent communication.

• Limited buyer insights, resulting in difficulty engaging key partners.

• Manual data collection and analysis processes that consumed excessive time and resources.

Our Approach

1. Discovery & Data Strategy

• Defined a structured data segmentation strategy and optimized methods for collecting and analyzing customer insights.

• Leveraged AI to streamline data collation, reducing manual effort by 50% (saving 60 hours of work).

2. Key Stakeholder Engagement

• Conducted direct outreach and in-depth interviews with clinical leaders to uncover market needs and refine Scout Health’s positioning.

3. Digital Marketing Execution

• Designed and tested paid and unpaid digital campaigns with hyper-personalized content to maximize engagement.

4. End-to-End GTM Execution

• Developed a robust marketing and sales strategy, ensuring alignment between internal teams.

• Defined distribution and channel strategies to optimize market penetration.

• Crafted public health initiatives to position the STI test within broader healthcare frameworks.

Results

• Simplified messaging that clearly communicated Scout Health’s value proposition, improving investor and stakeholder buy-in.

• Stronger alignment between sales and marketing teams, resulting in a consistent and effective GTM execution.

• Enhanced buyer insights that informed strategic decisions, leading to a 80% increase in partner engagement.

• Operational efficiency gains, cutting data collation time in half and freeing up 60 hours for strategic efforts.

Conclusion

By working with AcquireNow, Scout Health transformed its GTM strategy, ensuring a streamlined and effective commercialization process for its upcoming rapid STI test. Through a mix of AI-powered efficiency, targeted outreach, and refined messaging, we helped Scout Health position itself for a successful product launch in the competitive healthcare market.