Case Study

Diversifying Product and Services to Expand TAM and Enterprise Value

A leading national distributor of diabetes supplies sought to explore new growth opportunities by diversifying its offerings and increasing the value delivered to its patients and partners.

Client Pain Points

  • A large-scale distribution and customer service leader serving over 500,000 individuals with chronic conditions sought to increase its value proposition and differentiate beyond core offerings.
  • The impending end of their private equity investment cycle limited both the time and resources available to explore, validate, and implement new initiatives.

CWH Solutions

  • Mobilized a team of healthcare and go-to-market experts to evaluate strategic opportunities, ultimately delivering a targeted set of high-potential initiatives supported by thorough market and clinical insights.
  • A comprehensive market analysis and solution evaluation resulted in the identification and selection of an ideal partner for co-developing the best-fit initiative.
  • A pilot program was successfully launched and scaled to over 500 patients, aligning with the business’s timeline for market entry.

CWH Delivering value

  • Total Addressable Market (TAM) was effectively doubled, while the lifetime value of a patient more than doubled as well.
  • Positive clinical outcomes resulted in measurable ROI for partners and payers.
  • The newly developed capability was a key value driver in the business’s subsequent transaction, enhancing its enterprise valuation.
Working with CWH was a refreshing break from past experiences with management consulting firms. The CWH team delivered more than a pretty PowerPoint. We are executing on a well-researched, market-informed, and pragmatic work plan that fits our strategic plan to maintain a leadership in our category.”
CEO Provider Organization