Case Studies
Engagements inside growth-stage healthcare technology companies preparing for NASDAQ IPOs, late-stage funding rounds, and strategic exits.
Each one was operated by Tarah Neujahr Bryan, founder of Alpenglow Summit
Demand Generation Pipeline Build
From near-zero pipeline to $75M+ in six months
A Series B healthcare AI company preparing for IPO needed credible marketing math before the next funding conversation; pipeline coverage was effectively zero and sales leadership was sourcing nearly all of its own opportunities. The build covered ICP refinement, demand generation, earned media, sales-marketing alignment, and the brand rebuild that made the rest defensible.
KEY RESULTS
- $75M+ qualified pipeline built in six months
- 32% MQL-to-SQL conversion (industry benchmark: 20–35%)
- 50% year-over-year increase in website traffic
Inbound Pipeline Engine
Converting quiet web traffic into $205K of closed-won revenue
A publicly-traded healthcare data and analytics company had a busy website and a chat widget no one was sure should be there; it did not have a Salesforce-mapped intake. The sales team viewed inbound as noise. Leadership knew the website was generating intent signals; no one could tell them, in dollars, what those signals were worth.
KEY RESULTS
- $205K closed-won contract value attributable to inbound (two quarters)
- 22 qualified intro meetings held across Q1 and Q2
- 14 Salesforce opportunities created; 5 deals closed-won
Earned Media & Analyst Relations
Building the credibility layer that survives due diligence
Acquirers and public-market investors do not read your press releases; they read what others have written about you. This is how Health Catalyst (NASDAQ: HCAT) turned earned credibility into a quarterly operating metric, with share of voice tracked category by category and analyst document reads tracked seat-holder by seat-holder.
KEY RESULTS
- 14,099 Gartner document reads in six months (24% sequential lift)
- 8 / 13 industry awards won from submissions (62% selection rate)
- 33 earned placements across 25 proactive media engagements
Marketing Rebuild
From random acts of marketing to a function your board can underwrite
A growth-stage healthcare technology company had outgrown the marketing function that carried it to current scale. Activity was abundant; strategic objectives were thin. The team was organized around tactical execution rather than business outcomes. The rebuild produced a four-team architecture, twelve-month sequencing, and the marketing math the CFO could defend.
KEY RESULTS
- 4 discipline architecture: Growth, Product, Corporate, Events
- 12-month sequencing the board could underwrite; VPs hired first
- KPI framework from inquiry through closed-won with attribution discipline
Flagship Customer Conference
Turning a user conference into a $28.4M pipeline engine
Health Catalyst’s Healthcare Analytics Summit was the industry’s most credible learning event; by 2024 it needed to also be a measurable moment for late-stage expansion that could be defended on an earnings call. Marketing owned the entire arc, finance was watching, and the attribution structure was built before the badges printed.
KEY RESULTS
- $28.4M onsite pipeline (51% of marketing-touched H1 growth)
- $5.4M closed-won in the months following (entirely expansion)
- 72 Executive Experience participants; 30+ CEO meetings
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