How Clara Care expanded its active sales pipeline by 70%

Clara Care specializes in comprehensive chronic wound management, including on-demand telehealth consultations with wound specialist nurse practitioners, remote 3D wound imaging and monitoring, and coordination of durable medical equipment and prescriptions.

Before Bonfire, the commercial team was working from an unstructured data dump supplied by a prior vendor. Three problems compounded each other:

• No actionable way to unpack the core provider target market
• Time-consuming manual data mining to find qualified provider targets
• No clear view of the market to build a commercial strategy against

Leadership was concerned about inefficient sales cycles, low conversion rates, and difficulty scaling down the line.

As CEO Everett Crosland put it: "Our previous data vendor made it immensely difficult to extract the necessary insights to answer business questions related to our market. This was a non-starter for us."

Clara Care moved onto Bonfire Analytics in late 2023. The platform gave the sales team four things the prior vendor could not:

• A holistic provider directory covering physicians, physician groups, clinics, hospitals, health systems, and long-term care facilities
• Comprehensive provider affiliations and firmographic detail
• Medical claims trends for wound care patient populations, across all relevant diagnoses and procedures
• A self-serve interface the team could use to narrow to ICP attributes such as independent provider groups and groups in rural areas