The Background
C U Health's product touches several buyers inside every health system it sells to. Clinicians, procurement, and IT security each weigh a different set of concerns. Before the retainer began, the sales narrative treated them as one audience.
Lucy came on as a fractional pre-raise partner to rebuild that narrative and prepare the company for its next round.
The Challenge
One narrative, several buyers
The pitch and sales collateral spoke to a single generic buyer, blurring the distinct priorities of clinical, procurement and IT stakeholders.
No repeatable sales process
Deals depended on founder-led conversations with no documented playbook the wider team could pick up.
An unproven growth story for investors
Without a clear buyer journey, the fundraising narrative lacked the evidence investors look for at seed.
The Solution
Map each buyer persona
Ran structured sessions to separate the clinical, procurement and IT buyer journeys and identify what each needed to see before saying yes.
Build the sales playbooks
Turned each journey into a playbook the sales team could run without founder involvement in every call.
Align the fundraising narrative
Rebuilt the investor narrative around the same evidence, connecting go-to-market traction directly to the round being raised.
The Transformation
£3 million seed round closed
C U Health closed a £3 million seed round from institutional investors within 11 months of the retainer starting.
A sales process the team can run
The multi-persona playbooks gave the wider sales team a repeatable process, rather than a founder-dependent one.
A narrative investors could underwrite
The same buyer-journey work that improved sales also gave investors a clear, evidenced growth story.
