Insight Partners is an awesome firm that shares many of our values, and we’ve been grateful to have them as partners on this journey of building a great company based on a great product.
Eran Zinman Co-Founder & CEO Monday.com*
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Insight Partners is an awesome firm that shares many of our values, and we’ve been grateful to have them as partners on this journey of building a great company based on a great product.
Ellkay is a leading provider of healthcare data interoperability solutions, enabling hospitals, labs, payers, and health IT vendors to connect across thousands of systems. As the company shifted from a services-led to a product-led strategy, Ellkay partnered with Insight Partners to build a repeatable go-to-market (GTM) engine, improve pipeline visibility, and align cross-functional teams for long-term growth.
Navigating a Strategic Pivot
When Insight began working with Ellkay in 2022, the company was undergoing a significant transformation—pivoting from customized services to a scalable, product-led approach. This shift surfaced a number of GTM challenges:
- Lack of a unified growth strategy and repeatable go-to-market motion.
- Siloed teams across Sales, Marketing, Product, and Customer Success, slowing execution.
- No standardized forecasting or pipeline planning, limiting revenue visibility and predictability.
How Insight Helped
To address these challenges, Insight Partners and Onsite executed a comprehensive, multi-step engagement to align strategy and execution:
- GTM Strategy Alignment & Growth Planning: Facilitated a data-driven GTM workshop to define segment-level priorities and co-developed a 2024 operating plan with clear ownership, timelines, and business cases.
- Sales Forecasting & Pipeline Management: Introduced structured forecasting and built a demand generation model aligned to pipeline targets and budget, ensuring Sales and Marketing were executing in lockstep.
- KPI & Metrics Discipline: Established monthly management reporting and analytics frameworks to reinforce a recurring revenue mindset and bring improved visibility to GTM execution at the Board level.
Key Results
- Record Sales Growth: Surpassed 2024 growth targets, achieving record bookings in Q4 and entering 2025 with strong momentum.
- Improved Forecasting Accuracy: Created structured forecasting and demand gen models tied to revenue goals, enhancing predictability and accountability.
- Unified GTM Execution: Built and operationalized a coordinated growth plan across Sales, Marketing, Product, and Customer Success, enabling efficient execution and long-term scalability.
Laying the Foundation for Long-Term Success
With Insight Partners’ strategic guidance and GTM support, Ellkay successfully transitioned to a product-led growth model, building the infrastructure for scalable execution and sustained momentum. Today, Ellkay continues to drive innovation in healthcare data interoperability—better connecting the healthcare ecosystem, one integration at a time.
