For UK HealthTech & MedTech companies
You're selling to everyone and converting no one, because you haven't defined who you're actually for
Without a defined ICP, every sales conversation starts from scratch. Your messaging is generic, your pipeline is unfocused, and your conversion rate reflects both. The cost isn't just lost deals, it's the compounding waste of effort spent on the wrong buyers.
Cost of Inaction
Enter your target accounts, contracts live today, average contract value, and achievable conversion rate. The calculator shows the annual revenue gap an unfocused ICP is leaving on the table.
How it breaks down
- Current contracted revenue£270,000
- Revenue at target penetration£324,000
Two minutes, no typing, and I read every one myself.
From Paul
Tell me where that £54,000 is coming from, and I'll come back with the three things to fix first.
A few quick questions, about two minutes, and no typing. I read every one myself and reply with the three things costing you most and where I'd start. If it's useful, we talk. If not, you've still got a clear picture.
No obligation, no sales call unless you ask for one, and nothing automated lands in your inbox.
Paul, Solvable
- Sales deck uses "healthcare organisations" rather than a named buyer type
- Marketing content attracts interest but not qualified pipeline
- Discovery calls reveal the prospect isn't actually a fit, late in the process
- Different team members describe the target customer differently
- sales cycles are long because qualification happens late
- CAC is high because effort is spread across too many segments
- generic messaging fails to resonate with any buyer specifically
Frequently asked questions
Why does this problem persist?
Most founders build their first ICP around who said yes first, not who they should be selling to. Over time the target gets wider, not tighter, because saying no to a category of buyer feels like leaving money on the table. The result is a GTM motion that's too broad to be efficient and too vague to be convincing.
This is exactly what I do with UK private practices. Answer the few questions above and I'll come back personally with where to start. Paul.