This episode is the final installment in a three-part miniseries on ABM and go-to-market strategy, and it is extremely practical. 

My guest is Rehan Mirza, Chief Growth Officer at Verifiable, a credentialing automation platform that has lived through every stage of the ABM journey, from cold outbound blasting to sophisticated, intent-driven orchestration across a complex enterprise sales motion.

Rehan tells the story of how Verifiable evolved its ICP from fast-moving digital health startups to regional health plans with hundreds of thousands of providers, and why that shift forced a complete rethink of how marketing, BDR, and alliances teams operate together. He talks candidly about the early lesson that volume-based outbound erodes trust, especially in healthcare, and how that shaped a completely different philosophy built around delivering value before making an ask.

If you are a healthcare technology marketer working through how to make ABM actually function inside your organization, this episode gives you a clear, honest view of what it takes. Rehan has the scars to prove it.

Key Topics: 

• "(00:00:00)" Introduction and the Sway Health Podcast of the Year Award
• "(00:03:00)" Bridging the gap between AI activity and revenue results
• "(00:05:00)" Defining credentialing and Verifiable's origin story
• "(00:07:00)" Transitioning from a free proof of concept to a Salesforce-integrated platform
• "(00:09:00)" Shifting from cold outbound to intent-based lead orchestration
• "(00:10:00)" Ideal Customer Profile (ICP) evolution: From digital health to major payers
• "(00:14:00)" Moving up-market and the role of hyper-focus in ABM
• "(00:15:00)" Rethinking attribution: Why 70 to 80 percent overlap is the goal
• "(00:18:00)" Moving from pipeline generation to pipeline acceleration
• "(00:22:00)" The CORE framework: Conversion, Orchestration, Resonance, and Ecosystems
• "(00:23:00)" Using AI SDRs as a channel rather than a replacement for humans
• "(00:25:00)" Lessons learned: Why volume-based "spamming" erodes trust in healthcare
• "(00:28:00)" Closing summary and key takeaways for ABM success

If you are interested in discussing this or any other topic, let's have a chat.  Reach out to me directly to schedule a no-obligation discussion. This isn't a sales call, but rather an opportunity to talk through your questions and challenges.

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