The Situation
A tertiary multi-location eye hospital chain in Mumbai had built a strong clinical reputation and invested in advanced technology, yet growth momentum had plateaued.
Despite excellent medical outcomes, demand generation was fragmented, internal referral pathways were underutilized, counselling lacked structure, and incentive systems were not fully aligned with conversion and premium adoption—resulting in underperformance against true market potential.
Our Approach
Deployed high-intent digital and hyperlocal demand-generation campaigns
Launched coupon-led and contingency marketing initiatives to drive immediate response
Strengthened internal referral pathways, including LASIK screening and FLACS prioritization
Implemented structured counselling systems to improve OPD-to-surgery conversion
Activated print media outreach, including newspaper ads and leaflet distribution
Trained frontline teams on patient experience and ethical upselling
Realigned incentive structures with conversions, premium procedures, and patient satisfaction
The strategy combined external demand creation with internal conversion excellence.
Why did growth plateau despite strong clinical reputation?
Demand generation was fragmented, referral pathways were weak, counselling lacked structure, and incentives were not aligned with growth drivers.
What drove the sharp revenue acceleration?
Integrated demand creation, stronger referrals, structured counselling, and aligned incentives worked together to unlock rapid growth.
Is this growth model scalable across other metro markets?
Yes. The framework is highly scalable for tertiary and multi-location hospital chains in urban markets.
The Results
Revenue Growth
Delivered 52% YoY revenue growth in December
Premium Procedure Uptake
Sharp rise in LASIK, FLACS, and premium cataract surgeries
Conversion Efficiency
Improved OPD-to-surgery conversion across centres
Business Momentum
Renewed growth velocity and stronger market presence
Guide the Process and Solve Problems
A weekly, executive-level decision mechanism to guide the process and solve problems as they arise.
