New Medicare Advantage Product
Leprechaun LLC — Medicare Advantage / HCC
Result
3500% growth · $500K to $18M in two years · deal close rates +100%
Situation
Leprechaun LLC's flagship product, Retrospective, was experiencing declining revenue. Retrospective helped Medicare Advantage plans capture risk adjustment payments after the fact — but the market was maturing and margins were compressing. The company needed a new product to replace that revenue, and needed to ramp it fast. There was no obvious product to build and no existing category in the industry to point to.
Task
Create a net-new product in a category that didn't yet exist: enabling Medicare Advantage plans to proactively maximize their risk adjustment payments before the measurement period closed, rather than correcting them afterward. The product also needed a pre-sales motion that could overcome natural buyer skepticism — health plans weren't going to commit without seeing the numbers first.
Action
Defined and launched 'Prospective' — a first-of-its-kind product that shifted Medicare Advantage plans from reactive to proactive risk adjustment. Wrote the MRDs and PRDs that drove engineering through the full build. To solve the sales problem, developed a proprietary predictive model that quantified the expected additional revenue each health plan would capture before they started the program. The model achieved a correlation coefficient of .83 using seven major and twenty minor independent variables — giving the sales team a credible, plan-specific ROI forecast to put in front of every prospect.
Result
Prospective grew 3500% in two years — from $500K to $18M. Deal close rates increased by more than 100%. The predictive model became a core competitive advantage: prospects could see their expected return before signing, which transformed the sales conversation from 'should we try this?' to 'how soon can we start?'
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