For Elina

Health Plan Sales Playbook

Elina, we’ll build your new sales operations lead’s first 100 accounts in 10 days. The first 25 are below, and they’re yours either way.

If your Commercial Strategy Manager seat stays open another quarter, ignore this. If it doesn’t, the next two minutes are worth it.

What we noticed

You raised a $15M Series A on June 2, and your own Series A release says members achieve 15% weight loss on average.

Your sales operations role is built around decks, models and RFPs and carries no quota, so nothing in it says which accounts your sellers open next.

June 2 $15M Series A, led by Cornucopian Capital
July 23 Your Fortune piece on the GLP-1 paradox
November 9 Sales operations role open; the first 25 accounts are on this page

What changes for your new AE

Your new sales operations lead starts day one with 100 employers, public plans and benefits advisors you approved, each with the reason to open now, instead of spending their first weeks finding them. The decks and models you hire them to build are aimed at accounts you already said yes to.

28% of a rep’s time goes to selling Source: Salesforce, State of Sales (7,700+ sellers, 2022)
6.2 months average ramp for a new AE Source: Bridge Group, 2026 AE report (158 companies)
$103K paid before a new AE is fully productive Arithmetic: $200K median OTE × 6.2 months ÷ 12. Inputs: Bridge Group, 2026 AE report (158 companies)
48% of AEs hit quota Source: Bridge Group, 2026 AE report (158 companies)

Your first 25 accounts

Picked from how you describe your buyers and from benefit decisions made public this year. Each one has the reason it’s here and the source.

Yours either wayKeep these 25 whether or not we ever talk.

Cut any you wouldn’t callTell us why, and we replace it. We keep going until you’d keep at least 80 of the 100.

City of Dallas Dallas, TX · covered lives not stated
1

The council is deciding between cutting the drugs and keeping a plan that costs $8.8M a year for them, so the choice you could give the city is a managed program between those two.

Signal: Aug 20, 2026 Source

Buyer: Chief Financial Officer Jack Ireland, who briefed the council
Why it’s ranked here

A strong fit.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
City of Boston Boston, MA · about 55,000 covered people
2

Boston chose a limit over dropping the drugs, and the unions' committee first voted the limit down on March 9, so it is a plan that wants the middle path you sell: clinical matching instead of a cut.

Signal: Mar 27, 2026 Source

Buyer: Chief Financial Officer Ashley Groffenberger
Why it’s ranked here

A strong fit.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Massachusetts Group Insurance Commission Massachusetts · about 22,000 members on GLP-1s for weight loss
3

The commission cut coverage for 22,000 members at $46M, which leaves those members without coverage; you pitch care that finds the ones who still benefit.

Signal: Feb 26, 2026 Source

Buyer: Margaret Anshutz, director of health policy and analytics
Why it’s ranked here

A strong fit.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Kalamazoo County Kalamazoo, MI · covered lives not stated
4

Commissioners are split in public and some are asking for gym memberships and nutritionists instead, so a care program that has a clinical team behind it answers both sides.

Signal: Jul 23, 2026 Source

Buyer: Human Resources Director Sharon Brown
Why it’s ranked here

A strong fit.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Employers Health Purchasing group with clients in all 50 states · about 500 self-insured clients
5

One purchasing group speaks for about 500 self-insured employers that mostly dropped the drugs; a model that gets them back to covering the right members reaches them all at once.

Signal: Sep 23, 2026 Source

Buyer: Alexis Sova, Pharm.D., MBA, clinical advisor
Why it’s ranked here

A strong fit.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Marsh National benefits consultant · advises large employers
6

Marsh's own people say clients want to keep covering the drugs but feel constrained, which is the moment a consultant needs an outcomes-based option to put in front of them.

Signal: Sep 16, 2026 Source

Buyer: Sara Drake, pharmaceutical benefits expert
Why it’s ranked here

A strong fit.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Business Group on Health National employer coalition · survey of 127 employers, 8.7 million covered lives
7

The coalition's own survey puts 8.7 million covered lives behind this decision, so what it hears from members about a managed option reaches many benefits leaders.

Signal: Sep 8, 2026 Source

Buyer: Brenna Shebel, vice president
Why it’s ranked here

A strong fit.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
State of North Carolina State Health Plan North Carolina · 750,000 state workers, retirees and families
8

The plan stopped coverage, then won the right to bring it back in a narrower form; you can describe what that narrower form should look like before its PBM contract ends in 2027.

Signal: Oct 8, 2025 Source

Buyer: State Treasurer Brad Briner
Why it’s ranked here

A strong fit.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Indian River County Indian River County, FL · 4,000-plus employees
9

Commissioners said they can't kick the can another year and sent 260 users to manufacturer cash programs, so the county has no clinical support for people leaving coverage.

Signal: Jun 16, 2026 Source

Buyer: County Commission
Why it’s ranked here

A strong fit.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Delaware State Employee Benefits Committee Delaware · state employees and retirees
10

A one-vote margin and a copay that lower-wage employees say they can't absorb means the committee is still looking for a better design than price alone.

Signal: Mar 9, 2026 Source

Buyer: State Employee Benefits Committee
Why it’s ranked here

A strong fit.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Howard County Public School System Howard County, MD · about 11,000 employees and retirees on its plans
11

The district's benefits advisory committee recommended dropping the drugs, so the people on those prescriptions now have no managed path.

Signal: Feb 12, 2026 Source

Buyer: Benefits Advisory Committee
Why it’s ranked here

A strong fit.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
University of New Mexico Albuquerque, NM · benefits-eligible employees on two health plans
12

The university built a transition account for the plan year, which means someone there owns what comes after the account runs out.

Signal: Jul 1, 2026 Source

Buyer: UNM Human Resources benefits office
Why it’s ranked here

A strong fit.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
University of Missouri Columbia, MO · self-insured plan
13

A self-insured plan that avoided a 28% premium jump by cutting the drugs is the kind of buyer that would test whether a managed program costs less than a premium increase.

Signal: Mar 25, 2026 Source

Buyer: University benefits office
Why it’s ranked here

A strong fit.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Segal National benefits consultant · advises employers and public plans
14

A consultant who tells clients that tightening eligibility is the middle path is the person who recommends a program that does the tightening clinically.

Signal: Sep 8, 2026 Source

Buyer: Eileen Pincay, pharmacy practice leader
Why it’s ranked here

A strong fit.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
City of Fort Worth Fort Worth, TX · city employees, retirees and dependents
15

Fort Worth is cutting because the drugs became 40% of its pharmacy budget; a program that finds who benefits would have addressed that share before a cut.

Signal: Aug 20, 2026 Source

Buyer: City benefits office
Why it’s ranked here

In the middle.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Starbucks Seattle, WA · benefits-eligible employees working at least 20 hours a week
16

Starbucks kept the drug for diabetes and ended it for weight loss, the same clinical line you manage, so its benefits team already thinks in who qualifies.

Signal: Sep 8, 2026 Source

Buyer: Benefits leadership
Why it’s ranked here

In the middle.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
PepsiCo Purchase, NY · employees on the PepsiCo Plans
17

PepsiCo called the drugs one of its fastest-growing plan costs in writing to employees, which tells you the cost owner is already looking for a way to bend it.

Signal: Sep 16, 2026 Source

Buyer: Benefits leadership
Why it’s ranked here

In the middle.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Springfield Public Schools Springfield, MO · benefit trust plan for employees, dependents and retirees
18

The district swapped open coverage for a $2,400 account, so it has a cap but no clinical guidance on who should be on the drugs.

Signal: Aug 20, 2025 Source

Buyer: District benefits leadership
Why it’s ranked here

In the middle.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Berrien County Berrien County, MI · county employees
19

The county kept coverage by negotiating a deal with its insurer for one year, so it has to find a lasting answer before the next renewal.

Signal: Dec 12, 2025 Source

Buyer: County Administrator Brian Dissette
Why it’s ranked here

In the middle.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Deloitte Professional services firm, US · employees on its health plan
20

Deloitte restricted coverage rather than ending it, and the source gives no detail, so what it restricted and what it replaced is the first question to answer.

Signal: Aug 27, 2026 Source

Buyer: Benefits leadership
Why it’s ranked here

In the middle.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Excellus BlueCross BlueShield Rochester, NY · fully insured and some self-funded plans
21

A health plan that removed the drugs but kept an exception process needs a way to decide which exceptions to approve.

Signal: Sep 26, 2025 Source

Buyer: Pharmacy and Therapeutics Committee
Why it’s ranked here

In the middle.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Bank of America Charlotte, NC · very large employer
22

It pays $250M a year and has not cut, so it is here to test whether an employer that keeps coverage ever buys a program on top.

Signal: Sep 16, 2026 Source

Buyer: Benefits leadership
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: no open decision in the source, and a scale far above the employers you serve today.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
MassHealth Massachusetts · about 22,000 residents affected
23

You wrote about this decision in Fortune, and it tests whether a state Medicaid program is a buyer you pursue or a market you only comment on.

Signal: Jul 1, 2026 Source

Buyer: State Medicaid program office
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: a state program decides differently from an employer and looks nothing like Amtrak or Galway.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Cigna Bloomfield, CT · its own employee plan
24

A health plan that dropped the drugs for its own staff tests whether insurers buy a program for their workforce while selling coverage to everyone else.

Signal: Jun 2, 2026 Source

Buyer: Benefits leadership for the Cigna Group Medical Plan
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: a health plan is both a buyer for its own staff and a channel for yours.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.
Pennsylvania Medicaid Pennsylvania · adults 21 and older
25

A cut already in effect with no cost figure in the source tests whether you chase a plan that has already moved on.

Signal: Jan 1, 2026 Source

Buyer: State Medicaid program office
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: no cost figure and no open decision.
- Decides GLP-1 coverage for a defined group: an employer, a public plan, a health plan or the consultant who steers them. Individual consumers are out.
- States its GLP-1 cost in dollars or members.
- A decision is open or just made, so there is a plan year to design for.
- Thousands of covered lives, enough to carry a care team.
- A dated signal in the last nine months.
- Looks like the buyers you already serve: a benefits group, a rail employer, a holding company’s benefits office.

Your new sales operations lead’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

100 accounts you approve, each with the reason
Drafts to the first five, in your voice
Your team runs it without us
Any account you cut, we replace

How does Ilant Health sell?

An outside read from your Fortune piece, your interviews, your site and your posting, built to be corrected: tell us anything that’s wrong. Tap a clip to play it from that moment.

In your posts and interviews9 quotes

Who buys
“we partner with employers and health plans, including Medicare and Medicaid.”
Spotlight Interview: Elina Onitskansky, CEO, Ilant Health (Medical Travel Today)
Who buys
“Yes, although employers moved first.”
Spotlight Interview: Elina Onitskansky, CEO, Ilant Health (Medical Travel Today)
The problem
“Too many states and employers are viewing this through a binary lens between those who want unfettered access and those that reject coverage.”
The GLP-1 paradox: too expensive to cover, too effective to cut (Fortune), July 23
The problem
“faced with either expanding access and watching pharmaceutical costs rise dramatically, or restricting access and risking rising chronic disease and cost”
Ilant Health Raises $15M to Replace Fragmented Obesity Care (Healthcare IT Today), June 12
The problem
“We use analytics to identify who would benefit from obesity treatment, given that obesity is often under-coded in medical data.”
Spotlight Interview: Elina Onitskansky, CEO, Ilant Health (Medical Travel Today)
Why you win
“It’s to use a smart scalpel to target the right population at the right time with unique, data-driven care plans.”
The GLP-1 paradox: too expensive to cover, too effective to cut (Fortune), July 23
Why you win
“We believe in using the right treatment for the right person, which includes GLP-1 drugs for some individuals – but not for many others.”
Spotlight Interview: Elina Onitskansky, CEO, Ilant Health (Medical Travel Today)
Why you win
“We only get paid when people are engaged with our program and we take on financial risk, ensuring we only profit when outcomes are achieved.”
Spotlight Interview: Elina Onitskansky, CEO, Ilant Health (Medical Travel Today)
When a store moves
“Employers and health plans are facing a real dilemma right now”
Ilant Health Raises $15M to Replace Fragmented Obesity Care (Healthcare IT Today), June 12

What your customers sayFrom ilanthealth.com, Ilant Health Raises $15M to Replace Fragmented Obesity Care (Healthcare IT Today)

CDAmtrak

“Their model gives us the structure, oversight, and reporting we need to understand this population, support our employees, and make informed decisions.”
Christopher Domian, Amtrak · ilanthealth.com
KLSEIU 775 Benefits Group

“Ilant conducted a detailed analysis of our population and identified the members most likely to benefit clinically and financially, giving us confidence in both improved outcomes and meaningful ROI.”
Kenneth L. Gardner, SEIU 775 Benefits Group · ilanthealth.com
RDGalway Holdings LP

“What differentiates them is their willingness to build around our needs rather than fit us into a predefined model.”
Renee Dykier, Galway Holdings LP · ilanthealth.com
RDGalway Holdings LP

“When we needed to make a mid-year change on short notice, they quickly pivoted and provided concierge-level support for employees, resulting in zero noise.”
Renee Dykier, Galway Holdings LP · ilanthealth.com
HIHealthcare IT Today release

“These manufacturer contracts enable Ilant to provide transparent prices for medications with flexibility in design, giving employers greater visibility and control over one of the fastest-growing areas of healthcare spend.”
Healthcare IT Today release · Ilant Health Raises $15M to Replace Fragmented Obesity Care (Healthcare IT Today)

Words you use

“de-average”
“precision care at scale”
“total cost of care”
“outcomes as a service”
“smart scalpel”
“single, integrated front door”
“concierge-level support”
“value-based”
“peer navigators”

How the list learns your calls

In the first session you react to accounts like these: keep or cut, and why, the way you’d tell a cofounder. Each reason becomes a rule you can read, the pool re-scores, and ten more show whether it learned. Keep eight of ten and the hundred is built on your rules.

You cut one on the call, and say why
It becomes a rule
The pool re-scores
Ten more test it

Which questions can only you answer?

Your Fortune piece and your interviews say who you want to treat, but not which employers you would never spend a meeting on, or what a benefits leader has to see before they move. About 30 minutes of you reacting to real accounts answers these.

1
Is a public plan a buyer for you, or only an employer?
Rows 1, 2, 4 and 10 are cities, counties and a state committee deciding in public; rows 23 and 25 are state Medicaid programs that already cut.
2
Do you sell to a consultant who recommends you, or only to the plan that pays?
Rows 5, 6 and 14 are Employers Health, Marsh and Segal, which advise clients but don’t pay claims.
3
Does a plan that has already cut still buy, or is the window the vote?
Row 3 (Massachusetts GIC), row 9 (Indian River County) and row 11 (Howard County) have already cut; rows 1 and 4 have not decided.
4
Does an employer that keeps paying in full ever add a program?
Row 22 (Bank of America) pays $250M a year with no cut announced.

What does your new sales operations lead’s first morning look like?

Without

The CRM you have now. The early weeks go to learning which accounts you’d call, and why.

With · Commercial Strategy Manager (Sales Operations), first morning

COCity of DallasDraft written
COCity of BostonDraft written
MGMassachusetts Group Insurance CommissionDraft written
KCKalamazoo CountyDraft written
EHEmployers HealthDraft written

A hundred accounts you approved, the rules behind them and drafts to the first five, so their time goes to buyers.

From week two, your mornings too: one brief, drafts to approve, every message sent by you.

How the 10 days run

What happens in the ten working days?

November 16, 2026 to December 1, 2026. About a day of your time in total.

Before by November 16
You send the customers you’d clone and three deals that went wrong, plus 10 to 20 emails or posts you wrote. “How you sell” is drafted from your talks and posts.
You: 20 minutes
Day 1 November 16
The playbook session: we fill the gaps and correct the draft together. Your CRM is connected.
You: 2 hours
Day 2 November 17
Your first rules are written; a few hundred companies are scored against them.
You: none
Day 3 November 18
You review the first 25 (talking it through is fine).
You: 30 minutes
Day 4 November 19
Your reasons become rules; you see the re-score and judge 10 more. First touches are written in your voice to the accounts you kept, and you read ten. Touches start logging to the CRM.
You: 30 minutes
Day 5 November 20
The hundred is built. The research tool is set up; you test it on three accounts you know.
You: 15 minutes
Day 6 November 23
The morning run is set up; your first morning, with us.
You: 30 minutes
Day 7 November 24
You review all hundred, and any cut is replaced. Team training, session one.
You: 1 hour 20 minutes
Day 8 November 25
Your first morning on your own. Training session two, hands-on for each person.
You: 1 hour plus your morning
Day 9 November 30
Your second morning on your own. Each person on your team runs the morning alone.
You: your morning
Day 10 December 1
Your third morning on your own. A week of touches is in the CRM. Handover sign-off.
You: 30 minutes plus your morning

Who builds it?

The person in the video does the work with you, from the first session to the handover.

$100M+in deals sold in a single year

$0 to $10MARR in 12 months, for a company I built

“Kash and I built ERT Credit together in 2021. He took my MVP and turned it into a SaaS that hit $10M ARR in twelve months.”

Jordan Anderson, CEO, PayStreetgobridgehead.ai/about
“Analytical in approach, technologically-knowledgeable, and earnest in conviction, Kash was able to drive pipeline in a notoriously challenging tech region.”

JBJason Brandt, Managing Director, Sales, ePlus inc.LinkedIn recommendation, April 2020

Where does this go from here?

Three options. Each one is fine.

Not a fit

Say so in a line, and that’s the end of it.

Not now

Keep the 25 and the read on how you sell, and share them. When the role fills, the offer stands.

Talk with Kash

Ask Kash to call you, or email him. He calls to set up a 30-minute strategy session. Bring your cofounder or your sales leader.

Your new sales operations lead’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

100 accounts you approve, each with the reason
Drafts to the first five, in your voice
Your team runs it without us
Any account you cut, we replace

Ilant Health sales playbook, in brief

Ilant Health sells obesity and cardiometabolic care to employers and health plans. Elina Onitskansky says it takes “financial risk” and only profits “when outcomes are achieved.”Spotlight Interview: Elina Onitskansky, CEO, Ilant Health (Medical Travel Today), Ilant Health Raises $15M to Replace Fragmented Obesity Care (Healthcare IT Today)

Onitskansky describes the buyer’s trap in Fortune: “too many states and employers are viewing this through a binary lens” of unfettered access or no coverage, and Ilant targets “the right population at the right time.”The GLP-1 paradox: too expensive to cover, too effective to cut (Fortune)

The open role is Commercial Strategy Manager in Sales Operations. It owns the RFP library, ROI models and “battlecards,” and the posting says it “won’t carry a quota.”Commercial Strategy Manager posting

The first 25 accounts for the new sales operations lead are employers, public plans, health plans and benefits advisors, each scored on six rules and backed by a dated, sourced signal: fourteen strong fits, seven in the middle and four edge cases that test the rules.

Prepared by Kash Badami at Bridgehead · November 9, 2026 · Every source

Questions founders ask

Can’t my AE build this when they start?

They can. But wouldn’t you rather they were selling? Reps spend 28% of their time selling, and the average new AE takes 6.2 months to ramp. This replaces the weeks they would spend building the list and learning what you already know.

28%: Salesforce, State of Sales (7,700+ sellers, 2022) · 6.2 months: Bridge Group, 2026 AE report (158 companies)

How much sooner does my new AE get to work?

From day one, because the accounts you approved and the first drafts are waiting. The average new AE takes 6.2 months to ramp, and at a $200K median OTE that is about $103K paid before they are fully productive. Only 48% of AEs hit quota.

6.2 months: Bridge Group, 2026 AE report (158 companies) · $103K: arithmetic ($200K median OTE × 6.2 months ÷ 12); Bridge Group, 2026 AE report (158 companies) · 48%: Bridge Group, 2026 AE report (158 companies)

We tried an outreach tool and it sounded like a robot. How is this different?

Nothing goes out on its own. Every account on the list is one you approved, every draft is written to one person, and you send each message yourself. It learns your voice from what you’ve written and from every edit you make.

How much of my time does it take?

About a day, spread across the ten working days: the 2-hour session on how you sell, short list reviews you can talk through, two training sessions and your first mornings. The hours your AE gets back go to selling, where reps spend just 28% of their time today.

28%: Salesforce, State of Sales (7,700+ sellers, 2022)

What happens after you leave?

It keeps learning. Each week it proposes rule changes from what your cuts, replies and silences showed, and you approve or reject each in a line.

Where does my data live?

In your own accounts: your Claude, your CRM, your files. Nothing runs on anyone else’s side, and any rule can be changed in plain English.

How is it priced?

The first engagement is one fixed price for the ten days. It depends on how many people we train and which systems we connect, so Kash quotes it on a short call. After handover, you can keep us on a retainer to keep supporting your sales process and refining it, if you choose that route.

The research behind this page 6 sources · 1 postings · 3 customers · 37 stores looked at

Your talks and posts

Your open roles

Commercial Strategy Manager (Sales Operations)

Your customers

Galway Holdings LP · Amtrak · SEIU 775 Benefits Group (santehq.com/customers and your posts). Customer photos are from santehq.com/customers.

How the 25 were picked

37 stores found and scored on 6 rules; the 25 chosen to teach: 14 strong, 7 middle, 4 at the edges. Logos are from each store’s own site.

Sources: the open posting, ilanthealth.com, Elina Onitskansky’s Fortune piece and interviews, and public reporting and employer pages on GLP-1 coverage decisions, each opened and saved on November 9, 2026.
No account on this list appears on ilanthealth.com. Galway Holdings, Amtrak and SEIU 775 Benefits Group are quoted there as customers and were left off.
Where a source gives no covered-lives count or cost, the row says so; it means not shown in the source, not absent.
Rows with a decision already made (cuts that took effect) are kept as signals of what employers do next, not as open decisions.