What Innovation Strategies Drive Success for StoneGate Advisor with Marc Pierce

Описание: Welcome back to the B2B Growth Blueprint Podcast. In this episode, the focus is on what truly drives sustainable B2B growth: building a repeatable acquisition system and protecting revenue through intentional, proactive retention.

The guest is Marc Pierce, a nationally recognized healthcare strategy and consulting leader with more than 25 years of experience across payers, providers, health tech, and health data. After spending two decades building StoneGate Advisors and developing the AI-enabled STAMP platform to predict churn before renewals, Marc was recently acquired by ECG Management Consultants. In this conversation, he breaks down the systems behind consistent pipeline growth and long-term customer retention—without chasing shiny objects.

Quotes:

“As an entrepreneur of 20 years, the importance of constantly reinventing yourself is something I would underscore.”

“If you try to do lead outreach piecemeal, life gets in the way, and consistency breaks down.”

“It’s a lot more profitable to keep an existing client than to go out and acquire a new one.”

“Net Promoter Score is not a good predictor of retention.”

“Acknowledgement of the issue is probably the most important first step in keeping a client.”

Takeaways:

Sustainable growth comes from building systems, not relying on individuals, tactics, or one-off efforts.

Effective lead acquisition requires multiple coordinated touchpoints across LinkedIn, email, and other channels—not a single outreach method.

Manual sales efforts don’t scale, which is why automation and consistency are critical for penetrating the market.

Traditional metrics like NPS can be misleading, making behavior- and importance-based assessments more reliable for predicting churn.

Client retention improves significantly when companies identify risk early, acknowledge gaps transparently, and act before renewal conversations begin.

Conclusion:

This conversation highlights the power of systems over tactics—showing why growth doesn’t come from hiring a single salesperson or relying on gut instinct, but from building structured processes for both acquisition and retention. By combining multi-touch lead warming with data-driven churn prediction, the episode delivers a clear blueprint for companies looking to grow more predictably, retain high-value accounts, and create long-term stability in competitive B2B markets.

Links Mentioned:

Website: ECG Management Consultants: https://www.ecgmc.com/

Email: [email protected]

LinkedIn:   / marc-pierce-a88106