What does it take for a lab to scale fast without losing control of quality, accuracy, or profit? One Shadowbox customer found the answer—by installing Shadowbox across more than 100 clinics. The results? Streamlined workflows, cleaner orders, fewer denials, and a healthier bottom line.
And here’s the best part: any lab can do it too.
The Secret: Leadership Alignment and Smart Incentives
The most successful labs know that getting samples in the door isn’t the same as running a profitable business. Their leadership teams think about every specimen as part of a lifecycle—from order to result to claim to payment—and they make sure every step adds value.
That mindset starts at the top. Sales leaders and executives are aligned on one goal: maximize revenue per specimen. That means compensation plans reward the full process, not just clinic signups. When claims get denied or delayed, these labs treat it as a system problem, not a billing one.
Step 1: Train Sales Reps to Sell Smarter
Once leadership is aligned, the sales team becomes the engine of growth. Top labs use a few simple—but powerful—rules:
- Make Shadowbox the go-to integration. Sales reps earn quota credit for signing and implementing Shadowbox with clinics.
- Segment your clinics. Reps classify clinics into a few buckets:
- Paper/fax users ready for a digital upgrade
- Clinics using EHRs already in the Shadowbox library
- Lower-volume accounts where HL7 doesn’t make sense
- Clinics open to modern, flexible workflows
- Gather the right data early. Reps ask about order volume, payer mix, and workflow details to help the lab decide if a full HL7 is needed—or if Shadowbox can bridge the gap while that process unfolds.
- No more fax/paper for new accounts. Low-volume clients still deserve efficiency—just without the manual mess.
Step 2: Turn Office Managers & Medical Assistants Into Shadowbox Champions
The labs that win don’t just sell to clinic owners—they empower office managers and medical assistants. Once office staff see how Shadowbox saves time and eliminates rework from incomplete or illegible orders, they become your biggest advocates. They’re the ones making sure the tool actually gets used every day.
Step 3: Support the Team and Keep the Message Consistent
Even the best reps need backup. Successful labs train their teams with clear talk tracks, ROI stories, and materials to handle objections so every conversation feels natural and credible. Shadowbox isn’t pitched as “software” but as a better way to run the business.
The Bottom Line
The labs growing fastest in 2025 have one thing in common: they’ve made Shadowbox a central part of their sales strategy, their culture, and their compensation structure.
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