Palmetto Infusion Builds a Field Sales Growth Engine with SPOTIO
When Kirk Pompeo joined Palmetto Infusion as Chief Marketing and Sales Officer, his mandate was to restructure the sales team, increase performance, and optimize sales tools like SPOTIO to drive growth in patient admissions across Palmetto’s clinic network. What he found was a field sales execution platform that had been bought but never built into the business.
Working with SPOTIO’s customer success team, Pompeo built a compliance framework, tied platform usage to compensation, and transformed field activity across Palmetto’s 40+ clinic network — with platform adoption more than doubling and face-to-face interactions climbing 612% while headcount stayed flat.
Who They Are
Founded in 1999, Palmetto Infusion Services is one of the Southeast’s largest independent ambulatory infusion center operators. The company administers biologic therapies for patients with complex chronic conditions across 40+ clinic locations in Georgia, North Carolina, and Florida, and operates a separate home infusion division. Palmetto’s field sales team manages a complex mix of referral development and account management — working with specialist physicians who refer patients for treatments that can run up to $100,000 per therapy.
The Challenge
Palmetto Infusion faced three interconnected problems that were preventing their field sales team from executing at the level a growth-stage, PE-backed company demands:
- A platform that had been bought but never built into the business — SPOTIO was already in place when new leadership arrived, but without a compliance framework, an accountability structure, or any connection to compensation, reps had no structural reason to use it consistently
- No visibility into field activity — Without consistent activity logging, leadership couldn’t measure rep performance, correlate field behavior with admissions outcomes, or build the coaching infrastructure that a scaling company requires
- A culture built for small scale — Palmetto was expanding rapidly under a PE-backed growth mandate, but operating on informal processes that had served the company at startup scale and couldn’t support what came next
Their existing approach had produced, in new CMSO Kirk Pompeo’s words, “all window dressing” — numbers in the system that reflected nothing about what was actually happening in the field.
The Solution
Working with SPOTIO’s customer success team, Pompeo and Senior Project Manager Sarah Bonea built an adoption framework from the ground up:
- Defined a measurable compliance standard — for the first time, “using SPOTIO” meant something specific: 10 activities logged per day, five days a week
- Tied platform usage to incentive compensation — meeting the daily activity threshold became a required component of the sales team’s bonus plan, not a suggestion
- Reframed the tool from surveillance to infrastructure — shifted the internal narrative to focus on how consistent logging protects a rep’s work, builds territory history, and benefits the next person who inherits an account
- Invested in structured training and an ongoing support partnership — multiple training sessions with SPOTIO’s team, consistent CSM responsiveness, and leadership reinforcement through shared activity data
The Result
The impact was measurable within a year, and is still accelerating:
- +124% increase in platform activation — users logging in consistently rose from 28% to 56%
- +155% increase in platform adoption — users meeting the daily activity standard rose from 22% to 51%
- +612% increase in face-to-face interactions logged year-over-year
- +463% increase in leave behinds logged year-over-year
- +154% increase in calls dispositioned year-over-year
- Growth in patient admissions across Palmetto’s clinic network
Every gain came from utilization, not team expansion — rep headcount stayed flat across the measurement period.
“These numbers are better than I expected,” Pompeo said.
