Lantern growth playbook

Agree one set of headline numbers with the Healthcare Economics director (savings, total spend, network size, access, avoidance, members), each with a definition, a date and a footnote. Update every page that carries them (homepage, Our results, Network of Excellence, surgery, consultants, public sector, labor, health plans, economic model) and the Highspot sales library in the same week, and add a "last updated" line to the Our results page.

Consultants and procurement teams check numbers across sources; one consistent, sourced set removes an easy objection and gives the new product marketing and enablement leaders a clean base for competitor comparisons.

[ ] Claim (e.g. lower total medical spend)
[ ] Approved figure
[ ] Definition and population
[ ] Data period and source
[ ] Footnote text
[ ] Pages and assets that use it
[ ] Owner and next review date

• A lower number looks weaker

  Explain the definition; a sourced 3% beats an unsourced 4%.

• Pages drift again

  Store the numbers once and pull them into pages as a shared block.

• Your websiteThe same proof points differ from page to page: "4% lower total medical spend" (homepage, consultants, public sector, economic model) vs "3% lower total medical spend" (employer surgery page) and "3% lower spending trend" (health plans); "650+ in-network surgical facilities" (Network of Excellence) vs "more than 1,500 facilities" (surgery page); "81% of members drive less than an hour" (Our results) vs "81% of members travel less than 50 miles" (consultants) and "99% of members can get care locally"; surgical avoidance "up to 30%" vs "20-30%"; "12 million members" on the site vs "more than 6 million members" in every job post.Source
• Your websiteHomepage (checked October 21, 2026): H1 "Better specialty care starts here" covering surgery, infusion therapy and cancer, but the meta description, which search results show, says only that Lantern "connects employees to high-quality surgical care through our Network of Excellence for surgery"; "12 million lives covered | $1 billion saved"; "4% lower total medical spend"; the Resources menu still features "2025 Employer Healthcare Strategy Survey: 5 Key Takeaways for Benefits Leaders" dated September 03, 2024; the footer YouTube link (@Lantern-Specialty-Care) returns 404.Source
• HiringDirector, Product Marketing & Competitive Intelligence (Dallas or New York, posted September 29, 2026): owns "competitive and market intelligence for the company"; delivers "competitor comparisons, real-time competitive alerts" to the field; runs "structured interviews with customers, prospects, and the field to understand why we win and lose"; builds "the competitive response playbook"; sets "a commercial confidence baseline" for selling against "our primary competitors"; knows when "Mercer, Aon, and WTW drop their annual reports".Source
• HiringDirector of Commercial Enablement (posted September 8, 2026), reporting to the CMO: owns "GTM readiness for the 200-person commercial org across employer sales, health plan, benefit consultant, network, partnerships, and client success"; builds "sales toolkits, playbooks, and objection-handling tools" with Product Marketing; owns "Content Strategy & Governance" in Highspot "to keep messaging consistent and current"; uses Gong call data; measured on "win rate, ramp velocity, cycle time, objection conversion".Source
• HiringDirector, Healthcare Economics (posted September 3, 2026): models "fee structure options, including performance-based, risk-sharing, and hybrid pricing approaches"; builds "the value narrative for employers, benefits consultants, and health plans" and "evidence packages" for objections; manages data partners Merative and Artemis Health; drives "a publication roadmap" for outlets such as Health Affairs, NEJM Catalyst, Employee Benefit News and JAMA Network Open.Source
• HiringHead of Consultant Relations (remote, posted October 9, 2026): "named ownership of our major consulting and brokerage house relationships", "generally capped at 1–2 houses per person"; develops content "specific to consultants in general and further tailored to each firm"; educates the market on "the category (surgery COEs and cancer support) and how to evaluate solutions"; improves "Lantern's win rate with each consulting/brokerage firm"; closes coverage gaps in "Texas/Southeast and public sector/labor".Source

Rewrite the homepage description around the specialty care platform (surgery, cancer, infusions; 12 million members; savings). Swap the menu feature for the October 2026 site-of-care survey or the Cancer Attention Gap report, and fix or remove the YouTube link. Then check the top 20 pages for the same issues.

The snippet is the first message most buyers see, and current resources in the menu show a company that is moving.

• Snippet rewritten by search engines

  Keep the description close to the H1 text.

• Your websiteHomepage (checked October 21, 2026): H1 "Better specialty care starts here" covering surgery, infusion therapy and cancer, but the meta description, which search results show, says only that Lantern "connects employees to high-quality surgical care through our Network of Excellence for surgery"; "12 million lives covered | $1 billion saved"; "4% lower total medical spend"; the Resources menu still features "2025 Employer Healthcare Strategy Survey: 5 Key Takeaways for Benefits Leaders" dated September 03, 2024; the footer YouTube link (@Lantern-Specialty-Care) returns 404.Source
• Google PageSpeedReal Chrome visitors pass Core Web Vitals on lanterncare.com at the 75th percentile: loading (LCP) 926 ms, responsiveness (INP) 71 ms, layout shift (CLS) 0.01, steady over the last period. Site speed is not the growth constraint.Source
• Press"The Cancer Attention Gap" (July 29, 2026), from AccessHope and Lantern, surveyed 240 HR leaders at self-funded employers: 94% believe early expert intervention for cancer improves outcomes and cuts costs, yet only 6% use external oncology specialists for high-cost treatment decisions. Other 2026 news on the press page: a Marathon Health integrated primary and specialty care model (June 18), the Global Appropriateness Measures partnership (June 17), a patient safety organization (July 10) and Fast Company's Most Innovative Companies list (March 24).Source
• Your websiteSitemap (385 URLs, checked October 21, 2026): 108 blog posts (latest October 15, 2026), about 90 resources, 53 press items, 21 podcast episodes; testimonial categories for Arabic, Burmese, French, Haitian Creole, Karen, Marshallese, Somali, Spanish and Vietnamese, but the Spanish category page shows "No results found" and there are no Spanish member pages; one resource URL is a pasted link with campaign tags ("/resources/https-resources-lanterncare-com-30-questions-to-ask-when-assessing-coesutm_campaign..."); a slug reads "solution-compaison"; older member stories are still titled "SurgeryPlus story"; the game and the assessment pages have no meta description.Source

Add a three-step path on the For Members page: pick the care type and procedure, choose the employer or union, and get the typical out-of-pocket range plus a "call me back" or text option at a chosen time. Use the same path as the landing page for mail, email and text campaigns, so every campaign can be measured to a first case.

Many people will start online before they will call, especially outside office hours; a callback request turns quiet visitors into the outbound list the advocates already work.

• Plan details differ by employer

  Show ranges and confirm on the call.

• Privacy

  Collect no medical detail beyond care type; follow HIPAA review.

• HiringSenior Copywriter, Member Activation (posted September 3, 2026): the Member Activation team "turns eligible members into first calls and cases, the leading indicator for procedure volume and revenue"; the role is "a direct bet on one of our biggest 2027 priorities: scaling campaign execution with agents, not headcount"; writes direct mail, email, text, display ads, calling scripts, landing pages, app and portal copy; runs A/B and multivariate tests; keeps "a shared style, voice, and compliance checklist so AI-generated variants stay on-brand and audit-ready".Source
• HiringMember Engagement Advocate (Dallas, posted September 28, 2026): "outbound calling is the core of the job"; "most people would rather ignore a benefits letter than call about it"; advocates turn "I'll deal with it later" into "okay, I'm scheduled", hit "call and conversion metrics", and support "one benefit program — Lantern or SMS". A Cancer Care Guide (posted October 16) also does "outreach to eligible new members to introduce available oncology support services".Source
• Your websiteFor Members page: every route is a phone call or the portal. FAQ: "Calling your Lantern Care Advocate is the easiest way to find out if your procedure is covered"; "Call your Care Advocate to find out how much you can save"; the surgery, cancer and infusion pages each say "The member journey starts with a phone call." The "Member portal" link opens a site titled "Lantern Surgery Care". The surgery journeys page says "Formerly known as SurgeryPlus", and surgeryplus.com redirects there.Source
• Your websiteSitemap (385 URLs, checked October 21, 2026): 108 blog posts (latest October 15, 2026), about 90 resources, 53 press items, 21 podcast episodes; testimonial categories for Arabic, Burmese, French, Haitian Creole, Karen, Marshallese, Somali, Spanish and Vietnamese, but the Spanish category page shows "No results found" and there are no Spanish member pages; one resource URL is a pasted link with campaign tags ("/resources/https-resources-lanterncare-com-30-questions-to-ask-when-assessing-coesutm_campaign..."); a slug reads "solution-compaison"; older member stories are still titled "SurgeryPlus story"; the game and the assessment pages have no meta description.Source

Redirect the two bad slugs to clean URLs, write descriptions for the game and assessment, hide empty language categories until they have content, and retitle old stories with "Lantern" (keeping "formerly SurgeryPlus" in the text for search).

Clean URLs and descriptions help the lead-generating tools get found and shared, and empty pages stop sending a wrong signal to multilingual members.

• Lost links to old URLs

  Use permanent redirects.

• Your websiteSitemap (385 URLs, checked October 21, 2026): 108 blog posts (latest October 15, 2026), about 90 resources, 53 press items, 21 podcast episodes; testimonial categories for Arabic, Burmese, French, Haitian Creole, Karen, Marshallese, Somali, Spanish and Vietnamese, but the Spanish category page shows "No results found" and there are no Spanish member pages; one resource URL is a pasted link with campaign tags ("/resources/https-resources-lanterncare-com-30-questions-to-ask-when-assessing-coesutm_campaign..."); a slug reads "solution-compaison"; older member stories are still titled "SurgeryPlus story"; the game and the assessment pages have no meta description.Source
• Your websiteInteractive tools: "Play Our Game: What Did Your Plan Really Pay for Surgery?" lets a buyer pick one of three procedures (knee replacement, hip replacement, bariatric lap sleeve), spin a wheel of hidden cost factors (claims lag, episode definition, site of care, geography, implants) and download the TrueRate savings methodology report; "Is Your Specialty Care Strategy Future-Proof?" is a 7-question assessment with "Instant Results" and a free strategy guide.Source
• Your websiteFor Members page: every route is a phone call or the portal. FAQ: "Calling your Lantern Care Advocate is the easiest way to find out if your procedure is covered"; "Call your Care Advocate to find out how much you can save"; the surgery, cancer and infusion pages each say "The member journey starts with a phone call." The "Member portal" link opens a site titled "Lantern Surgery Care". The surgery journeys page says "Formerly known as SurgeryPlus", and surgeryplus.com redirects there.Source

Bundle them into one consultant kit page with a gated download, an RFP answer library and a short "how to evaluate a specialty care platform" scorecard. Make a version per major house with their own evaluation criteria and client examples, and track which houses use it.

Consultants decide what gets shortlisted; a ready-made, neutral evaluation kit puts Lantern's criteria into the RFP.

• Seen as biased

  Keep the scorecard fair and include questions Lantern does not win on.

• HiringHead of Consultant Relations (remote, posted October 9, 2026): "named ownership of our major consulting and brokerage house relationships", "generally capped at 1–2 houses per person"; develops content "specific to consultants in general and further tailored to each firm"; educates the market on "the category (surgery COEs and cancer support) and how to evaluate solutions"; improves "Lantern's win rate with each consulting/brokerage firm"; closes coverage gaps in "Texas/Southeast and public sector/labor".Source
• Your websiteBenefits Consultants page: "Traditional Centers of Excellence aren't delivering" (low utilization because "People don't want to travel for care"); a consultant newsletter sign-up; the Hyatt case study ("$6M Saved overall", "$22K Average procedure savings"). Resources include "30 Questions to Ask When Assessing COEs", "The COE Vendor Evaluation Toolkit", COE buyer's guides for employers and for labor, union and trust, and the TrueRate savings methodology report.Source
• Your websiteInteractive tools: "Play Our Game: What Did Your Plan Really Pay for Surgery?" lets a buyer pick one of three procedures (knee replacement, hip replacement, bariatric lap sleeve), spin a wheel of hidden cost factors (claims lag, episode definition, site of care, geography, implants) and download the TrueRate savings methodology report; "Is Your Specialty Care Strategy Future-Proof?" is a 7-question assessment with "Instant Results" and a free strategy guide.Source
• HiringDirector, Product Marketing & Competitive Intelligence (Dallas or New York, posted September 29, 2026): owns "competitive and market intelligence for the company"; delivers "competitor comparisons, real-time competitive alerts" to the field; runs "structured interviews with customers, prospects, and the field to understand why we win and lose"; builds "the competitive response playbook"; sets "a commercial confidence baseline" for selling against "our primary competitors"; knows when "Mercer, Aon, and WTW drop their annual reports".Source

For each target employer, send a short note or video with the game set to the procedure most relevant to their workforce, one hidden-cost finding and a case study from a similar industry (Amtrak, AT&T, DICK'S, Loomis). Offer a TrueRate review of their own claims as the meeting reason.

A personal, interactive opener earns more replies than a generic deck, and the TrueRate review is a natural next step.

• Game seen as a gimmick

  Lead with the finding, not the wheel.

• HiringSenior Sales Development Representative (New York, posted October 12, 2026): outbound to "HR and benefits leaders at mid-size and large employers" by calls, email, social and video; "craft highly personalized outreach tied to each employer's goals, challenges, and current benefits strategy"; exposure to "seven- and eight-figure enterprise deals"; tools Salesforce, Outreach, LinkedIn Sales Navigator and ZoomInfo.Source
• Your websiteInteractive tools: "Play Our Game: What Did Your Plan Really Pay for Surgery?" lets a buyer pick one of three procedures (knee replacement, hip replacement, bariatric lap sleeve), spin a wheel of hidden cost factors (claims lag, episode definition, site of care, geography, implants) and download the TrueRate savings methodology report; "Is Your Specialty Care Strategy Future-Proof?" is a 7-question assessment with "Instant Results" and a free strategy guide.Source
• Your websiteCase studies page (checked October 21, 2026): recent stories are large employers (DICK'S Sporting Goods, October 21, 2026; Loomis Armored; AT&T; Amtrak); the most recent public-sector one is the City of Fort Worth (July 2025). Resources also include Brevard Public Schools, 32BJ and two NC State Health Plan stories, and a member story on Hinge Health and Lantern working together. The general contact form serves employers, funds, consultants and health plans alike.Source

Build field competitor comparisons for each rival, then publish a neutral comparison page: network model (local vs travel), procedures covered, cancer and infusion scope, pricing model, TPA status and member experience. Refresh quarterly from the competitive alert system.

Buyers search and ask AI assistants for comparisons; a fair page puts Lantern's strongest differences (local access, three programs, TPA) in the frame.

• Outdated rival claims

  Date and source every row.

• HiringDirector, Product Marketing & Competitive Intelligence (Dallas or New York, posted September 29, 2026): owns "competitive and market intelligence for the company"; delivers "competitor comparisons, real-time competitive alerts" to the field; runs "structured interviews with customers, prospects, and the field to understand why we win and lose"; builds "the competitive response playbook"; sets "a commercial confidence baseline" for selling against "our primary competitors"; knows when "Mercer, Aon, and WTW drop their annual reports".Source
• Competitor researchRivals' own homepages: Carrum Health, "value-based Centers of Excellence for surgery, cancer care and substance use treatment" that "can save employers up to 45% per procedure", with a "Savings analysis" page in its menu; Transcarent, "One Place for Health and Care" with Surgery Care, Cancer Care, 2nd.MD second opinions and pages for consultants, health plans and "Government & Labor Unions"; Included Health, virtual care and navigation for employers.See the research Source
• Your websiteBenefits Consultants page: "Traditional Centers of Excellence aren't delivering" (low utilization because "People don't want to travel for care"); a consultant newsletter sign-up; the Hyatt case study ("$6M Saved overall", "$22K Average procedure savings"). Resources include "30 Questions to Ask When Assessing COEs", "The COE Vendor Evaluation Toolkit", COE buyer's guides for employers and for labor, union and trust, and the TrueRate savings methodology report.Source
• Your websiteBetter economic model page: "55%+ lower rates than carriers", Lantern is a "Licensed Third-Party Administrator (TPA)" with bundled, transparent pricing and "No upfront costs with Performance Based Pricing". Specialists page: Lantern routes surgeons "incremental cases outside of the typical radius of your practice" and pays "a fair, transparent rate".Source

Interview the consultant and the buyer after every decided deal over a set size, code the reasons, and report monthly to commercial leadership with three changes to messaging, pricing or product.

Direct reasons from buyers beat CRM loss codes, and patterns show which objections enablement must fix.

• Low response

  Ask through the consultant who ran the bid.

• HiringDirector, Product Marketing & Competitive Intelligence (Dallas or New York, posted September 29, 2026): owns "competitive and market intelligence for the company"; delivers "competitor comparisons, real-time competitive alerts" to the field; runs "structured interviews with customers, prospects, and the field to understand why we win and lose"; builds "the competitive response playbook"; sets "a commercial confidence baseline" for selling against "our primary competitors"; knows when "Mercer, Aon, and WTW drop their annual reports".Source
• HiringHead of Consultant Relations (remote, posted October 9, 2026): "named ownership of our major consulting and brokerage house relationships", "generally capped at 1–2 houses per person"; develops content "specific to consultants in general and further tailored to each firm"; educates the market on "the category (surgery COEs and cancer support) and how to evaluate solutions"; improves "Lantern's win rate with each consulting/brokerage firm"; closes coverage gaps in "Texas/Southeast and public sector/labor".Source
• HiringDirector of Commercial Enablement (posted September 8, 2026), reporting to the CMO: owns "GTM readiness for the 200-person commercial org across employer sales, health plan, benefit consultant, network, partnerships, and client success"; builds "sales toolkits, playbooks, and objection-handling tools" with Product Marketing; owns "Content Strategy & Governance" in Highspot "to keep messaging consistent and current"; uses Gong call data; measured on "win rate, ramp velocity, cycle time, objection conversion".Source

Add the 15 most common plannable procedures and an infusion version (hospital vs home or ambulatory center) using TrueRate assumptions, and let a buyer enter headcount for a rough annual savings estimate with a follow-up offer of a full claims analysis.

A savings estimate is the strongest lead magnet for benefits buyers, and it feeds the new SDRs a reason to call.

• Estimates questioned

  Show the method and call it a range.

• Your websiteInteractive tools: "Play Our Game: What Did Your Plan Really Pay for Surgery?" lets a buyer pick one of three procedures (knee replacement, hip replacement, bariatric lap sleeve), spin a wheel of hidden cost factors (claims lag, episode definition, site of care, geography, implants) and download the TrueRate savings methodology report; "Is Your Specialty Care Strategy Future-Proof?" is a 7-question assessment with "Instant Results" and a free strategy guide.Source
• Your websiteEmployer infusion page: hospital infusions are "often marked up 300%"; employers pay "$75,000 on average for each employee receiving infusion care for autoimmune conditions or cancer in a hospital setting"; Lantern saves "upwards of 40%" when care moves out of the hospital. Cancer page: "2% of your member base with active cancer drive 20% of total healthcare spend"; members get a 1:1 Oncology Nurse Navigator.Source
• Competitor researchRivals' own homepages: Carrum Health, "value-based Centers of Excellence for surgery, cancer care and substance use treatment" that "can save employers up to 45% per procedure", with a "Savings analysis" page in its menu; Transcarent, "One Place for Health and Care" with Surgery Care, Cancer Care, 2nd.MD second opinions and pages for consultants, health plans and "Government & Labor Unions"; Included Health, virtual care and navigation for employers.See the research Source
• HiringDirector, Healthcare Economics (posted September 3, 2026): models "fee structure options, including performance-based, risk-sharing, and hybrid pricing approaches"; builds "the value narrative for employers, benefits consultants, and health plans" and "evidence packages" for objections; manages data partners Merative and Artemis Health; drives "a publication roadmap" for outlets such as Health Affairs, NEJM Catalyst, Employee Benefit News and JAMA Network Open.Source

Build a library of message blocks by program, procedure, life moment and channel; generate variants with an agent workflow; route each through a compliance check; and run a standing test plan with one hypothesis per test. Feed the winning lines into calling scripts.

Systematic testing compounds: each won test lifts every future campaign, and the agent workflow makes per-employer personalization affordable.

• Off-brand AI copy

  Human checkpoint before any send.

• HiringSenior Copywriter, Member Activation (posted September 3, 2026): the Member Activation team "turns eligible members into first calls and cases, the leading indicator for procedure volume and revenue"; the role is "a direct bet on one of our biggest 2027 priorities: scaling campaign execution with agents, not headcount"; writes direct mail, email, text, display ads, calling scripts, landing pages, app and portal copy; runs A/B and multivariate tests; keeps "a shared style, voice, and compliance checklist so AI-generated variants stay on-brand and audit-ready".Source
• HiringMember Engagement Advocate (Dallas, posted September 28, 2026): "outbound calling is the core of the job"; "most people would rather ignore a benefits letter than call about it"; advocates turn "I'll deal with it later" into "okay, I'm scheduled", hit "call and conversion metrics", and support "one benefit program — Lantern or SMS". A Cancer Care Guide (posted October 16) also does "outreach to eligible new members to introduce available oncology support services".Source

Launch Spanish member pages for surgery, cancer and infusions, Spanish letters and texts for employers with large Spanish-speaking workforces, a Spanish callback option and bilingual advocates on the line. Then add the next languages by client demand.

Members act when they understand the benefit; language is a simple barrier to remove in a program measured on first calls.

• Poor translation

  Native review of every piece.

• Your websiteSitemap (385 URLs, checked October 21, 2026): 108 blog posts (latest October 15, 2026), about 90 resources, 53 press items, 21 podcast episodes; testimonial categories for Arabic, Burmese, French, Haitian Creole, Karen, Marshallese, Somali, Spanish and Vietnamese, but the Spanish category page shows "No results found" and there are no Spanish member pages; one resource URL is a pasted link with campaign tags ("/resources/https-resources-lanterncare-com-30-questions-to-ask-when-assessing-coesutm_campaign..."); a slug reads "solution-compaison"; older member stories are still titled "SurgeryPlus story"; the game and the assessment pages have no meta description.Source
• Your websiteFor Members page: every route is a phone call or the portal. FAQ: "Calling your Lantern Care Advocate is the easiest way to find out if your procedure is covered"; "Call your Care Advocate to find out how much you can save"; the surgery, cancer and infusion pages each say "The member journey starts with a phone call." The "Member portal" link opens a site titled "Lantern Surgery Care". The surgery journeys page says "Formerly known as SurgeryPlus", and surgeryplus.com redirects there.Source
• HiringMember Engagement Advocate (Dallas, posted September 28, 2026): "outbound calling is the core of the job"; "most people would rather ignore a benefits letter than call about it"; advocates turn "I'll deal with it later" into "okay, I'm scheduled", hit "call and conversion metrics", and support "one benefit program — Lantern or SMS". A Cancer Care Guide (posted October 16) also does "outreach to eligible new members to introduce available oncology support services".Source
• HiringSenior Copywriter, Member Activation (posted September 3, 2026): the Member Activation team "turns eligible members into first calls and cases, the leading indicator for procedure volume and revenue"; the role is "a direct bet on one of our biggest 2027 priorities: scaling campaign execution with agents, not headcount"; writes direct mail, email, text, display ads, calling scripts, landing pages, app and portal copy; runs A/B and multivariate tests; keeps "a shared style, voice, and compliance checklist so AI-generated variants stay on-brand and audit-ready".Source

Give each client a co-branded kit (emails, posters, intranet copy, manager talking points, a short video) and a quarterly report showing outreach sent, members engaged, cases and savings. Time pushes around open enrollment and new-year deductibles.

Clients who see utilization rise renew and expand; brokers see the same report and recommend Lantern.

• Clients skip promotion

  Offer to send on their behalf.

• HiringClient-side hiring: a Senior Manager, Strategy & Operations, Client Success (posted October 13, 2026) will "build a customer health score/model" to "identify whitespace and churn risk" and run the upsell and renewals pipeline; Client Success Managers run "engagement marketing initiatives, including open enrollment events, webinars, mailers" with clients and their brokers; a Director, Solutions Architect (Health Plans) (posted September 30) designs solutions "particularly in risk products" with the VP of Health Plan Sales.Source
• Your websiteSitemap (385 URLs, checked October 21, 2026): 108 blog posts (latest October 15, 2026), about 90 resources, 53 press items, 21 podcast episodes; testimonial categories for Arabic, Burmese, French, Haitian Creole, Karen, Marshallese, Somali, Spanish and Vietnamese, but the Spanish category page shows "No results found" and there are no Spanish member pages; one resource URL is a pasted link with campaign tags ("/resources/https-resources-lanterncare-com-30-questions-to-ask-when-assessing-coesutm_campaign..."); a slug reads "solution-compaison"; older member stories are still titled "SurgeryPlus story"; the game and the assessment pages have no meta description.Source
• Your websiteCase studies page (checked October 21, 2026): recent stories are large employers (DICK'S Sporting Goods, October 21, 2026; Loomis Armored; AT&T; Amtrak); the most recent public-sector one is the City of Fort Worth (July 2025). Resources also include Brevard Public Schools, 32BJ and two NC State Health Plan stories, and a member story on Hinge Health and Lantern working together. The general contact form serves employers, funds, consultants and health plans alike.Source

Score each client on utilization, member NPS, savings vs promise, executive contact and programs bought. Flag surgery-only clients with high cancer or infusion claims and give the CSM a pre-built business case using their own data.

Expansion inside existing clients is the cheapest growth, and the score warns early when utilization slips.

• Score ignored

  Tie it to CSM goals.

• HiringClient-side hiring: a Senior Manager, Strategy & Operations, Client Success (posted October 13, 2026) will "build a customer health score/model" to "identify whitespace and churn risk" and run the upsell and renewals pipeline; Client Success Managers run "engagement marketing initiatives, including open enrollment events, webinars, mailers" with clients and their brokers; a Director, Solutions Architect (Health Plans) (posted September 30) designs solutions "particularly in risk products" with the VP of Health Plan Sales.Source
• Your websiteEmployer infusion page: hospital infusions are "often marked up 300%"; employers pay "$75,000 on average for each employee receiving infusion care for autoimmune conditions or cancer in a hospital setting"; Lantern saves "upwards of 40%" when care moves out of the hospital. Cancer page: "2% of your member base with active cancer drive 20% of total healthcare spend"; members get a 1:1 Oncology Nurse Navigator.Source
• Your websiteHomepage (checked October 21, 2026): H1 "Better specialty care starts here" covering surgery, infusion therapy and cancer, but the meta description, which search results show, says only that Lantern "connects employees to high-quality surgical care through our Network of Excellence for surgery"; "12 million lives covered | $1 billion saved"; "4% lower total medical spend"; the Resources menu still features "2025 Employer Healthcare Strategy Survey: 5 Key Takeaways for Benefits Leaders" dated September 03, 2024; the footer YouTube link (@Lantern-Specialty-Care) returns 404.Source

Publish a public-sector and labor results page with the NC, Fort Worth, Brevard and 32BJ stories, a procurement-ready packet (contract vehicles, TPA status, data security) and separate labor content on fund trustees' concerns. Target Southeast states, counties and school districts through their consultants.

Public buyers copy peers, and a large state plan is the strongest possible reference.

• Long public buying cycles

  Start with renewals in the next 18 months.

• HiringHead of Consultant Relations (remote, posted October 9, 2026): "named ownership of our major consulting and brokerage house relationships", "generally capped at 1–2 houses per person"; develops content "specific to consultants in general and further tailored to each firm"; educates the market on "the category (surgery COEs and cancer support) and how to evaluate solutions"; improves "Lantern's win rate with each consulting/brokerage firm"; closes coverage gaps in "Texas/Southeast and public sector/labor".Source
• PressThe North Carolina State Health Plan partnered with Lantern (announced July 29, 2025) to offer eligible members certain non-emergent surgeries with no out-of-pocket cost through Lantern providers, starting fall 2025; Lantern's release puts it at 550,000 members, and the Plan expanded the benefit with Novant Health in March 2026. Lantern's public sector and labor pages both say "50+" funds, school districts and governments trust Lantern.Source
• Your websiteCase studies page (checked October 21, 2026): recent stories are large employers (DICK'S Sporting Goods, October 21, 2026; Loomis Armored; AT&T; Amtrak); the most recent public-sector one is the City of Fort Worth (July 2025). Resources also include Brevard Public Schools, 32BJ and two NC State Health Plan stories, and a member story on Hinge Health and Lantern working together. The general contact form serves employers, funds, consultants and health plans alike.Source
• Your websiteBetter economic model page: "55%+ lower rates than carriers", Lantern is a "Licensed Third-Party Administrator (TPA)" with bundled, transparent pricing and "No upfront costs with Performance Based Pricing". Specialists page: Lantern routes surgeons "incremental cases outside of the typical radius of your practice" and pays "a fair, transparent rate".Source

Package the joint-bid approach: integration options, a voluntary steerage design, pricing models and the case study. Ask the investor for introductions to its plans and offer a co-bid on one upcoming large-group RFP each.

Health plans can bring Lantern to many employers at once, and a proven bid model shortens their decision.

• Plans see Lantern as a rival COE

  Position it as a layer on their network.

• Your websiteHealth Plans page: "30 plans | Hundreds of organizations | 12 million members"; Lantern works "as a new layer on top of your existing network" and makes "warm referrals to your care management programs"; case study "Multistate Blue Plan Wins Business by Leveraging Lantern": a joint bid for a large state client, "Won the bid", "Estimated $20M hard-dollar additional savings", "100% fully voluntary design".Source
• News coverageLantern raised $30 million (March 19, 2026) led by Morgan Health, JPMorganChase's employer-health unit, and Echo Health Ventures, which invests on behalf of several Blue plans, to expand across employers and health plans; it serves more than 1,000 clients.Source
• HiringClient-side hiring: a Senior Manager, Strategy & Operations, Client Success (posted October 13, 2026) will "build a customer health score/model" to "identify whitespace and churn risk" and run the upsell and renewals pipeline; Client Success Managers run "engagement marketing initiatives, including open enrollment events, webinars, mailers" with clients and their brokers; a Director, Solutions Architect (Health Plans) (posted September 30) designs solutions "particularly in risk products" with the VP of Health Plan Sales.Source

Pull the 15 most common objections from Gong, write an approved answer for each with a proof point from the proof sheet and a one-page evidence pack, then certify every seller, consultant manager and CSM on them.

Consistent answers backed by the same numbers raise win rates and shorten ramp for the many new hires.

• Scripts sound canned

  Coach on principles, not lines.

• HiringDirector of Commercial Enablement (posted September 8, 2026), reporting to the CMO: owns "GTM readiness for the 200-person commercial org across employer sales, health plan, benefit consultant, network, partnerships, and client success"; builds "sales toolkits, playbooks, and objection-handling tools" with Product Marketing; owns "Content Strategy & Governance" in Highspot "to keep messaging consistent and current"; uses Gong call data; measured on "win rate, ramp velocity, cycle time, objection conversion".Source
• HiringDirector, Healthcare Economics (posted September 3, 2026): models "fee structure options, including performance-based, risk-sharing, and hybrid pricing approaches"; builds "the value narrative for employers, benefits consultants, and health plans" and "evidence packages" for objections; manages data partners Merative and Artemis Health; drives "a publication roadmap" for outlets such as Health Affairs, NEJM Catalyst, Employee Benefit News and JAMA Network Open.Source
• Your websiteThe same proof points differ from page to page: "4% lower total medical spend" (homepage, consultants, public sector, economic model) vs "3% lower total medical spend" (employer surgery page) and "3% lower spending trend" (health plans); "650+ in-network surgical facilities" (Network of Excellence) vs "more than 1,500 facilities" (surgery page); "81% of members drive less than an hour" (Our results) vs "81% of members travel less than 50 miles" (consultants) and "99% of members can get care locally"; surgical avoidance "up to 30%" vs "20-30%"; "12 million members" on the site vs "more than 6 million members" in every job post.Source

Where clients allow it, use eligibility and claim signals to reach newly diagnosed members within days, by phone and letter, offering a nurse navigator and an expert review of the treatment plan. Test message and timing and report engagement to clients.

Early engagement is when navigation changes the treatment path, which is where the savings and outcomes are.

• Members feel watched

  Plain, caring wording and an easy opt-out.

• Press"The Cancer Attention Gap" (July 29, 2026), from AccessHope and Lantern, surveyed 240 HR leaders at self-funded employers: 94% believe early expert intervention for cancer improves outcomes and cuts costs, yet only 6% use external oncology specialists for high-cost treatment decisions. Other 2026 news on the press page: a Marathon Health integrated primary and specialty care model (June 18), the Global Appropriateness Measures partnership (June 17), a patient safety organization (July 10) and Fast Company's Most Innovative Companies list (March 24).Source
• HiringMember Engagement Advocate (Dallas, posted September 28, 2026): "outbound calling is the core of the job"; "most people would rather ignore a benefits letter than call about it"; advocates turn "I'll deal with it later" into "okay, I'm scheduled", hit "call and conversion metrics", and support "one benefit program — Lantern or SMS". A Cancer Care Guide (posted October 16) also does "outreach to eligible new members to introduce available oncology support services".Source
• Your websiteEmployer infusion page: hospital infusions are "often marked up 300%"; employers pay "$75,000 on average for each employee receiving infusion care for autoimmune conditions or cancer in a hospital setting"; Lantern saves "upwards of 40%" when care moves out of the hospital. Cancer page: "2% of your member base with active cancer drive 20% of total healthcare spend"; members get a 1:1 Oncology Nurse Navigator.Source
• HiringSenior Copywriter, Member Activation (posted September 3, 2026): the Member Activation team "turns eligible members into first calls and cases, the leading indicator for procedure volume and revenue"; the role is "a direct bet on one of our biggest 2027 priorities: scaling campaign execution with agents, not headcount"; writes direct mail, email, text, display ads, calling scripts, landing pages, app and portal copy; runs A/B and multivariate tests; keeps "a shared style, voice, and compliance checklist so AI-generated variants stay on-brand and audit-ready".Source

Commission two independent studies: savings and outcomes for surgery, and site-of-care savings for infusions, against matched comparison groups. Publish them, then turn them into a consultant briefing and a public results page.

Independent evidence is the strongest answer to "how do you know?", and it raises the bar for rivals.

• Results weaker than marketing

  Publish anyway and update the proof sheet.

• HiringDirector, Healthcare Economics (posted September 3, 2026): models "fee structure options, including performance-based, risk-sharing, and hybrid pricing approaches"; builds "the value narrative for employers, benefits consultants, and health plans" and "evidence packages" for objections; manages data partners Merative and Artemis Health; drives "a publication roadmap" for outlets such as Health Affairs, NEJM Catalyst, Employee Benefit News and JAMA Network Open.Source
• Your websiteHomepage (checked October 21, 2026): H1 "Better specialty care starts here" covering surgery, infusion therapy and cancer, but the meta description, which search results show, says only that Lantern "connects employees to high-quality surgical care through our Network of Excellence for surgery"; "12 million lives covered | $1 billion saved"; "4% lower total medical spend"; the Resources menu still features "2025 Employer Healthcare Strategy Survey: 5 Key Takeaways for Benefits Leaders" dated September 03, 2024; the footer YouTube link (@Lantern-Specialty-Care) returns 404.Source
• Your websiteThe same proof points differ from page to page: "4% lower total medical spend" (homepage, consultants, public sector, economic model) vs "3% lower total medical spend" (employer surgery page) and "3% lower spending trend" (health plans); "650+ in-network surgical facilities" (Network of Excellence) vs "more than 1,500 facilities" (surgery page); "81% of members drive less than an hour" (Our results) vs "81% of members travel less than 50 miles" (consultants) and "99% of members can get care locally"; surgical avoidance "up to 30%" vs "20-30%"; "12 million members" on the site vs "more than 6 million members" in every job post.Source
• Press"The Cancer Attention Gap" (July 29, 2026), from AccessHope and Lantern, surveyed 240 HR leaders at self-funded employers: 94% believe early expert intervention for cancer improves outcomes and cuts costs, yet only 6% use external oncology specialists for high-cost treatment decisions. Other 2026 news on the press page: a Marathon Health integrated primary and specialty care model (June 18), the Global Appropriateness Measures partnership (June 17), a patient safety organization (July 10) and Fast Company's Most Innovative Companies list (March 24).Source

Define a standard guarantee (for example, fees refunded if TrueRate savings fall below an agreed level), price the risk from book-of-business data, and make it the headline offer for consultants and new employers.

A guarantee moves risk off the buyer and gives consultants an easy reason to shortlist.

• Payouts

  Set floors with clear measurement.

• HiringDirector, Healthcare Economics (posted September 3, 2026): models "fee structure options, including performance-based, risk-sharing, and hybrid pricing approaches"; builds "the value narrative for employers, benefits consultants, and health plans" and "evidence packages" for objections; manages data partners Merative and Artemis Health; drives "a publication roadmap" for outlets such as Health Affairs, NEJM Catalyst, Employee Benefit News and JAMA Network Open.Source
• Your websiteBetter economic model page: "55%+ lower rates than carriers", Lantern is a "Licensed Third-Party Administrator (TPA)" with bundled, transparent pricing and "No upfront costs with Performance Based Pricing". Specialists page: Lantern routes surgeons "incremental cases outside of the typical radius of your practice" and pays "a fair, transparent rate".Source
• Your websiteInteractive tools: "Play Our Game: What Did Your Plan Really Pay for Surgery?" lets a buyer pick one of three procedures (knee replacement, hip replacement, bariatric lap sleeve), spin a wheel of hidden cost factors (claims lag, episode definition, site of care, geography, implants) and download the TrueRate savings methodology report; "Is Your Specialty Care Strategy Future-Proof?" is a 7-question assessment with "Instant Results" and a free strategy guide.Source
• HiringHead of Consultant Relations (remote, posted October 9, 2026): "named ownership of our major consulting and brokerage house relationships", "generally capped at 1–2 houses per person"; develops content "specific to consultants in general and further tailored to each firm"; educates the market on "the category (surgery COEs and cancer support) and how to evaluate solutions"; improves "Lantern's win rate with each consulting/brokerage firm"; closes coverage gaps in "Texas/Southeast and public sector/labor".Source

Sign three more partners (advanced primary care, onsite clinics, digital MSK) with warm-referral flows, shared reporting and joint sales to employers that already use them.

Partners bring members at the right moment and employers who already trust them.

• Partners overlap with Lantern

  Agree clear lanes per program.

• Press"The Cancer Attention Gap" (July 29, 2026), from AccessHope and Lantern, surveyed 240 HR leaders at self-funded employers: 94% believe early expert intervention for cancer improves outcomes and cuts costs, yet only 6% use external oncology specialists for high-cost treatment decisions. Other 2026 news on the press page: a Marathon Health integrated primary and specialty care model (June 18), the Global Appropriateness Measures partnership (June 17), a patient safety organization (July 10) and Fast Company's Most Innovative Companies list (March 24).Source
• Your websiteCase studies page (checked October 21, 2026): recent stories are large employers (DICK'S Sporting Goods, October 21, 2026; Loomis Armored; AT&T; Amtrak); the most recent public-sector one is the City of Fort Worth (July 2025). Resources also include Brevard Public Schools, 32BJ and two NC State Health Plan stories, and a member story on Hinge Health and Lantern working together. The general contact form serves employers, funds, consultants and health plans alike.Source
• Your websiteHealth Plans page: "30 plans | Hundreds of organizations | 12 million members"; Lantern works "as a new layer on top of your existing network" and makes "warm referrals to your care management programs"; case study "Multistate Blue Plan Wins Business by Leveraging Lantern": a joint bid for a large state client, "Won the bid", "Estimated $20M hard-dollar additional savings", "100% fully voluntary design".Source

Send each network surgeon a quarterly scorecard: cases routed, outcomes vs peers, payment speed. Invite top performers to refer colleagues who meet the vetting standards, with fast-track review in thin markets.

Surgeons who see value stay, and peer referrals fill network gaps faster than cold recruiting.

• Low scores upset surgeons

  Share privately with improvement support.

• HiringSenior Manager, Network Success (remote, posted September 21, 2026): drives "provider engagement, retention, and growth across key markets"; is executive sponsor for the "largest and most strategic provider groups"; embeds AI in "credentialing, settlement reconciliation, SCA drafting, escalation triage" to scale "without proportional headcount growth".Source
• Your websiteBetter economic model page: "55%+ lower rates than carriers", Lantern is a "Licensed Third-Party Administrator (TPA)" with bundled, transparent pricing and "No upfront costs with Performance Based Pricing". Specialists page: Lantern routes surgeons "incremental cases outside of the typical radius of your practice" and pays "a fair, transparent rate".Source
• Your websiteThe same proof points differ from page to page: "4% lower total medical spend" (homepage, consultants, public sector, economic model) vs "3% lower total medical spend" (employer surgery page) and "3% lower spending trend" (health plans); "650+ in-network surgical facilities" (Network of Excellence) vs "more than 1,500 facilities" (surgery page); "81% of members drive less than an hour" (Our results) vs "81% of members travel less than 50 miles" (consultants) and "99% of members can get care locally"; surgical avoidance "up to 30%" vs "20-30%"; "12 million members" on the site vs "more than 6 million members" in every job post.Source

Restore or recreate the channel, cut 30-60 second clips from member stories and podcasts by program, and add them to the client promotion kit and member pages.

Video makes the benefit real to members and is easy for clients to share.

• Consent

  Use only stories with signed releases.

• Your websiteHomepage (checked October 21, 2026): H1 "Better specialty care starts here" covering surgery, infusion therapy and cancer, but the meta description, which search results show, says only that Lantern "connects employees to high-quality surgical care through our Network of Excellence for surgery"; "12 million lives covered | $1 billion saved"; "4% lower total medical spend"; the Resources menu still features "2025 Employer Healthcare Strategy Survey: 5 Key Takeaways for Benefits Leaders" dated September 03, 2024; the footer YouTube link (@Lantern-Specialty-Care) returns 404.Source
• Your websiteSitemap (385 URLs, checked October 21, 2026): 108 blog posts (latest October 15, 2026), about 90 resources, 53 press items, 21 podcast episodes; testimonial categories for Arabic, Burmese, French, Haitian Creole, Karen, Marshallese, Somali, Spanish and Vietnamese, but the Spanish category page shows "No results found" and there are no Spanish member pages; one resource URL is a pasted link with campaign tags ("/resources/https-resources-lanterncare-com-30-questions-to-ask-when-assessing-coesutm_campaign..."); a slug reads "solution-compaison"; older member stories are still titled "SurgeryPlus story"; the game and the assessment pages have no meta description.Source
• HiringClient-side hiring: a Senior Manager, Strategy & Operations, Client Success (posted October 13, 2026) will "build a customer health score/model" to "identify whitespace and churn risk" and run the upsell and renewals pipeline; Client Success Managers run "engagement marketing initiatives, including open enrollment events, webinars, mailers" with clients and their brokers; a Director, Solutions Architect (Health Plans) (posted September 30) designs solutions "particularly in risk products" with the VP of Health Plan Sales.Source

Publish a two-page "what it means for specialty care" brief within 48 hours of each major consultant survey, with Lantern's own data alongside, and send it to consultant contacts and the SDR team.

Being first with a useful take earns consultant attention and gives sellers a timely reason to reach out.

• Misreading surveys

  Quote directly and link the source.

• HiringDirector, Product Marketing & Competitive Intelligence (Dallas or New York, posted September 29, 2026): owns "competitive and market intelligence for the company"; delivers "competitor comparisons, real-time competitive alerts" to the field; runs "structured interviews with customers, prospects, and the field to understand why we win and lose"; builds "the competitive response playbook"; sets "a commercial confidence baseline" for selling against "our primary competitors"; knows when "Mercer, Aon, and WTW drop their annual reports".Source
• Press"The Cancer Attention Gap" (July 29, 2026), from AccessHope and Lantern, surveyed 240 HR leaders at self-funded employers: 94% believe early expert intervention for cancer improves outcomes and cuts costs, yet only 6% use external oncology specialists for high-cost treatment decisions. Other 2026 news on the press page: a Marathon Health integrated primary and specialty care model (June 18), the Global Appropriateness Measures partnership (June 17), a patient safety organization (July 10) and Fast Company's Most Innovative Companies list (March 24).Source
• HiringHead of Consultant Relations (remote, posted October 9, 2026): "named ownership of our major consulting and brokerage house relationships", "generally capped at 1–2 houses per person"; develops content "specific to consultants in general and further tailored to each firm"; educates the market on "the category (surgery COEs and cancer support) and how to evaluate solutions"; improves "Lantern's win rate with each consulting/brokerage firm"; closes coverage gaps in "Texas/Southeast and public sector/labor".Source