SkillCourt US
Distributor Strategy Report

Before reaching out to any account, spend 30 minutes building genuine knowledge of that specific company. The goal is to make your first email feel like it was written specifically for them — not templated.

• Review their website, specifically any language about "member experience," "outcomes," "performance," or "differentiation."
• Check for recent news: new locations, funding announcements, leadership changes, or technology investments.
• Find the contact's LinkedIn profile — note their background, tenure, any public posts about industry trends.
• Identify their current technology vendors and any published member value propositions.
• Note the specific pain point most relevant to their model (retention for fitness clubs, outcomes for PT chains, differentiation for franchises).

Accounts where CCG has already completed research: all 50 accounts in the contact directory are pre-researched. Review the notes for each account before outreach.

Send LinkedIn connection requests to decision-makers 3–5 days before first email contact. Do not message — just connect, with a brief, non-salesy note:

The LinkedIn connection has two purposes: (1) when your email arrives, they recognize your name; (2) if they don't reply to email, LinkedIn is your second channel.

• Do not mention SkillCourt in the connection request. This is not the pitch moment.
• Prioritize CEOs, COOs, and VP-level contacts at Tier 1 accounts.
• Connect with 5–8 accounts per week — do not mass-connect all 50 at once.

Send the first email 3–5 days after connecting on LinkedIn. Lead with a specific observation about their business — not a product pitch. The goal is one reply, not a purchase decision.

• Subject line: specific and curious — not "SkillCourt Introduction" but "[Company] + Performance Technology."
• First sentence: reference something real about their company — a new location, a press quote, a stated initiative.
• Body: one paragraph on the problem, one paragraph positioning SkillCourt, one clear ask (15-minute call or site visit).
• No attachments on first email — too heavy; sends to spam and signals "salesperson."
• Length: under 150 words. If they can't read it in 30 seconds, it is too long.

See Section 08 for full email sequence templates by vertical.

If no reply after 5 business days, send a single follow-up with a new piece of value — not "just checking in."

• Reference a specific use case or outcome from an existing SkillCourt installation (European clinical data, German athletic performance data).
• Include one specific metric: "In post-rehabilitation protocols, patients on SkillCourt programs return to sport 23% faster than standard regimens" (use current SkillCourt-provided data).
• Keep it shorter than the first email — 3–4 sentences maximum.
• Close with a different ask: instead of a call, offer a 10-minute video walk-through, or a brief written case study you can send.

If connected on LinkedIn and no email reply, send a brief LinkedIn direct message — different content from the email, not a copy of it.

LinkedIn messages have significantly higher open rates than cold email for C-suite contacts. Keep under 75 words.

If still no reply after two emails and a LinkedIn message, send one final email with a specific, low-friction offer. This is the only email that explicitly mentions pricing or a pilot program.

• Lead with the pilot concept: "We are currently accepting three new partner accounts for a pilot program at reduced installation cost in exchange for documented outcome data."
• Emphasize the no-commitment nature: "The pilot is one location, 90 days, with a clear decision gate before any portfolio discussion."
• Include one piece of urgency: limited pilot slots, or a demonstration event coming up.
• If this email receives no reply, move this contact to the quarterly nurture track and focus energy on the next account.

When a prospect replies or agrees to a call, resist the urge to lead with the product. The first call is a discovery call — your job is to understand their situation before positioning SkillCourt.

• Ask about their performance differentiation strategy: "What are you doing today to make your [PT / fitness / performance] offering measurably different from what's across the street?"
• Ask about outcomes tracking: "How do you currently document functional outcomes for [patients / members]? What format does that data live in today?"
• Ask about portfolio standardization: "When you adopt a new technology, how does the rollout decision work — is that centralized or does each [location / franchisee] decide independently?"
• Ask about budget cycle: "Is there a capital budget window coming up where technology investments get evaluated?"

Only after you have their answers should you connect SkillCourt to their specific situation. Customize every capability mention to their stated pain — not a canned features list.

For prospects who have completed a discovery call and confirmed fit, propose a structured pilot — not a free trial, a documented business evaluation.

• Structure: One location, 90 days, defined success metrics agreed upfront (member sessions, satisfaction score, revenue from premium tier, clinical outcomes if PT).
• Investment: Offer reduced installation pricing in exchange for (a) a documented case study and (b) a portfolio-level evaluation meeting at Day 90.
• Commitment: Both parties sign a letter of intent that commits neither party to a full rollout but defines the Day 90 evaluation meeting as an obligation.
• Measurement: CCG can provide the evaluation framework and reporting template — this is a value-add that makes the pilot feel professional and data-driven, not anecdotal.