Building a World-Class GTM Development Engine Through Standardizations and AI Powered Coaching

Cotiviti focuses on improving the financial and quality performance of our clients. In healthcare, this means taking in billions of clinical and financial data points, analyzing them, and then helping our clients discover ways they can improve efficiency and quality. In addition, Cotiviti supports the retail industry with audit and recovery services enabling increase healthcare efficiencies.

Briefly describe the nominated organization or individual: history and past performance (up to 1,250 characters):

Cotiviti's Go-To-Market (GTM) Training Center of Excellence has rapidly evolved into a high-performing, innovation-driven organization dedicated to elevating sales, client engagement, and business development excellence. Historically, Cotiviti relied on traditional training approaches with inconsistent onboarding, limited coaching visibility, and minimal standardization across teams. Over the past year, the GTM Training COE rebuilt this ecosystem from the ground up-introducing modern, AI-powered learning, structured certification pathways, and measurable performance indicators.

The team's past performance reflects a proven track record of transforming complex training challenges into scalable, results-driven solutions. Prior accomplishments include streamlining GTM onboarding, collaborating closely with product and sales leadership to align messaging, and delivering high-quality learning assets with exceptional utilization. Today, the GTM Training COE stands as a strategic partner that accelerates readiness, strengthens client-facing execution, and drives higher sales attainment through cutting-edge enablement programs and technology-enhanced coaching.

Outline the nominated achievements since July 1, 2023 that you wish to bring to the judges' attention (up to 1,500 characters):

Since July 1, 2023, Cotiviti's GTM Training Center of Excellence has delivered a full-scale modernization of the company's sales and client-engagement development ecosystem. The team launched a multi-level GTM Certification Program that standardizes messaging, strengthens product fluency, and elevates objection-handling across Sales, Client Engagement, and BDR teams. Course utilization reached record levels, with 100% completion for required programs and consistently high engagement and satisfaction scores.

A major milestone was the enterprise rollout of [REDACTED FOR PUBLICATION], an AI-powered coaching tool now used across all GTM functions. This platform enabled over 1,200 AI-scored roleplays, improving delivery, confidence, and message accuracy by 30-45% while giving leadership clear visibility into top performers and reps needing immediate intervention. Coaching time for managers decreased by 60%, and overall sales attainment and pipeline quality measurably improved.

The team also launched a cross-functional Sales & CEL Mentoring Program, strengthening collaboration, accelerating skill growth, and supporting cultural alignment across legacy Cotiviti and legacy Edifecs teams.

In addition, the COE delivered a completely redesigned GTM onboarding experience through a new NEO site-offering structured 30-60-90 learning plans, curated self-paced content, tool training, and AI-enabled practice activities. This modernization significantly reduced time-to-ramp and created a consistent, professional, and scalable onboarding experience.

Collectively, these achievements represent a transformational leap forward in readiness, performance, and GTM alignment.

Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the organization's past performance (up to 1,500 characters):

Why These Achievements Are Unique and Significant

Cotiviti's GTM Certification Program is a transformative leap in sales enablement, far surpassing industry norms and our own historical performance. While most organizations offer basic product training, Cotiviti built a three-tier, AI-powered certification framework that scales from foundational fluency to board-level strategic storytelling-an approach rarely seen in healthcare technology sales.

Key Differentiators:

• 100% completion across all GTM roles and record engagement (90-95% module completion within 14 days), compared to typical industry averages of 60-70%.
• AI integration at scale-adaptive knowledge checks, persona-based roleplay, and automated content scripting-accelerated course development by 40%, enabling rapid deployment without sacrificing quality.
• [REDACTED FOR PUBLICATION] coaching [REDACTED FOR PUBLICATION] delivered 1,200+ AI-scored roleplays, improving rep confidence and objection handling by 30-45% in 90 days, while reducing manager coaching time by 60%.
• Business impact: Higher sales attainment [REDACTED FOR PUBLICATION], faster onboarding (<90 days to productivity), stronger pipeline quality, and improved client engagement-outcomes that exceed prior Cotiviti benchmarks and outperform peers relying on manual coaching models.

This initiative didn't just modernize training; it created a scalable, AI-driven development ecosystem that sets a new standard for GTM excellence in our industry and positions Cotiviti for sustained competitive advantage.