Passport Health: Rebounding from a 95% Revenue Loss

What’s next

Passport Health is in a healthy financial position and has rehired a significant number of its staff. “We survived, and now we’re ramping back up,” says Skaff.

“It’s remarkable to see how scalable Sage Intacct is. BT Partners effectively helped us change and evolve our use of the software as business changed. We scaled up, down, then up again and Sage Intacct kept up the pace.”

As Passport Health ramps up operations, it is adding functionality to its Sage Intacct instance. “We’re looking at adding the inventory module this year,” says Skaff. “We like the best-of-breed approach for a growing organization because it means that we only pay for what we need, adding functionality when we need it and only paying for what we use.”

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About Passport Health

The world has started traveling again, and that’s great news for Passport Health. The company is the largest provider of travel medicine services in the United States, with over 250 travel clinics — both franchises and corporate owned — throughout the country.

Unfortunately, when the pandemic hit, Passport Health’s clinic traffic came to a screeching halt. Seemingly overnight, the company lost 95% of its revenue and had to lay off a good portion of its staff. For any ordinary company, this may have been the end. But Passport Health had the business agility to survive the downturn and come back stronger than ever. Supporting that business agility is Sage Intacct and BT Partners.

The Challenge

Nick Skaff joined Passport Health in 2019 as the organization’s VP of Finance. When he arrived, the company had been using Sage Intacct for a few years already. “I joined the organization, got acclimated, met BT Partners, learned Sage Intacct — and then the pandemic hit,” says Skaff. “To say that the business was devastated would be an understatement.” With revenues halted, management needed to act quickly.

Why BT Partners?

“I spoke to BT Partners about our situation,” Skaff recalls. “We had to reevaluate everything and cut costs wherever possible,” he says. “BT Partners went to bat for us. They negotiated a lowered subscription fee for Sage Intacct, and we put the pause on functionality we wouldn’t need while we waited for things to return to normal. Without their support and assistance, we could have fallen into a bad spot making it very difficult to rebound. They jumped into the operational battle with us and it’s one we are gradually conquering.”

The Solution

With clinics in the United States, Canada, and the United Kingdom, the company deals in three currencies. “Sage Intacct is built to handle a global operation,” Skaff says. “It greatly simplifies our international consolidations too. That saves our finance team from time-consuming, manual work. Instead, they can focus on strategy and growth.”

BT Partners helped Passport Health gain the tools to simplify its budget process and integrate it into its financial application. “Previously that was all done outside the system,” Skaff says. “Now budgeting is an integral part of our operations. With the increased visibility, we can better plan our expansions and optimize our investments.”

To maximize the value of Sage Intacct for Passport Health, BT Partners designed numerous custom reports. For example, the company uses a proprietary application for its clinic operations. BT Partners brought key data from that application into Sage Intacct and included it in the company’s financial reports. “We’re bringing together business data in more effective and efficient ways,” notes Skaff.