Case Study - Driving Growth for a Medical Software Provider
Case Study - Driving Growth for a Medical Software Provider
Case Study - Driving Growth for a Medical Software Provider
Challenge
Duration of the campaign
6 months +
Industry
Telecommunications
Services
Ensuring connectivity within buildings
Tools
A healthcare-focused SaaS company was struggling to generate a consistent flow of qualified leads. While their total addressable market (TAM) was large, reaching the right decision-makers, such as clinic owners, medical directors, and doctors, proved slow and inefficient.
Instead of building an internal sales team, the company chose to outsource lead generation and focus their efforts on converting high-quality opportunities.
48
tests conducted in the pilot program
24.7%
Average response rate after campaign optimization
17.8
The average number of leads with purchasing potential per month
Challenge
Preparation time
7 days
Industry
Industry and logistics
Services
Outsourcing HR
Tools
A healthcare-focused SaaS company was struggling to generate a consistent flow of qualified leads. While their total addressable market (TAM) was large, reaching the right decision-makers, such as clinic owners, medical directors, and doctors, proved slow and inefficient.
Instead of building an internal sales team, the company chose to outsource lead generation and focus their efforts on converting high-quality opportunities.
12
tests conducted in the pilot program
24.7%
Average response rate after campaign optimization
17.8
The average number of leads with purchasing potential per month
Challenge
Duration of the campaign
6+ months
Industry
Healthcare
Services
SaaS
Tools Used
A healthcare-focused SaaS company was struggling to generate a consistent flow of qualified leads. While their total addressable market (TAM) was large, reaching the right decision-makers, such as clinic owners, medical directors, and doctors, proved slow and inefficient.
Instead of building an internal sales team, the company chose to outsource lead generation and focus their efforts on converting high-quality opportunities.
48+
tests conducted in the pilot program
24.7%
Average response rate after campaign optimization
17.8
The average number of leads with purchasing potential per month
Our approach
Testing instead of guessing
In the pilot phase, we focused on hypotheses and experiments so as not to guess, but to quickly find a functioning setup: database + trigger + message.
A) Sources and database segmentation
We started with a database from KRS, Poland’s national public register of companies, which we divided by the age of companies, assuming that new establishments may be more open to systemic changes.
The next source was Google Maps, we created a list of establishments divided by the type of activity: dental offices, physiotherapy clinics, aesthetic, and specialist.
For each of the companies, we collected data: email, website, and then searched for domains and based on them, corporate profiles on LinkedIn. This allowed us to reach specific decision-makers like owners and managers.
Additionally, we used paid databases such as Ocean.io and ZoomInfo, which allowed us to reach companies that were not present on Google or KRS but were actively working in the market.
B) Problem segmentation and content matching
Together with the client, we mapped out different types of healthcare facilities, from general clinics to dental practices and aesthetic medicine offices. For each segment, we identified the most common pain points related to their current systems: lack of integration, inconvenient scheduling, billing errors, and limited flexibility.
Based on this, we developed tailored message variations for each segment. We ran rapid iterations by testing dozens of combinations of audience segments, triggers, and messaging angles to discover what resonated best.
Iterations of messages and channels
Together with the client, we developed a map of problems and needs typical for each group of establishments. Thanks to this, we were able to create messages:
containing open questions to start a conversation,
diagnosing a specific problem (e.g. low system functionality, chaos in scheduling, lack of integration),
with a minimal and safe CTA – consent to send information or a proposal for a conversation.
Result
The first weeks were dedicated to tests – intentionally.
After several dozen experiments, we managed to develop an effective combination: the right database + trigger + content. The campaign started generating regularly 4–7 leads per week, and the system is ready to scale in the coming months.
Our approach
Testing instead of guessing
In the pilot phase, we focused on hypotheses and experiments so as not to guess, but to quickly find a functioning setup: database + trigger + message.
A) Sources and database segmentation
We started with a database from KRS, Poland’s national public register of companies, which we divided by the age of companies, assuming that new establishments may be more open to systemic changes.
The next source was Google Maps, we created a list of establishments divided by the type of activity: dental offices, physiotherapy clinics, aesthetic, and specialist.
For each of the companies, we collected data: email, website, and then searched for domains and based on them, corporate profiles on LinkedIn. This allowed us to reach specific decision-makers like owners and managers.
Additionally, we used paid databases such as Ocean.io and ZoomInfo, which allowed us to reach companies that were not present on Google or KRS but were actively working in the market.
B) Problem segmentation and content matching
Together with the client, we mapped out different types of healthcare facilities, from general clinics to dental practices and aesthetic medicine offices. For each segment, we identified the most common pain points related to their current systems: lack of integration, inconvenient scheduling, billing errors, and limited flexibility.
Based on this, we developed tailored message variations for each segment. We ran rapid iterations by testing dozens of combinations of audience segments, triggers, and messaging angles to discover what resonated best.
Iterations of messages and channels
Together with the client, we developed a map of problems and needs typical for each group of establishments. Thanks to this, we were able to create messages:
containing open questions to start a conversation,
diagnosing a specific problem (e.g. low system functionality, chaos in scheduling, lack of integration),
with a minimal and safe CTA – consent to send information or a proposal for a conversation.
Result
The first weeks were dedicated to tests – intentionally.
After several dozen experiments, we managed to develop an effective combination: the right database + trigger + content. The campaign started generating regularly 4–7 leads per week, and the system is ready to scale in the coming months.
Our approach
Testing instead of guessing
In the pilot phase, we focused on hypotheses and experiments so as not to guess, but to quickly find a functioning setup: database + trigger + message.
A) Sources and database segmentation
We started with a database from KRS, Poland’s national public register of companies, which we divided by the age of companies, assuming that new establishments may be more open to systemic changes.
The next source was Google Maps, we created a list of establishments divided by the type of activity: dental offices, physiotherapy clinics, aesthetic, and specialist.
For each of the companies, we collected data: email, website, and then searched for domains and based on them, corporate profiles on LinkedIn. This allowed us to reach specific decision-makers like owners and managers.
Additionally, we used paid databases such as Ocean.io and ZoomInfo, which allowed us to reach companies that were not present on Google or KRS but were actively working in the market.
B) Problem segmentation and content matching
Together with the client, we mapped out different types of healthcare facilities, from general clinics to dental practices and aesthetic medicine offices. For each segment, we identified the most common pain points related to their current systems: lack of integration, inconvenient scheduling, billing errors, and limited flexibility.
Based on this, we developed tailored message variations for each segment. We ran rapid iterations by testing dozens of combinations of audience segments, triggers, and messaging angles to discover what resonated best.
Iterations of messages and channels
Together with the client, we developed a map of problems and needs typical for each group of establishments. Thanks to this, we were able to create messages:
containing open questions to start a conversation,
diagnosing a specific problem (e.g. low system functionality, chaos in scheduling, lack of integration),
with a minimal and safe CTA – consent to send information or a proposal for a conversation.