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6X
increase in reaching healthcare decision makers
300%
jump in qualified leads
450%
ROI growth
Industry : Healthcare Sector
Location : California, United States
Challenge : Reaching Hospital and Healthcare Decision Makers Countrywide
Solutions : Lake B2B’s Targeted Database
MEET THE CLIENT
Operational since 1986, the client is a leading wholesale medical supplier providing hospitals and healthcare establishments with lab equipment, ambulatory and post-acute care medical supplies.
Their product portfolio encompasses 100,000+ high-quality national brands and private-label medical products. Based out of California, the company has a solid nationwide distribution network and an annual turnover of 52 Million.
THE KEY CHALLENGES
FUELING THE SALES FUNNEL WITH NEW TARGETED PROSPECTS
THE CLIENT WAS GRAPPLING WITH MASSIVE MEDICAL SUPPLY PRODUCT DIVERSITY. THIS MADEIT INCREDIBLY DIFFICULT TO CREATE DIFFERENT SALES FUNNELS LEADING CUSTOMERS TO THEM FOR THEIR INDIVIDUAL NEEDS. HENCE, THE CLIENT WAS ON THE LOOKOUT FOR A COMPETENT HOSPITAL AND HEALTHCARE DATA PROVIDER WHO WOULD GIVE THEM TRACTION ON THEIR TOTAL ADDRESSABLE MARKET (TAM) COVERAGE AND HELP THEM QUANTIFY THE MARKET OPPORTUNITIES - WITH SHARP PRODUCT NEEDS SEGMENTATION.
Given the existent stagnant lead data, the client organization’s sales managers were grappling with limited web search tools and typically spent a lot of time researching their hospital and healthcare lead contact’s background information. The boom of hospital value analysis committees (VACs) further weakened campaign efforts, as the client struggled to identify game-changing healthcare decision-makers and influencers within hospital settings.
The client was eager to evaluate healthcare data providers based on long-term solutioning and thorough market intelligence delivery, including supply chain spending of community hospitals, federal government hospitals, ambulatory surgery and imaging centers, along with physicians and physician affiliations, surgeons, nurses, facility executives, investors and influencers. This would help them to tap into niche segments with high margins and growth potential.
The Solution
When the client first met LakeB2B data executives, they made it clear that they wanted tofocus solely on the healthcare segment.
LakeB2B offered the client critical, accurate and thoroughly verified TAM(Total Addressable Market)data of 4.6 M+ healthcare B2B profiles, spanning 900+ specialties and titles, and 110+ intelligence fields.
The insights also included social profiles, geographic location, type of medical practice, medicare claims volume, hospital & facility expenditures and more. Equipped with the above data intelligence, the client was able tosuccessfully identify their corporate targets and influence them with innovative customized communications.
“For the first time, we not only hyper-targeted physician decision-makers who endorsed physician preference items (PPIs) through disruptive virtual events and webinars, but also ran targeted multi-channel engagement campaigns for other key decision-makers like hospital technology assessment teams, critical nurse specialists, CABG surgeons, investors and more,” said Mark, a seasoned Sales Manager at the client organization.
LakeB2B data experts also identified ambulatory surgery centers with pinpointed areas of interest like wound treatments, GI-related services, endoscopy procedures, women’s services, blood tests, minor surgical procedures and embarked on focused marketing messages for them.
Most importantly, using LakeB2B’s competitive intelligence data, the client was able to visualize IDN and GPO affiliations and provider networks, gauge their purchasing power and present comparative pricing assessments & evidence-based tech evaluations to the right decision-maker committees. messaging, the campaign yielded massive conversions within the said deadlines.
THE RESULT
300% jump in Hospital and Healthcare Qualified Leads
With end-to-end strategic healthcare databanks at their fingertips, the medical supplies client was able to boost their reach to key decision-makers by 6X! 100% accurate, verified and high deliverability rates further successfully elevatedlead qualifications by 300%.
As a consequence, a total of 450% ROI growth was witnessed. The client was finally able to quantify market opportunities with precision and flood their sales pipelines with high-converting leads across the healthcare industry.
We were able to get a clear perspective on our total addressable market (TAM) and the decision-makers and value analysis committees to target within the TAM. Thanks to Lake B2B, we have now established revenue-building sales pipeline that’s perpetual and refuses to stall.
Country Sales Head