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Case Study: PMD Healthcare

Our Team Delivers Over 14,000 Leads
Our team built an outbound marketing program that converted targeted leads into sales calls for PMD Healthcare sellers. Focused on quality rather than quantity, the program delivered a 40 percent open rate and a 10 percent response rate among target prospects.

14,000

Leads Generated

10

Prospect Appointments Per Month

15%

Response Rate

50%

Open Rate

CHALLENGE

The High Cost of Lead Acquisition

In order to increase sales of Spiro PD, PMD Healthcare engaged our team to pilot an outbound marketing program that would target executives — including Chief Medical Officers, Chief Nursing Officers, and Chief Operations Officers — from medical facilities, healthcare providers, and health payers, among others.

Because these busy executives are typically difficult to contact, the cost of lead acquisition was prohibitive using PMD’s full-time sales force. Steve Sullivan, EVP and Chief Commercial Officer, explains, “The cost of lead generation was just too expensive using our traditional sales force. We needed to run a lead generation campaign that would quickly and effectively connect us with decision makers.”

SOLUTION

Building an Outbound Program That Drives 15K Leads

Working with PMD, our team created a scalable outbound marketing program that delivered 14,000 leads and is arranging 10 prospect meetings per month for the PMD sales team.  Rather than using an internal sales rep, our team is a more productive way for them to generate leads.

With help from our team team, PMD has not only increased the number of sales contacts, it has more than tripled its web traffic. Sullivan says, “We’re really pleased with the numbers we’ve seen on activity. We’re grabbing more and more contacts and building a very robust data set.” Sullivan expects this awareness building to help when the company launches its new platform.

With our team, PMD has scaled outbound efforts in a structured way that would have been difficult with untrained employees. “I rely on them for lead gen. We’re experts in remote patient monitoring and the digital health business. Lead generation isn’t our core competency — that’s why we partner with them,” says Sullivan.

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