$83.4Mpipeline

generated to date

$55M+revenue

closed in the first four years

$197M closed business

to date

The
Background

Our client is a leading global provider of medical device integration and clinical data management solutions. Our client’s mission is to improve patient outcomes with the right data and information to properly treat a patient.

Their state-of-the-art medical software and commitment to quality first resonated within the healthcare industry, yet they still lacked resources to reach out to the many local and regional hospitals across the U.S. to build the awareness and interest they needed.

Challenges

  • Lacked resources to expand market research
  • Lacked bandwidth for outbound efforts
  • Needed to decrease sales cycle

The Solution

Televerde Services

  • Demand Generation
  • Teleservices
  • Marketing Automation Technology
  • Strategic Engagement

We identified actionable insights on the buyer journey to making a hot tub purchase through buyer personas, then mapped out the path and decision points leading to a purchase.

We implemented the marketing automation tool, Eloqua, to help nurture different buyers with relevant information that was important to them. We also implemented and optimized Salesforce CRM to enable an efficient sales process for an optimal customer experience.

With a new, easy process and training for its dealer channel and Salesforce, the acceptance of the sales tool soared to 100%.

Lead nurture campaigns were developed for each of the buyer personas and demand generation campaigns launched. Ongoing support with sales and marketing automation, as well as campaign analysis and reporting, enabled the manufacturer to support its dealers with detailed prospect information.

The Results

Understanding the healthcare industry landscape and the motivation behind changes and decisions of hospitals were crucial to our client’s success. We worked closely with their team, and a longer partnership has shown better results over time.

Since the first campaign with our client in 2010, Televerde has helped deliver $55 million in closed business in the first four years and $197 million in closed business to date. Televerde also contributed to $84.3 million in new pipeline and $24.7 million in closed revenue – almost half of all closed business for the company. The bar is set high as our client pursues new initiatives focused on account-based marketing.

“Our success with this program in the U.S. has led us to expand efforts to the EMEA region.”

– Head of Inside Sales

We’ve got a
track record of success