Client: Global No. 1 IT Infrastructure and Solutions provider
Industry: B2B Healthcare Systems, Drug Trial Management, Clinical Development
Solution: MQLs for their suite of products serving Clinical data management and research.
Our client is a global IT major having capabilities necessary to help their clients in healthcare segment drive their digital transformations: deep industry expertise, data and analytics, and actionable insights—underpinned by security and trust.
For a complete suite of products targeting digital transformations in the healthcare industry, our client was looking for quality product leads from the European and APAC regions and from accounts that their research teams have already selected. Their line of product was already picking up market cap in the USA region and was introduced in the APAC couple of months back. Due to their strong brand presence, they were getting sales traction but were wanting to see customers that they have selected in the APAC and European regions.
Their internal lead qualifying system was multi-stepped and because of which they were looking for advertising partners who could match with their internal system.
“Once we collected the contacts from accounts to target our strategy was to make sure that the contacts are touched base with the purpose of knowing their process vision and intent. Based on the detailed synopsis of their workflow and how they perceive future market – our content development team tailored targeted solutions manuals, infographics and rich media collaterals to suite their taste. We were looking for multi-step engagement with those contacts be able to match client requirements.“
We initiated the program with researching the decision maker contacts from the accounts that our client has handed over. Our first step in order to know the intent and acceptance was email marketingfollowed by targeted social media posts. Based on the response we got our team designed a detailed touch base form the contacts to help us assess their requirements in details. With the details our content team was well-placed to come up with customized targeted content for the prospect’s consumption (both text and graphical).
A very active/engaged list of contacts into the client’s sales funnel.
MQLs that showed genuine interest in the product.
