<img alt="" src="https://secure.rigi9bury.com/188572.png" style="display:none;">

Establishing a Beachhead in Key Markets and Growing Revenue Through Expansion

Client: Developer of a remote patient monitoring solution
Industry: Healthcare, Specialty
Services: Market Development/Lead Generation Services

Digital Healthcare Remote Patient Monitoring

Market Development/Lead Generation Services

The Client 

Developer of a remote patient monitoring solution

The Challenge

Establish a beachhead in key geographic markets and grow revenue through ongoing expansion.

The Solution

ML’s extensive experience in the healthcare space and expertise in engaging the c-suite caused this client to retain us to support their launch strategy. ML designed an initial pilot project to establish a predictable sales forecast model. The initial pilot focused on lead generation in a single city. The results established the forecasting baseline and extrapolated a timeline for market expansion. The pilot project was successful, exceeding all benchmark objectives. In addition, insights uncovered through our outreach provided additional value in helping the client understand the market landscape and appetite for their solution among the providers they were targeting.

Our client was recently acquired by a major healthcare provider dedicated to improving how patients and providers experience healthcare around the globe. This acquisition was partly due to this project’s success in establishing an appetite in the new markets they support and their predictable expansion model.

ML Services Provided

  • Conduct Market Research in each new geography to identify practices that fit the client’s Ideal Client Profile. 
  • Establish a dialogue with decision-makers to collect market intelligence and establish interest in further discussion with our client. 
  • Book appointments for the client’s sales team. 
  • Collect and share market intelligence, especially competitive insights, through HubSpot and regular reporting.

Program Results & ROI

Specific to the focus markets:

  • Met (and often exceeded) monthly goals for meetings set. 
  • Uncovered competitive intelligence, including emerging as well as long-standing competitors.
  • Validated markets, practices, and personas that afforded the best opportunities, pivoting messaging and outreach strategies based on our findings.
  • Identified areas for improvement in our client’s sales strategy and provided recommendations for resolution.

Would You Like to Take a Deeper Dive into this Case Study?

Download the full story to learn:

  • Methodology and deliverables
  • Goals and objectives
  • Key observations, insights, and recommendations
  • Project phases and results
Download the Case Study

You might also like:
Exceeding Sales Goals with Prospecting and Lead Generation Support
Exceeding Sales Goals with Prospecting and Lead Generation Support
Our client was looking to grow significantly. They needed to ramp up sales and marketing support fast and were searching for external professionals who...
Collecting Actionable Insights to Increase Target Account Penetration
Collecting Actionable Insights to Increase Target Account Penetration
Our client was looking to better understand the future needs of a top tier account and that account’s perception of their services in order to provide better support and mine the account for potential new business opportunities.
Reviving a Dormant Referral Program
Reviving a Dormant Referral Program
Our client has a strong referral network program but began to see a portion of the network going dormant and was looking for ways to re-energize it while also introducing new stakeholders to their product.  

Ready to work together?

ML provides expertise across the full spectrum of B2B sales and marketing strategies to introduce your offering to the right buyers.