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Global Health Solutions: 150% pipeline overshoot for HIPAA-compliant medical records SaaS
Delivered 380 HQL leads targeting hospital administrators and CIOs at Tier 1 U.S. health systems, resulting in 4.2x ROI on content spend and 150% overshoot on quarterly pipeline target.
380
HQL leads delivered
4.2x
ROI on content spend
150%
Above pipeline target
The challenge
A healthcare SaaS vendor selling HIPAA-compliant medical records software needed pipeline from hospital administrators and health-system CIOs, a small and tightly-defended audience segment. Traditional syndication had produced too much noise from adjacent personas.
Our approach
- Built an HQL program restricted to named Tier 1 U.S. health systems and IDN parent organizations.
- Ran a whitepaper syndication campaign paired with an on-demand webinar to double-touch the audience.
- Applied four custom qualifying questions on EHR incumbent, procurement window, and compliance priorities.
"Every lead came with the EHR incumbent and procurement window filled in. Our sales team moved from cold outbound to informed conversations overnight."
— VP Marketing, Healthcare SaaS
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HQL Leads
High-Quality Leads scored by engagement depth, account fit, and behavioral intent signals.