Generating qualified healthcare leads. Booking sales-ready appointments. Testing value propositions for new medtech products. Adding inside sales capacity. Identifying decision-makers at large healthcare systems. Researching contract expiration dates and budgets.
These are just a few of the recent objectives for our medtech outbound calling campaigns. Often, a single call to a healthcare prospect achieves several important results. It’s why medtech companies across the country—from innovative startups to established Fortune 500 companies—trust us to represent their brands in the market.
Our more than 30 years of experience in healthcare lead generation and outsourced inside sales makes us the ideal partner for medtech marketing and sales teams who need to engage buyers at hospitals, clinics, labs, pharmacies and other medical providers.
Three medtech case studies in healthcare lead generation
Check out these three medtech case studies to hear from our clients—in their own words—why they chose Volkart May. Then, contact us to discuss how we can support your medtech sales and marketing goals.
OneOme achieves 60+ monthly leads and accelerates growth
When innovative medtech startup OneOme launched its pharmacogenomic (PGx) testing solution, they needed to get the word out quickly with physicians and pharmacists in several market segments. But, they lacked the internal resources to handle sales prospecting simultaneously for small and large accounts.
Volkart May helped this startup scale by:
- Identifying the right market segments
- Generating leads with healthcare providers
- Creating a pipeline of awareness and future interest
Outsourcing cold calling and lead generation kept OneOme’s internal sales team focused on high priority healthcare systems. Our team of experienced healthcare callers engaged smaller providers. We profiled each provider for fit, assessed their interest in PGx testing, and generated qualified leads. We arranged to send sample kits and even booked warm appointments directly on the OneOme’s sales reps’ calendars.
Positive results appeared just a few days into calling:
- The campaign averaged more than 60 qualified leads each month.
- For every clinical decision-maker we reached, two-thirds converted to a lead or sales appointment.
“Volkart May’s professionalism, ability to understand the customer and to deliver high quality at a reasonable cost keeps me coming back,” said Paul Owen, CEO of OneOme.
Medicom Health Interactive measures 30:1 ROI on call campaigns
Like many first-time clients, Medicom Health Interactive was skeptical about outsourcing their lead generation to a contact center. But, with aggressive revenue goals, a high-profile new product launch and few internal resources for sales prospecting, they decided to test a new approach.
Volkart May helped this medtech provider to:
- Find new leads and crank up the sales cycle
- Uncover valuable market insights
- Meet lead generation goals in a short timeframe
Speed was essential to success for Medicom Health Interactive’s project. With our experience in healthcare and dedicated focus on calling, we produced results fast.
Within 90 days, results were clear:
- The campaign produced 30:1 ROI
- We achieved a $483 cost per lead for a solution worth hundreds of thousands of dollars
- 70 percent of leads generated advanced in the sales process
Most importantly, the company overcame their reservations to outsourced prospecting and remain a valued customer.
“Partnering with Volkart May let our sales team focus on qualified opportunities, rather than time-consuming cold calling. We’re on track to achieve 30:1 ROI,” said Josh Fieldman, Vice President of Sales, Medicom Health Interactive.
Outbound calling books 100 sales appointments per year with hospital buyers
A national pharmacy services company needed a boost selling its services to hospitals. When their current lead generation provider missed the mark with spotty appointments, missing information and lack of integration with their CRM technology, they switched to Volkart May.
Volkart May helped engage busy pharmacy decision-makers and:
- Fill the sales funnel with qualified leads and appointments
- Automate information flow through Salesforce CRM
- Save time for the in-house medtech sales reps
Our decades of healthcare experience helped us hit the ground running. From the same 4,000-hospital list as our lead-gen predecessor, we booked an average of 100 appointments per year. A company that started with us five years ago is still a valued partner today.
The outbound calling campaign achieved impressive results:
- 10:1 overall ROI
- Booked 100 qualified sales appointments per year—for five years
Move your medtech sales forward
If you need to reach healthcare decision-makers at hospitals, clinics, labs, pharmacies or other providers, contact us to learn more about how our services can help you meet sales and revenue goals efficiently.