The Challenge
A B2B cybersecurity provider wanted to launch a HIPAA-compliant network protection suite targeting hospital CIOs and security heads, but struggled to navigate the complex corporate hierarchy of multi-location health networks. Selling to hospital networks is difficult due to regional groupings and distributed purchasing systems. IT vendors often struggle to know which administrator is tied to which hospital facility, resulting in high bounce rates and mismatched sales efforts.
The Audience
The campaign targeted high-level technology decision-makers within hospital systems, focusing specifically on Chief Information Officers (CIOs), Chief Information Security Officers (CISOs), and Directors of IT at healthcare facilities with 200+ beds.
The MedicalProspects Solution
MedicalProspects compiled a target list of 7,800 Hospital CIOs and IT directors. We applied CMS PECOS database mapping to identify parent hospital systems, group affiliations, and key administrative decision-makers. Contacts were mapped and cross-checked against health system nodes to target corporate leadership directly.
MedicalProspects Splicing Parameters Applied:
- Role Focus: Chief Information Officers (CIOs), Chief Information Security Officers (CISOs), Directors of IT.
- System Splicing: Hospitals with 200+ beds, Multi-hospital healthcare networks.
- Database Cross-check: PECOS ownership systems database and active NPI organizations.
Campaign Execution
The cybersecurity provider launched a multi-faceted ABM outreach campaign. Sourcing matched direct enterprise emails and verified phone lines, allowing sales teams to orchestrate coordinated email campaigns and direct SDR outreach directly to corporate IT leadership, bypassing regional facilities' local gates.
Business Results
Connecting directly with decision-makers holding budget authority allowed the company to accelerate deals significantly. The clean list yielded high demo rates, converting into millions of dollars in enterprise pipeline and recurring revenue.
| Metric | Value Achieved |
|---|---|
| Audience Contact Volume | 7,800 Hospital CIOs |
| Executive Meetings Secured | 152 meetings booked |
| Active Proposals Issued | 19 proposals |
| Signed Enterprise Contracts | 6 signed contracts |
| Total ARR Generated | $1.4M ARR |
Customer Quote
"Mapping hospital system nodes allowed our sales team to pitch directly to the decision-makers holding budget authority. The data accuracy led directly to 6 major enterprise contracts worth $1.4M in ARR."