The Challenge
A leading medical device company wanted to launch a new orthopedic implant but struggled to target orthopedic surgeons and hospital purchasing decision-makers due to high email bounce rates and inaccurate facility records. Prior lists sourced from generic B2B platforms suffered from stale data. The sales reps wasted dozens of hours weekly calling defunct departments or sorting out administrative lines, which severely slowed down the product launch trajectory.
The Audience
The campaign targeted a complex buying committee consisting of Board-certified Orthopedic Surgeons, Joint Replacement Specialists, Hospital Materials Managers, Operating Room Directors, and Procurement leads across 12 Eastern and Midwestern states.
The MedicalProspects Solution
MedicalProspects provided a highly specialized database combining orthopedic surgeon credentials and hospital procurement roles. We applied NPI cross-referencing and state-level targeting to build an audience aligned with the client's exact sales criteria. In addition, every email record was passed through our proprietary hygiene engine right before delivery.
MedicalProspects Splicing Parameters Applied:
- Specialty Focus: Board-certified Orthopedic Surgeons, Joint Replacement Specialists.
- Buying Group Roles: Hospital Materials Managers, Operating Room Directors, Procurement leads.
- Facility Filters: Acute Care Hospitals (150+ beds), Surgical Specialty Centers.
- Geographic Splicing: 12 target states across Eastern and Midwestern U.S. regions.
Campaign Execution
The medical device manufacturer executed a multi-channel campaign. They ran highly targeted email sequences educating orthopedic surgeons on the clinical benefits of the new implant, while simultaneously coordinating direct SDR phone outreach to materials managers and procurement leads to coordinate purchasing reviews.
Business Results
Bypassing inaccurate records and defunct lines helped the client's sales team book meetings at a high rate. The resulting pipeline shortened sales cycles, leading to multiple signed accounts and equipment trials.
| Metric | Value Achieved |
|---|---|
| Audience Contact Volume | 52,000 verified records |
| Email Open Rate | 38% |
| Email Click Rate | 8.7% |
| Prospect Reply Rate | 5.4% |
| Qualified Sales Meetings | 186 meetings booked |
| Total Pipeline Generated | $2.9M ARR |
| New Customers Acquired | 27 signed accounts |
Customer Quote
"Launching a new medical device requires surgical precision in your outreach. MedicalProspects delivered highly accurate lists of both surgeons and hospital procurement leads, converting into a $2.9M pipeline."