The Challenge
A SaaS developer selling high-value Revenue Cycle Management (RCM) software struggled to identify and access hospital CFOs, Revenue Cycle Directors, and CIOs across regional health systems, leading to stagnant deal velocity. Enterprise sales cycles in healthcare are notoriously complex, often dragging out due to gatekeepers and incorrect contact details for executive decision makers.
The Audience
The campaign targeted Chief Financial Officers (CFOs), Chief Information Officers (CIOs), Directors of Billing, Directors of Patient Accounts, and Revenue Cycle Directors at multi-hospital health systems and independent community hospitals with over $50M in annual revenue.
The MedicalProspects Solution
MedicalProspects compiled a target list of 14,000 healthcare executives. Using our PECOS hierarchy mapping and NPI credential matching, we mapped direct lines and verified emails for C-suite and administrative decision-makers. Splicing filters separated administrators at systems with over $50M in annual revenue, providing direct dial access to target buyers.
MedicalProspects Splicing Parameters Applied:
- C-Suite Targeting: Chief Financial Officers (CFOs), Chief Information Officers (CIOs).
- Administrative Directors: Directors of Billing, Directors of Patient Accounts, Revenue Cycle Directors.
- Organization Filters: Multi-hospital health systems, Independent community hospitals.
Campaign Execution
The SaaS company deployed a targeted direct outbound campaign. SDR teams utilized the verified emails and direct lines to pitch financial metrics directly to hospital CFOs and Revenue Cycle Directors, skipping administrative routing and shortening the demo booking pipeline.
Business Results
Bypassing regional gatekeepers allowed the client to accelerate sales cycles. By starting discussions directly with financial decision-makers, they significantly lowered the cost per SQL and finalized multiple enterprise software contracts.
| Metric | Value Achieved |
|---|---|
| Audience Contact Volume | 14,000 verified executives |
| Sales Cycle Reduction | 23% shorter sales cycle |
| Acquisition Cost/SQL Reduction | 41% reduction in Cost per SQL |
| Enterprise Demos Booked | 61 demos booked |
| Sales Qualified Leads (SQLs) | 29 SQLs generated |
| Contracts Signed | 4 enterprise software contracts |
Customer Quote
"Identifying the precise financial decision-maker in health systems cut our sales cycles by nearly a quarter. The data accuracy also helped reduce our cost per Sales Qualified Lead by 41%."