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Healthcare SaaS

Driving growth for a medical software provider

How a healthcare SaaS company moved from inconsistent lead flow to 160+ qualified leads in 6 months and ~20 booked demos per month — without hiring an in-house sales team.

Headline result
160+
qualified leads in 6 months
The challenge

What was in the way.

A healthcare-focused SaaS company was struggling to generate a consistent flow of qualified leads. While their total addressable market was large, reaching the right decision-makers — clinic owners, medical directors, and doctors — proved slow and inefficient. Instead of building an internal sales team, the company chose to outsource lead generation and focus on converting high-quality opportunities.

  • Large TAM but no reliable way to surface qualified opportunities
  • Slow, inefficient outreach to clinic owners and medical directors
  • Decision to skip building an in-house SDR team — needed an external partner
  • No proven message-market fit across clinic sub-segments
Our approach

How we ran the play.

  1. Phase 101

    Hypothesis-driven pilot

    Instead of guessing, we ran a pilot of ~48 experiments to find the working combination: database + trigger + message. Quick iteration loops, real reply data, no opinions.

  2. Phase 202

    Sources & database segmentation

    Built segmented databases from KRS (Polish national register, segmented by company age), Google Maps (by facility type — dental, physiotherapy, aesthetic, specialist), LinkedIn corporate profiles, Ocean.io and ZoomInfo for paid enrichment.

  3. Phase 303

    Pain mapping & message tailoring

    Built a pain map per facility type — lack of integration, inconvenient scheduling, billing errors, limited flexibility. Message variations emphasised open questions, specific problem diagnosis, and minimal CTAs (consent or conversation, not a pitch).

Results

Receipts, with numbers.

24.7%
Reply rate (post-optim)

Average reply rate after pilot optimisation across active sequences.

4–7
Leads / week

Steady flow once the pilot found the working combination.

160+
Total leads (6mo)

Qualified leads delivered over the first 6 months of regular collaboration.

~20
Demos / month

Average monthly booked demos converted from the lead flow.

Reply rate
Pilot start<5%
Post-optim24.7%
Leads per week
Before0–1
Steady state4–7
Booked demos / month
Pre-engagement<5
Active campaign~20

After dozens of experiments, we landed on an effective combination: the right database + trigger + content. The campaign now generates a steady stream of qualified leads — and the client's sales team converts ~20 of them into booked demos every month.

What's next

Want the same for your motion?

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