The Client is a medical software company that specializes in emergency department (ED) information systems. Its primary product line is its flagship best-in-class ED medical record application that is widely used by healthcare facilities in the U.S. and Canada to improve patient care quality and operational efficiency.
The Client’s high-performance ED software system is a browser-based application that helps improve ED performance with a full suite of operational and management tools. It also provides interoperability with the hospital’s EMR and other healthcare information systems involved in the patient’s care.
The company’s main product enjoys significant brand equity, but as competition continues to tighten in the medical software space, the Client has adopted a more aggressive growth strategy. The recent shift, however, started to overstretch the company’s marketing and sales resources as the inside sales team has consistently been unable to meet the new prospecting targets, especially in terms of call volumes, number of prospects reached, and early-stage conversions.
The Client decided to outsource the bulk of its prospecting activities to a third-party agency. These activities include initial outreach, lead qualification, desk research, data validation, and appointment setting.