96 Sales Meetings from Healthcare Events in 8 Months

The Client

The client is a US-based healthcare technology company providing software solutions that support patient engagement, care coordination, and operational efficiency. Their platform serves mid-sized health systems and multi-location provider groups across the United States. The company relied on industry conferences, executive roundtables, and educational webinars to drive demand. Their goal was to turn event participation into qualified sales meetings and sustainable pipeline growth.

Challenge

Healthcare buying cycles involve long evaluations, multiple stakeholders, and regulatory scrutiny. The client generated steady event attendance but struggled to convert interest into sales conversations. Marketing teams lacked the capacity to qualify registrants and manage follow-up over long buying windows. Sales teams received delayed or incomplete handoffs, which reduced meeting quality and slowed pipeline progression.