{"id":128694,"date":"2026-09-30T09:47:14","date_gmt":"2026-09-30T13:47:14","guid":{"rendered":"https://mercurylabsmarketing.com/__callbox_upstream/cms/?page_id=128694"},"modified":"2026-09-30T11:20:24","modified_gmt":"2026-09-30T15:20:24","slug":"enterprise-healthtech-generate-more-qualified-meetings","status":"publish","type":"page","link":"https://mercurylabsmarketing.com/__callbox_upstream/cms/case-studies/enterprise-healthtech-generate-more-qualified-meetings/","title":{"rendered":"Enterprise HealthTech Achieves 180% Higher Meeting Rates"},"content":{"rendered":"\n<h2 id=\"h-the-client\" class=\"wp-block-heading\">The Client</h2>\n\n\n\n<p class=\"wp-block-paragraph\">The client is a US-based enterprise HealthTech company providing cloud-based health information and clinical management solutions. It serves hospital networks, integrated health systems, and healthcare payers across North America.</p>\n\n\n\n<h2 id=\"h-the-challenge\" class=\"wp-block-heading\">The Challenge</h2>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">The client needed to expand its qualified pipeline across competitive North American health system accounts, where long procurement cycles and multiple stakeholders slowed early-stage engagement. Internal sales resources lacked the capacity to conduct consistent, high-volume outreach at the enterprise level.</span></p>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Reaching the right decision-makers \u2014 from CIOs to CMOs \u2014 required a coordinated, multi-channel approach that the client&#8217;s team could not sustain alone. Mercury Labs was engaged to build pipeline readiness and surface qualified opportunities at scale.</span></p>\n\n\n\n<h2 id=\"h-the-callbox-solution\" class=\"wp-block-heading\">The Mercury Labs Solution</h2>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">To help the Client boost its sales pipeline, Mercury Labs deployed a tailored Multichannel Outreach program.</span></p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\">Account-Based Multi-Channel Lead Management, leveraging Voice, Email, Chat, Web, and Social Media.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\">Sales Enablement and support, including Product Training, Account Setup, and Back-office Sales Support.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\">Access to Tools &amp; Subscriptions for Smart Engage and HubSpot CRM.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\">Strategic Account Management, incorporating Strategy Building, Reporting, and Product Knowledge.</span></li>\n</ul>\n\n\n\n<h3 id=\"h-the-goals\" class=\"wp-block-heading\"><strong>The Goals</strong></h3>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Mercury Labs aimed to:</span></p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\"> Raise the client&#8217;s brand visibility among senior decision-makers across enterprise health systems.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> Uncover prospect priorities around clinical operations, health IT modernisation, and digital transformation.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> Deliver a consistent flow of qualified meetings to build a measurable, sales-ready pipeline.</span></li>\n</ol>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>The program unfolded in three main stages:</strong></p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Account Research and Selection</strong></p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\"> Mercury Labs applied AI-powered ICP targeting to identify enterprise health system accounts matching the client&#8217;s criteria.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> A prioritised, client-approved account list was compiled before outreach commenced.</span></li>\n</ol>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Account and Prospect Profiling</strong></p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\"> Buyer personas were built using firmographic data, org structure, and health IT adoption signals.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> Outreach prioritised CIOs, CMOs, VP-level Clinical Operations, and Health IT Directors.</span></li>\n</ol>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Multi-touch, Multi-channel Outreach</strong></p>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Mercury Labs executed customised nurture paths across phone, email, LinkedIn, and web, tailoring messaging to each persona&#8217;s role and stage in the buying journey. Smart Engage CRM centralised outreach coordination, ensuring no account fell through the gaps.</span></p>\n\n\n\n<h2 id=\"h-results\" class=\"wp-block-heading\">Results</h2>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Within </span><b>9 months</b><span style=\"font-weight: 400;\">, Mercury Labs delivered </span><b>215 SQLs</b><span style=\"font-weight: 400;\">, </span><b>182 MQLs</b><span style=\"font-weight: 400;\">, and </span><b>1,636</b><span style=\"font-weight: 400;\"> LinkedIn connections for the client, achieving a </span><b>180%</b><span style=\"font-weight: 400;\"> higher qualified meeting rate across key North American enterprise health system markets.</span></p>\n","protected":false},"excerpt":{"rendered":"<p>A leading enterprise HealthTech solutions provider engaged Mercury Labs to accelerate pipeline development across key North American markets. Over 9 months, the multichannel program delivered 215 SQLs, 182 MQLs, and 1,636 LinkedIn connections \u2014 achieving a 180% higher qualified meeting rate.</p>\n","protected":false},"author":21,"featured_media":128709,"parent":3796,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"template-single-case-study.php","meta":{"_acf_changed":false,"footnotes":""},"categories":[],"tags":[1220],"class_list":["post-128694","page","type-page","status-publish","has-post-thumbnail","hentry","tag-case-study-3"],"acf":{"cb_acf_hero":{"h1_title":"","headline":"","description":"","image":false,"video":"","video_header":false,"cta_link":"","cta_link_hs":"","cta":"BOOK A MEETING"},"has_contact_form":false,"dark_themed_form":false,"has_review_section":false,"top_level_page":false,"leadgen_apac":false,"leadgen_au":false,"cb_asset":"https://mercurylabsmarketing.com/external/casestudies/CS_Higher-Qualified-Meeting-Rate-for-Enterprise-HealthTech-Client.pdf","cb_web_property":"MAIN","cb_acf_relational":{"case_study":"","cs_industry_image":false},"cb_acf_testimonial":"","cb_regional_pages":false,"cb_acf_ctas":{"contact_form":"","banner_image":false,"goto_form_button":"BOOK A MEETING"},"cb_acf_post_alt":{"alt_post_title":"","alt_post_image":false,"alt_post_excerpt":"","alt_post_image_url":false},"form_redirect_url":"","cb_banner_announcement":false,"hubspot_form_guid":"6c1dda45-65a3-49f4-9de6-7bc157f6abbb","cs_gated_content":"<h2>The Client</h2>\n<p>The client is a US-based enterprise HealthTech company providing cloud-based health information and clinical management solutions. It serves hospital networks, integrated health systems, and healthcare payers across North America.</p>\n<h2>The Challenge</h2>\n<p><span style=\"font-weight: 400;\">The client needed to expand its qualified pipeline across competitive North American health system accounts, where long procurement cycles and multiple stakeholders slowed early-stage engagement. Internal sales resources lacked the capacity to conduct consistent, high-volume outreach at the enterprise level.</span></p>\n","cs_campaign_type":"","cs_campaign_types":[{"value":"0","label":"Lead Generation"},{"value":"1","label":"Appointment Setting"}],"cs_campaign_duration":"9","cs_client_industry":"Enterprise HealthTech / Healthcare Technology","cs_client_location":"Austin, Texas, USA","cs_client_hq":"Austin, Texas, USA","cs_client":{"name":"","website":"","lob":""},"cs_target_location":"United States and Canada","cs_target_industry":"Hospital Networks, Integrated Health Systems, Healthcare Payers, Ambulatory Care Centres, Healthcare Administration","cs_target_dm":"Chief Information Officer (CIO), VP of Clinical Operations, Chief Medical Officer (CMO), Director of Health IT, VP of Digital Transformation","cs_results":[{"label":"SQLs","value":"215 "},{"label":"MQLS","value":"182 "},{"label":"LinkedIn Connections","value":"1,636 "}],"cs_highlights":[{"highlight":"Successfully executed a 9-month multichannel outreach program for an enterprise HealthTech solutions provider."},{"highlight":"Increased brand awareness and engagement across Voice, Email, LinkedIn, Chat, and Web channels."},{"highlight":"Enabled the Client to build valuable connections with senior health system decision-makers, enhancing sales outreach effectiveness and accelerating pipeline development."}],"cs_challenge":{"cs_challenge_category":["Pipeline Growth","Improved Targeting","Augment Marketing"],"cs_challenge_category_long":"The client needed to expand its qualified pipeline across competitive North American health system accounts, where long procurement cycles and multiple stakeholders slowed early-stage engagement. Internal sales resources lacked the capacity to conduct consistent, high-volume outreach at the enterprise level.\r\n\r\nReaching the right decision-makers \u2014 from CIOs to CMOs \u2014 required a coordinated, multi-channel approach that the client's team could not sustain alone. 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