Situation
The provider was entering a new geography where its name meant nothing and hospital decision makers did not take calls from vendors they did not know.
The question
How do you reach a small number of senior buyers who do not respond to outreach, without waiting years for a reputation?
What LeadStrategus did
- Selected target accounts and mapped the buying group in each.
- Researched each account's priorities from public sources.
- Ran personalised engagement through the executives' own social presence.
Evidence and deliverables
- Target account list and buying-group maps
- Account research briefs
- Personalised message sequences and social engagement plan
Outcome
22 qualified leads and 19 meetings in four months, with relationships established at six CXO-level contacts.
What changed in the GTM motion
The company entered the market through relationships rather than through a cold channel.