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Targeting the Healthcare sector with an integrated, account-based marketing and sales campaign.

Graphnet is the market leader in integrated care record and population health solutions for Integrated Care Systems. Download case study PDF

CLIENT

Graphnet

DATE

2020

SERVICES

Marketing, Sales Outsourcing

The challenge

NHS Chief Executive, Sir Simon Stephens, wrote to NHS leaders in mid-2020 specifying the need to have version 1 of a shared care solution in place by September 2021.

In response to this, Graphnet, already leaders in fully integrated care software, engaged with durhamlane to generate opportunities and provide additional market intelligence with a target group of net new STPs/ICSs.

The solution

durhamlane used a blend of sales & marketing techniques over a three-month period to identify and connect with decision makers and build a web of influence within the STPs/ICSs and the associated CCGs and Trusts.

Out of 14 target organisations, durhamlane were able connect and generate insight from all. In addition, we converted six into sales-qualified leads (SQLs) – these are now either progressing through Graphnet’s sales pipeline or are in the tender process.

The outcome for Graphnet

target accounts

sales qualified opportunities

% conversion rate

Over a three month period, durhamlane implemented an account-based sales and marketing strategy that generated 6 sales qualified leads from 14 target accounts.

“The partnership with durhamlane has achieved exactly what I wanted it to and more.”

James Ormonde

Director of Business Development

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