Helping Quest Diagnostics make the world healthier — one diagnostic at a time

With spiraling healthcare costs and new challenges created by COVID-19, RSV, and the general worsening of public health, hospital systems are trying everything they can to lower the cost of quality care. But the one area they keep overlooking is the lab.

Account-targeted digital tactics provided account-level intent and content-interest signals to sales teams. LinkedIn, direct mail, email, and phone messages provided air cover for scheduled marketing and sales-initiated contacts. And a unique thought leadership platform, ThoughtLab, provided bite-sized content to help sales engage prospects in non-commercial, value-added conversations throughout the sales funnel.

The program exceeded goals in its first flight, creating C-level conversations in dozens of targeted hospital systems and ultimately unlocking a 30+% increase in pipeline accounts.