3marketeers | Creative | Case Study: Heraeus Medical


"3marketeers programs ensure my sales group works 'SMART'. Our sales are 200% over goal and our marketing costs are down."
President, CEO
 

Opportunity

Heraeus' ICU solutions are a worthy investment for hospitals, but the sales staff faced challenges getting the attention of decision makers with little time and strained budgets. Heraeus needed a way to fill the sales pipeline with leads to generate immediate sales for a nationwide product launch.
 

Solution

3marketeers implemented a BullsEye! Demand Creation/Lead Generation program complete with substantial messaging, backend lead analysis, ROI, target, and a real-time prospect tracking system. Prospect list included approx. 3,000 Directors of ICU and Directors of CCU for hospitals throughtout the USA, to be split among 11 geographically dispersed Sales Reps. Goal to preload decision makers with information, track responsiveness, and immediately notify sales team that prospect is viable. Also provided an automated lead scoring system to prepare Sales Rep's for initial conversation with Prospects.
 

Results

  • 34% response rate in first week
  • $13,200,000 sales generated in 5 months
  • Regional rollout over 5 week period
  • Messaging tuned based on Sales feedback
 

SCOPE

Company  >  Heraeus Medical
Industry  >  Healthcare
Discipline  >  Brand Identity, Web Development, Lead Generation, BullsEye!, Demand Creation, Messaging, Strategy, Literature, Ads