3marketeers | Creative | Case Study: Getinge


"We needed a way to generate meetings and foster relationships for the sales force. 3marketeers came through."
VP, Marketing & Business Development
 

Opportunity

Getinge is an international firm that lagged in North American sales. While the leading brand in Europe, American buyers did not know Getinge. 3marketeers mission: Fill the nationwide sales pipeline with leads for Operating Room Hospital products based upon a consultative sale.
 

Solution

3marketeers instituted its BullsEye! Demand Creation/Lead Generation program with substantial backend messaging, lead analysis, ROI, target, and prospect tracking. After developing a target list of Directors of OR and Chief Surgeons for hospitals throughout the USA, approximately 5,000 total targets were split among 41 geographically dispersed Sales Reps. BullsEye! pre-loaded decision makers with information, tracked their response, and immediately notified the sales team that a lead was ready to become a prospect. In addition, an Advertising campaign supplemental to the Demand Creation program was launched simultaneously.
 

Results

  • 23% response among target list
  • 41 Sales Reps handled leads
  • Regional rollout over 6 week period
  • Expansion plans currently in development
 

SCOPE

Company  >  Getinge
Industry  >  Healthcare, Products, Services
Discipline  >  Lead Generation, Program Identity, BullsEye!, Advertising, Demand Creation, Messaging, Strategy