A recently posted success story describes PointClear’s successful collaboration with Ingenix, a $1.8 billion healthcare information technology company with solutions and services that help physicians, hospitals and health plans operate more efficiently and profitably.

Like many businesses selling complex solutions, Ingenix was looking for a way to impact the quality of prospect development practices in order to influence sales outcomes and increase revenue.

Ingenix required a lead generation and lead nurturing team with specialized knowledge of the healthcare sector and experienced professionals who could...

• Identify high-level decision makers in prospect companies
• Engage them in dialogue around their business challenges
• Educate them about the Ingenix solution and value proposition
• Develop and nurture them toward sales-ready buyer status

The success story describes the prospect development process and program elements that included database cleaning, an integrated multi-touch strategy, and the manner by which Ingenix sales reps were provided intelligence that supported face-to-face meetings with qualified prospects.

Download the success story from Gleanster, an advisory and resource service for companies planning or implementing B2B business initiatives and technologies.

By Dan McDade