8 new clients in Q1 '24 from buyer-intent data

Astris built our outbound sales strategy from a standing start to generating 80-100 opportunities per quarter. They worked closely with us to optimize our entire sales process, and are constantly bringing us new insights. The Astris team have been an absolute pleasure to work with and I cannot recommend them more highly.” - Stu Brown, Chief Commercial Officer, Medipro

The Objective

Medipro, a leading staffing & recruitment company engaged Astris Partners to create & execute a business development strategy for a new service line.

The key objectives were to:

• Identify target market(s) which would benefit most from the new service line
• Transition away from relationship based client acquisition to a pro-active, scaleable model
• Create a repeatable client acquisition strategy

The Challenges

In the past, Medipro had largely acquired new clients through relationships & decades of industry connections, as is common in industries like healthcare.

Additionally, as a staffing & recruiting firm, it was critical to pinpoint buyers at the right moment. That is, when they are either undertaking new hiring initiatives, or struggling to meet current hiring needs.

Finally, healthcare staffing & recruiting is one of the most competitive industries. Creating a strategy based around competitive differentiation is critical in a market like this.

Buyer Intent

The use cases for buyer intent data & sales triggers can range from simple to complex.

In the case of staffing & recruiting - the intent “play” is fairly straightforward.

You can either look at the obvious trigger: a company with a new hiring need.

Or, you can take a predictive approach, and track data such as funding, news, and the opening of new locations or new divisions to identify future hiring needs.

In this case, throughout rigorous testing, we identified a winning strategy of tracking job posts that had been active for a certain amount of time but had a low applicant count.

We built a system to automatically track these posts, identify the key decision makers at these companies, and reach out to them to support them with their most challenging hiring needs.

Results

Building the sales engine in a brand new division meant not only creating outbound prospecting campaigns, but designing & optimizing a sales process, creating new marketing materials, and refining pricing strategy and proposals.

Astris Partners took a holistic approach to this process, supporting Medipro with all of the elements necessary to consistently acquire new clients.

This included:

Buliding a prospecting engine that consistently adds 5+ new opportunities per week for the Medipro team

• Creating a proprietary in-house solution to identify buyer intent - specifically targeting hospitals, clinics, and practices who are actively struggling to hire for key roles
• Creating new marketing assets for Medipro based on proven frameworks
• Refining the sales process and increasing win rate by over 30%
• Testing & optimizing pricing strategy to maximize bottom line profitability

The result of these efforts is a cohesive sales engine that has allowed Medipro to efficiently acquire new customers while rapidly growing their new division.