01 · The challenge
A narrow audience with a high trust threshold.
The company needed to reach chief technology and medical leaders at mid-sized hospitals. Broad healthcare targeting generated activity, but it did not reliably reach the people involved in technical and clinical approval.
The sales cycle could extend from six to twelve months, and any message about new medical AI had to address security, compliance, implementation, and credibility before asking for a pilot.
02 · The approach
Build the campaign around named accounts.
Odin Reach developed a verified priority-account list based on the provider’s technical and commercial fit criteria. The next step was to identify the small buying group around each institution rather than treating the hospital as one generic lead.
- Selected priority hospitals using explicit qualification criteria.
- Mapped relevant technology, medical, and operational stakeholders.
- Separated education, trust, and pilot-conversion messages.
- Aligned outreach with the realities of a long buying cycle.
03 · Nurture system
Lead with answers to the difficult questions.
A hospital AI implementation guide became the central educational asset. It addressed the practical concerns that could otherwise stall evaluation, giving outreach a useful reason to exist before requesting a meeting.
LinkedIn touchpoints, email follow-up, relevant evidence, and personalized video audits were coordinated as one sequence instead of unrelated campaign activities.
04 · Outcome
More qualified movement through a complex funnel.
These figures describe this specific engagement. Performance varies by market, offer, budget, sales process, and execution.