50+ 500M ARR SQLS Per Month With Targeted LinkedIn Campaign

The Need

After a product acquisition, lackluster soft launch, no digital marketing, a product name change, and various other market challenges, our client needed to give sales a boost.

The internal marketing team had little experience navigating many of these challenges, and needed substantial support in driving ongoing and sustainable deal activity for the field sales team.

The Challenge

The company had no previous experience with digital, growth, or outbound marketing.

Sales didn’t have experience using LinkedIn to drive sales, had no list or ICP for targeting, and had no CRM for tracking deal activity.

In addition, the previous soft launch, regulatory hurdles, and additional market challenges created a variety of obstacles to typical life science marketing approaches.

The Approach

MESH was engaged to initially develop a comprehensive digital marketing strategy for the client.

However, over the course of our workshops and during analysis, we determined the company needed a more personalized, targeted 1-to-1 approach (hybrid account based marketing / sales).

Client Profile Audit: Optimized client profile: Add a professional photo, compelling headline, detailed summary, and relevant work experience. Ensured the profile mentions the medical device and the intent to find distributors.

Target Audience Research: Used LinkedIn Sales Navigator’s search functionality to create a list of potential distributors based on the criteria. Created the ideal distributor profile.

Developed Ads + Messaging

Content Strategy: Engaged with content from potential distributors to increase visibility. Created and shared relevant content on the client’s LinkedIn profile to establish authority and keep the profile active.

Lead Management: Regularly reviewed and updated the status of each lead. Created a system to track leads, conversations, and follow-ups.

Monitoring and Reporting: Regularly monitored campaign’s progress. Tracked metrics like delivery rate, click through rate, and conversion rate.

Provided the client with periodic reports detailing the campaign’s performance.

Feedback and Iteration: Based on the responses (or lack thereof), adjusted the messaging or strategy as needed.

Continuously refine the target audience based on the quality of leads generated.

The Solution

Upon delivery of our strategy, we were engaged to develop and execute a multi-pronged marketing program to drive brand awareness + outbound LinkedIn lead generation engine.

MESH worked with Senior Leadership establish their ICPs, and built a Linkedin campaign. We actively managed every aspect of the campaign on behalf of the client.

We helped them build a complete lead generation process from first point of contact through to handoff of a qualified lead to their U.S. sales team.