With shrinking headcount and marketing budgets, B2B marketers are more cost conscious than ever. The temptation of selecting the cheapest bidder often leads marketers to re-learn the old adage; you get what you pay for.

1. CLIENT CASE STUDY SNAPSHOT
Are Your Marketing Efforts the
Picture of Health?
The healthcare industry is facing significant changes in its
foundation. One goal of the Healthcare Reform Act is to reduce
the federal deficit by $143 billion over the next ten years. Another
is to increase access to healthcare by prohibiting insurers from
denying coverage and imposing higher costs. With heightened
consumer selectivity and expectations, the industry is being
increasingly tasked with reducing costs and waste while ensuring
the quality and safety of care.
Healthcare Lead Generation Suppliers to the industry now face many marketing and sales
Teleservices Campaign obstacles. The industry’s challenges, coupled with tight marketing
budgets and increased competition, make it difficult for suppliers
Client Profile to get in front of the decision makers.
A major IT solutions provider engaged DMP
to develop a campaign to significantly Beginning in 2012, there will be a projected 24%
increase its healthcare sales lead pipeline. increase per year in IT spending
The client was looking for qualified sales
opportunities for its software solutions that Healthcare organizations are now deciding which IT,
enabled a single patient view. communications, software and records automation systems they
will purchase. With this tremendous opportunity for healthcare
The Challenge: The client was sending industry suppliers, it is now more critical than ever to get in front
trade show and event leads directly to the
of your prospects and fully demonstrate the value of your
sales team. These less than qualified leads
company and products and services.
yielded poor sales results and caused the
client’s sales force to lose confidence in the DMP recognizes the growing emphasis on honesty and
leads generated by marketing. As a result, transparency in the healthcare industry. Our strategies to develop
the client’s marketing campaigns did not and deliver successful marketing campaigns include:
produce strong ROI.
• Personalized, multi-touch, multi-channel lead generation
DMP’s Solution: To accomplish the campaigning, which the medical industry is embracing.
client’s goal of improving lead quality in their • Identifying and engaging the decision makers, communicating your
sales pipeline, DMP’s solution included list message, and finding opportunities for your solution.
research, target database building and a • Comparative, head-to-head data studies as a necessary defense in
customized lead nurturing program to
this competitive market.
deliver the client’s message to the intended
audience. We then passed only highly
• Highlighting how relevant and cost-effective your product is to your
qualified sales-ready leads to the sales team. client.
• Differentiating your company from the rest in this crowded market
Result: DMP’s solution dramatically by cultivating a straightforward and compelling campaign.
improved the quality of the leads. The
client’s sales team reported that DMP’s leads
were “ten times better” than leads from Let DMP’s experienced marketing team help your firm
other programs. DMP exceeded lead capitalize on the unprecedented opportunities created by the
generation targets and earned our client a
strong ROI for 12 consecutive months.
Health Care Reform Act
©2011 Direct Marketing Partners
All Rights Reserved

2. Direct Marketing Partners
is an outsourced business-to-business
marketing service provider. Through the use
of proprietary tools, personalized multi-
touch strategies, and unmatched analytics,
we specialize in optimizing lead pipelines,
accelerating our clients’ marketing-through-
sales cycles, and achieving measurable,
robust ROI. Our core competencies include
sales lead generation and qualification,
direct and channel partner lead pipeline
management, audience acquisition, and Get Your Pipeline Prescription
database marketing and management.
Find out why companies like ESET©, MedAssurant©, Nu Horizons©, Sun
Microsystems©, and Axway© have turned to DMP as their marketing ally in
the fast-moving healthcare arena. Our meticulous and focused approach can
deliver your value proposition by:
• Developing and building a database that is specific to your needs to
use for telemarketing, email, webinars and other marketing
DMA Echo Award Winner initiatives.
• Identifying the correct contacts within the organization and
determining their needs and business challenges.
• Using our proven lead nurturing process to take the prospect
through the pre-sales cycle.
The International ECHO Awards are
produced by the Direct Marketing • Generating quality sales leads and appointments for your sales force
Association and are considered the Oscars of and channel partners.
direct marketing. A highly coveted industry
honor, the ECHO is the only comprehensive
international direct marketing award How can Direct Marketing Partners help you uncover
recognizing excellence in strategy, creativity
opportunities in the healthcare market?
and results.
Call 800-909-2626 x4 or email info@dirmkt.com
to find out today!
2045 Hallmark Drive, Suite 5
Sacramento, CA 95825
800-909-2626 ext. 4
Email: info@dirmkt.com
©2011 Direct Marketing Partners www.directmarketingpartners.com
All Rights Reserved