The Challenge
A medical technology company specializing in high-end diagnostic equipment faced a major roadblock: reaching the right audience through digital advertising. With a starting price of $40,000 per unit, their solution was built for a highly specific segment—medical professionals actively searching for diagnostic testing equipment.
Traditional Facebook ad targeting failed to isolate the right decision-makers, leading to inefficient ad spend and low-quality leads. To scale effectively, the company needed:
- A way to identify professionals actively searching for diagnostic medical equipment
- A strategy to ensure only qualified leads entered their sales pipeline
- A seamless integration between audience targeting and their outbound sales team
The Approach
To solve this challenge, the company leveraged AudienceCatalyst to refine their targeting strategy.
By using AudienceCatalyst’s audience segmentation, they executed a structured approach:
- Intent-Based Audience Targeting
Using a seed list of competitor brands and high-intent keywords, they built an ‘audience prompt’ designed to filter out general users and focus only on medical professionals with relevant search behavior.
- Real-Time Engagement Insights
They leveraged a custom AI model to identify user profiles that had searched for ‘diagnostic medical equipment’ within the past 24 hours—ensuring the audience was actively in-market for their solution.
- B2B2C Qualification Filtering
To eliminate non-relevant users, they applied an additional filter to match audience profiles against verified medical professionals. This step ensured only high-value prospects were passed to the outbound sales team.
- Seamless Sales Integration
The final audience segment was synced directly with the company’s outbound B2B team, allowing for immediate engagement with high-intent leads.
The Results
This hyper-targeted approach delivered game-changing results:
- 600+ Qualified Leads: The first audience list of just 60,000 medical professionals resulted in over 600 high-quality leads eager to book a demo.
- $24M in Pipeline Value: By focusing on the right audience, the company generated an impressive pipeline of potential revenue.
- Optimized Sales Efficiency: Sales reps were no longer chasing unqualified leads, allowing them to focus on high-intent prospects actively searching for their solution.
This case study highlights the power of AudienceCatalyst. By combining AI-driven segmentation with real-time search behavior insights, this medical technology company transformed their approach to lead generation—turning ad spend into a revenue-driving engine.