54 leads in a year. Each worth $250K to $300K, handed to a US sales team to close.

ITT Digital is a services company focused only on digital transformation in healthcare. It works with healthcare organisations on the systems and processes behind modern care delivery and operations.

Engagements are substantial, with average ticket sizes of $250K to $300K, and are closed by the company's sales team in the United States.

A narrow vertical with a finite list

Choosing healthcare only means a limited set of target organisations. Wasting a first conversation with the wrong message is expensive when the list cannot be refilled.

A sales team that needed qualified conversations

The US sales team was set up to close large engagements, not to prospect. It needed leads with a real initiative and budget behind them, not volume.

Define the healthcare buyer precisely

We built the target profile around healthcare organisations with active or likely digital transformation work, and the roles that sponsor it.

• Healthcare-only account selection
• Sponsor and influencer roles mapped per account

Build the pipeline account by account

Outreach referenced the organisation's own situation and the specific transformation work ITT Digital delivers, rather than generic IT services language.

• Account research before first contact
• Messaging specific to healthcare operations

Qualify, then hand off cleanly

Each lead was qualified against what the US sales team needed before it moved across, so sales time went to conversations that could close.

• Agreed qualification criteria with sales
• Handoff with account context attached

Funnel build

A working funnel was already in place, so the program started at the stages below.

Top of funnel

Healthcare-specific account research and targeted outreach.

Middle of funnel

Qualification conversations against criteria agreed with sales.

Bottom of funnel

Handoff to ITT Digital's US sales team to run the deal and close.

A year of focused work produced a pipeline sized for a high-ticket services business.

• 54 leads generated in one year.
• Average ticket size of $250K to $300K per lead.
• Every lead handed to ITT Digital's US sales team to close.

In high-ticket services, count leads by value

Fifty-odd leads a year is a strong result when each is worth a quarter of a million dollars or more. Set targets in pipeline value, then work back to the number of leads.

Agree the handoff before the first lead

Write down what a sales-ready lead looks like with the closing team. It stops arguments about lead quality and keeps sales time on deals that can close.

Vertical focus makes the message sharper

A firm that only serves healthcare can speak to healthcare problems in detail. Use that specificity in every touch instead of falling back to general IT language.