HLTH 2024 in Las Vegas was a key event for our client, a SaaS HealthTech startup providing patient management solutions for large hospital systems and private practices. They saw HLTH as an opportunity to get in front of decision-makers in healthcare, but past conference experiences had left them frustrated with low-quality connections.

"We’d attend these big conferences but end up talking to the wrong people—so much noise and no focus. It felt like a waste of time."
– CEO, HealthTech SaaS 😶‍🌫️ Client

This time, they wanted to approach HLTH 2024 differently. Their goal wasn’t just to meet people—it was to secure high-value meetings with decision-makers in the healthcare space, including hospital administrators and heads of patient services, to showcase their platform’s value and gain feedback for future development.

The Challenge

Conferences like HLTH are busy and chaotic, and attendee lists are often unavailable. Finding the right people to connect with ahead of time required precision targeting and innovative strategies.

"We needed a plan to cut through the noise and focus on high-value connections. Otherwise, it’d just be another conference with no ROI."
– CEO, HealthTech SaaS Client

Solution

We crafted a multi-channel, highly targeted campaign to identify and engage decision-makers attending HLTH 2024. By leveraging social signals, scraping techniques, and personalized outreach, we packed their calendar with meetings that mattered.

Steps We Took

1. Sourcing the Leads

Finding attendees for HLTH 2024 was the first challenge, as there wasn’t an official attendee list available.

Here’s how we tackled it:

• Scraped LinkedIn posts, hashtags, and mentions of “HLTH 2024” to identify potential attendees.

• Used AI to analyze whether the posts indicated they were attending or simply discussing the event.

• Enriched the data with contact details, resulting in a list of 300 leads planning to attend the conference.

This process ensured we only targeted relevant individuals, cutting through the noise.

2. ICP Qualification

Next, we narrowed down the list to focus on those who matched the client’s Ideal Customer Profile (ICP):

• Hospital administrators managing patient workflows and operational efficiency.

• Private practice owners exploring tech solutions for patient retention and scheduling.

• HealthTech consultants influencing tech adoption within healthcare systems.

Using Clay, we enriched the scraped profiles with additional data such as company size, job titles, and recent LinkedIn activity. Then, we used AI-driven prompts to score and prioritize leads based on their alignment with the ICP.

3. Personalized Copywriting

The outreach campaign was built on personalized and conversational messaging tailored to each prospect’s social activity:

• Example 1 (Social engagement):

  “Hi {{firstName}}, I noticed your recent post about attending HLTH 2024—excited to see someone passionate about {{topic}}! Would love to connect at the event to share how we’re helping hospital systems streamline patient workflows.”

• Example 2 (Thought leadership):

  “Hi {{firstName}}, saw your talk on {{topic}} at HLTH last year. Are you exploring tech solutions for {{specificChallenge}}? Would love to chat at the conference!”

The copy was friendly, relevant, and focused on opening conversations, not hard selling.

4. Multi-Channel Campaign Execution

We launched a multi-channel campaign to maximize outreach effectiveness:

• LinkedIn Outreach: Used HeyReach to automate personalized messages while keeping them conversational and engaging.

• Email Campaigns: Followed up with tailored emails, including case studies and value propositions for healthcare systems.

This two-pronged approach allowed us to engage prospects across their preferred communication channels.

5. Scaling and Sequencing

To ensure the campaign delivered results in a short timeframe, we:

• Built out personalization at scale, ensuring every message felt tailored.

• Sequenced outreach to start 10 days before HLTH and intensify in the 10 days leading up to the conference.

• Tracked responses in real-time to optimize follow-ups and maximize meeting bookings.

Results

In just 3 days of focused outreach, the campaign delivered:

• 300 Leads Contacted: Carefully sourced and enriched with intent signals.

• 25 Meetings Booked: Secured with high-value healthcare decision-makers.

• $380k Closed-Won Revenue: With multiple ongoing conversations for future deals.
  

Why It Worked

This campaign was successful because it:

1. Identified High-Value Prospects: Leveraged social signals and AI to target attendees most aligned with the client’s goals.

2. Prioritized Personalization: Tailored messaging resonated with prospects, cutting through conference noise.

3. Used Multi-Channel Outreach: Combined LinkedIn and email to engage prospects where they were most active.

4. Executed with Precision: Scaled outreach without sacrificing relevance or quality.

"We couldn’t believe how targeted and efficient the campaign was. Our calendar was packed with the right people, and the ROI was clear immediately."
– CEO, HealthTech SaaS Client