“The on-boarding process was easy and transition was very collaborative. We reduced costs, improved efficiency and saw quick results. CloudTask shared relevant, concise KPIs at weekly meetings which could be shared with leadership ”
Jennifer Solf VP of Marketing
MatrixCare is the largest technology provider in the long term, post-acute care industry. Their software solutions are used in more than 12,000 facility-based care settings and 2,000 home care and home health agency locations. MatrixCare signed up for CloudTask’s Managed Service for B2B Sales in 2016 to help them generate leads for their retail tracker, which captures charges by residents or employees and combines them into proper billing functions, including meal plans and payroll deduction.
MatrixCare was struggling with B2B lead generation specifically from the life plan community industry, which was a potential key market for their products.
The data in their sales system had not been updated for years, and their leads database was therefore messy and needed to be organized and updated.
MatrixCare was formerly called AOD software and some prospects still recognized them by that name. They needed a consistent messaging strategy to ensure prospects were not confused.
Identified the key companies and decision makers within the life plan community industry.
Identified MatrixCare’s retail tracker as the core product that would appeal to these specific personas.
Educated these specific buyer personas with messaging about how the retail tracker solved their specific pain points (e.g. it saves time by improving efficiency and increases customer satisfaction as residents and staff like to use it).
Used HubSpot to track and monitor leads, and to simultaneously clean up their existing database by eliminating old contacts and filling in gaps for any useful prospects.
Generated 15 qualified leads from the life plan community, which is a limited and highly specific network. 11 of these leads were dining directors, 3 were financial directors or CFOs and 1 was a clinical director.
72% of leads came from dining directors specifically, which is a great example of the success of the inbound sales and buyer persona targeting.
Cleaned 1277 contacts from the old database.
Seamlessly integrated Hubspot into their b2b lead generation strategy without having to train the MatrixCare sales or marketing team.
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