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Vivian Health is the largest and fastest-growing marketplace for healthcare talent, connecting staffing agencies, hospitals, health systems, and post-acute providers with qualified candidates actively seeking roles. Their platform includes an app that clinicians love using to find their next position, creating great experiences for both candidates and recruiters.
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For Vivian's marketing team, led by Director of B2B Marketing Arielle, managing inbound leads in healthcare presented unique challenges. With two distinct sales teams targeting different market segments, ensuring leads reached the right representatives quickly was crucial.
Their previous process highlighted several pain points:
It's really important to us that when somebody is coming in wants to talk to us, they're speaking to the right person. Um, and so we were basically solving that with an inbound leads form that went directly to Slack. Somebody would submit their information, we got pinged on Slack and then the sales team was expected to follow up and book a meeting.
Vivian Health reimagined their lead handling process with RevenueHero by building a system that worked within healthcare's strict requirements:
The transformation was significant and measurable:
For B2B healthcare marketers, Vivian Health's experience offers valuable insights. ”For those of us who are in health tech, especially those who sell into hospitals and health systems, we know that it can be really challenging to have emails delivered to those servers,” Arielle explains.
“They have been the targets of so many cyber attacks. And what that means for marketers is that you have to be really creative about how you're getting in touch with these folks.”
Their solution? Using scheduling automation to bypass traditional communication barriers.
"Having a scheduler does more than just get the meeting on the books. It actually can get around some of those important cybersecurity initiatives that these folks have."
When evaluating scheduling solutions, several factors made RevenueHero stand out:
The setup for a meeting is really clear in the app - how you define a meeting, how you bring on your salespeople, what the metrics are. You can really easily see who was inbound.
We have a Slack channel with the team and within minutes of asking a question, I always get an answer. That's a really excellent level of support that you don't really see a lot, especially with smaller marketing technology tools.
You also can see that in the way that the sales team always asks about Revenue Hero and how we can change and tweak things. And every single time the answer to their question is when they ask, can we do this? The answer is always yes.
We used a different solution before and there were multiple weeks of no leads getting booked because of something that was set up incorrectly.
With RevenueHero, there was a person logging in via Salesforce and it kind of broke an integration, and it was Revenue Hero who brought that to our attention that something wasn't working versus us figuring it out two weeks later of not getting leads booked.
By focusing on creating frictionless experiences that work within healthcare's unique constraints, Vivian Health has built a scalable approach to lead management. Their success demonstrates how the right technology can help navigate complex B2B healthcare sales processes while maintaining high conversion rates.
In our business, it's really all about nurturing relationships and reinforcing our brand and thought leadership…our industry is big, but it's small. So it's important to us that we have a really clear value prop and that we're consistent.
By combining automation with industry-specific needs, Vivian Health has built a lead management process that works for both their team and healthcare customers.
Sometimes we look a little bit too closely on the opportunity cycle, but looking a little bit further up the funnel can help with the rest of the pipeline. Make sure you're considering the entire pipeline when you're thinking about closing gaps and improving processes.
If nothing else has sold you on RevenueHero, Hopefully these traditional marketing tactics will.
