How a Paris MedTech Supplier 3x'd Pipeline in 45 Days with AI Outbound

Client

Paris-headquartered MedTech supplier (anonymised on request)

Engagement

8-week sprint, then ongoing pipeline retainer

Industry

MedTech & Healthcare

In Paris, a MedTech supplier was hitting the 'Enterprise Wall.' Their targets — hospital procurement heads and clinical directors — are among the most insulated decision-makers in the world. Standard broad-reach marketing was proving too slow and too generic to penetrate these highly specialized layers.

The internal sales team couldn't reliably secure meetings with clinical directors across Europe. Every outreach attempt felt like shouting into a void. Procurement cycles for medical devices are long, gatekept, and based heavily on trust — meaning the barrier to a first meeting is exceptionally high.

1. 01

   Defined the Ideal Customer Profile at the role + cycle level

   We didn't target hospitals — we targeted procurement directors and clinical directors at hospitals that were already in an active buying cycle for medical supplies. That distinction is the entire game in MedTech outbound. We built the ICP from buying-signal data: published RFP activity, recent role changes, equipment-budget cycles, and group-purchasing-organisation memberships.

2. 02

   Enriched a clean, French + EU-compliant dataset

   We layered Apollo, LinkedIn Sales Navigator, and several hospital-specific data sources, then ran every record through a GDPR-compliant cleaning pipeline. Bounce-prone addresses removed, role titles normalised, language preferences inferred, opt-out lists honoured. The result was a small but extremely high-quality target list — the opposite of the spray-and-pray approach the team had tried before.

3. 03

   Engineered compliance-aware messaging in EN + FR

   Every email and LinkedIn message was drafted in both English and French, audited for procurement-language tone, and run past a clinical-director sense-check before going out. We avoided generic AI fluff completely — each touch referenced a procurement-specific challenge (sterilisation supply chain, accreditation timelines, cost-per-unit benchmarking) that resonated with the actual decision the buyer was making that quarter.

4. 04

   Sequenced across email + LinkedIn + warm voicemail

   We ran a five-touch sequence over 14 days: two email touches, two LinkedIn touches, and a personalised voicemail. The voicemail was the surprise — it cut through the noise of email inboxes that procurement heads simply don't read. Reply rates on the LinkedIn + voicemail combo were 3x higher than email alone.

5. 05

   Wired booked meetings straight into the sales cycle

   Every meeting booked through the engine landed in HubSpot with full conversation context, the buying-cycle hypothesis, and a pre-call brief for the salesperson. The sales team stopped 'cold-prepping' for first meetings and started walking in already-informed. Close rates on the meetings the engine generated were notably higher than on inbound MQLs.