Demandbase > Case Studies > Caregility's Rapid ROI and Targeted Approach with Demandbase One

Caregility's Rapid ROI and Targeted Approach with Demandbase One

Technology Category

Platform as a Service (PaaS) - Application Development Platforms

Applicable Industries

Equipment & Machinery
Healthcare & Hospitals

Applicable Functions

Procurement
Sales & Marketing

Use Cases

Time Sensitive Networking

Services

Cloud Planning, Design & Implementation Services
Training

About The Customer

Caregility is a virtual care platform for medical providers and clinicians. They offer a wide variety of online patient experiences, including telehealth and mobile devices for patients to read their vitals through wired devices. They support about 1,500 hospitals, 63 health systems, 10,000 devices and carts, and connect to somewhere around 4 million sessions annually. With such a diverse group of customers and use cases, they needed a way to segment their targets and deliver highly tailored, relevant messages. They are based in Eatontown, New Jersey, and have 125 employees.

The Challenge

Caregility, a virtual care platform for medical providers and clinicians, offers a wide range of online patient experiences, supporting about 1,500 hospitals, 63 health systems, 10,000 devices and carts, and connecting to around 4 million sessions annually. With such a diverse group of customers and use cases, they faced the challenge of segmenting their targets and delivering highly tailored, relevant messages. They needed a way to engage multiple prospects within an organization earlier in the buyer’s journey, as not everyone understood that their one solution could work in so many different departments. Prior to working with Demandbase, Caregility did not have an account-based marketing (ABM) program in place.

The Solution

Caregility implemented Demandbase One: ABX Cloud & Advertising Cloud to establish an account-based marketing (ABM) program. They used Demandbase to gain insights into who they should target, when they should engage, and what they should say based on the types of content the prospect is consuming. These insights were shared with sales, aligning the two teams and enabling hyper-targeted marketing. Caregility used Demandbase to advertise multiple value propositions into targeted accounts, quickly and at a much lower cost than they were spending previously. They engaged prospects with nurturing campaigns before they visited their website, all through the Demandbase platform. Demandbase provided the data and insights Caregility needed and enabled them to take action on it automatically.

Operational Impact

With Demandbase, Caregility has been able to align sales and marketing around powerful insights to engage the right person at the right time with the right message. They now have access to account insights they’ve never had before, especially the “observed content” or intent data. This allows them to deliver ad messages that the prospect really cares about, while also enabling their sales team to engage the right person at the right time with the right message. Before Demandbase, Caregility planned their advertising manually using multiple channels, which didn’t guarantee they were reaching their targets. Now, they’re able to target their advertising more effectively and efficiently.

Quantitative Benefit

Caregility is now able to target organizations that are late in their buying cycle and getting ready to buy, maximizing their ad spend around tradeshows.
They are advertising multiple value propositions into their large target accounts quickly and at a much lower cost than they were spending previously.
Caregility realized a great return on investment quickly with Demandbase.