# Case Study: 6.4x ROAS, Goal Hit by Q3 | Token Millennial > Cold outreach wasn't opening hospital doors. We reached clinicians on Google Search and gave reps evidence of that demand: 6.4x ROAS, and the 20-account annual goal hit by Q3. Source: https://tokenmillennial.com/results/hospital-adoption/ --- # 6.4x ROAS. _A full-year hospital account goal hit by Q3._ This healthcare company was struggling to break into major hospitals. Competitors had long-standing contracts, cold outreach wasn't getting anywhere, and leadership believed the market was locked down. We took a different approach. We used Google Search to reach clinicians actively looking for the product, then gave sales reps evidence of that demand to bring into hospital account conversations. By Q3, the company had reached its annual goal of 20 hospital accounts and delivered 6.4x ROAS. [Let's Chat Growth](https://tokenmillennial.com/contact/) ![A bright hospital corridor leading to a reception desk with a plant on the counter.](https://tokenmillennial.com/images/case-hospital-adoption.jpg) - 6.4x RETURN ON AD SPEND - Q3 ANNUAL ACCOUNT GOAL REACHED - 20+ MAJOR INSTITUTIONAL ACCOUNTS CLOSED ## The challenge: Hospital decision-makers weren't giving sales reps a chance. The company was trying to expand into major hospital systems, but its sales team kept running into the same problem. Established competitors already had contracts in place. And cold outreach wasn't giving hospital decision-makers a compelling reason to consider another vendor. Leadership believed the market was essentially locked down. But there was another audience the company wasn't reaching. The doctors and specialists who would actually use the product. These clinicians had their own needs and reasons to look for a better solution. The problem was that their interest wasn't making it into the conversations happening between sales reps and hospital decision-makers. Without evidence of that demand, reps had very little leverage to challenge existing vendor relationships. We needed to give them something more convincing to bring into those meetings. ### What we did We reached clinicians first and gave the sales team evidence they could use. We started with Google Search campaigns targeting doctors and specialists actively looking for solutions like the company's product. These campaigns focused on people already searching for information, rather than relying on cold outreach to create interest. We also built dedicated product landing pages that matched what those clinicians were searching for. When someone requested information or expressed interest, we captured that demand and connected it to the relevant hospital account. That became an important part of the sales process. Instead of approaching hospital decision-makers with another cold pitch, reps could bring evidence that clinicians associated with those institutions were already looking for the product. They could point to actual inquiries from medical professionals and use that interest to strengthen their account conversations. The campaigns helped identify demand. The sales team used that information to pursue institutional contracts. WORK DELIVERED - Google Search strategy and campaigns - Clinical-intent product landing pages - Inbound lead capture - Demand tracking by hospital account - Sales-ready data for account representatives ## 6.4x ROAS. More than 20 major hospital accounts closed. The company started the year with a goal of closing 20 major institutional accounts. By Q3, it had reached that annual target. The campaign also delivered 6.4x return on ad spend. And the results went beyond the advertising numbers. The time between an information request and a signed hospital account got shorter. Reps had stronger evidence to bring into conversations, and adoption expanded into new hospital systems. ### Account growth timeline 1. Q1 Building clinical demand Google Search campaigns and dedicated landing pages began reaching clinicians actively researching the product. 2. Q2 Turning inquiries into sales opportunities Tracked clinical interest gave reps evidence they could use in conversations with hospital decision-makers. 3. Q3 Annual goal reached The company hit its 20-account annual target ahead of Q4. 4. Q4 Original year-end deadline The team had already achieved its annual account goal. ## We gave the sales team a better reason to walk through the door. Before the campaign, reps were approaching hospitals where established competitors already had relationships and contracts. Leadership saw those contracts as a major barrier to growth. We focused on identifying clinicians who were already searching for a solution and making that demand visible to the sales team. Now, reps could enter account conversations with something specific: evidence of interest from medical professionals connected to those institutions. The result: 6.4x ROAS, more than 20 major institutional accounts closed, and the annual account goal reached by Q3. And as new hospital systems adopted the product, the company had a more effective way to identify and pursue additional opportunities. MORE RESULTS RETAIL · COSTCO PILOT ### 24 stores. Sold through in 4 weeks. A ten-week pilot needed to prove the product could move off shelves. It sold through in four, creating the path to expand into 199 Costco locations in under six months. [View Case Study](https://tokenmillennial.com/results/costco-retail-pilot/) ![Costco Wholesale announcement showing boxes of Drumroll mini glazed donuts coming to fridges in select Northeast stores.](https://tokenmillennial.com/images/case-costco-retail-pilot.jpg) REGULATED DTC ### From $16K to $650K a month. After an ad account ban, this brand went from $16K to $650K in monthly revenue in just six months. [View Case Study](https://tokenmillennial.com/results/regulated-dtc/) ![A hand holding an orange can against a blue sky as the drink sprays out of the top.](https://tokenmillennial.com/images/case-regulated-dtc.jpg) E-COMMERCE · SINGLE-SKU BRAND ### 23x the previous year's sales. A single-product e-commerce business reached $35,262 in Q2 sales, roughly 23 times what it generated during the same quarter the year before. [View Case Study](https://tokenmillennial.com/results/ecommerce-product/) ![A person in a workshop holding a small flashlight that lights up their hand.](https://tokenmillennial.com/images/case-ecommerce-product.jpg) HEALTHCARE · LASIK PRACTICE ### 63 new patients in 6 months. A patient acquisition campaign produced $252K in revenue on $63K in advertising spend, while reducing the time staff spent manually following up with leads. [View Case Study](https://tokenmillennial.com/results/lasik-practice/) ![Close-up of a person's blue eyes looking straight at the camera.](https://tokenmillennial.com/images/case-lasik-practice.jpg) 01 / 04 ## Your buyers might be interested before your sales team ever reaches them. If your team is struggling to get conversations with major accounts, there may already be people inside those organizations searching for what you sell. Let's talk about how to reach them, capture that interest, and give your sales team something useful to bring into their next meeting. [Let's Chat Growth](https://tokenmillennial.com/contact/)