Work by Uchenna, founder of Thresh & Winnow, at a previous agency, before Thresh & Winnow. Client anonymised under NDA. This case study exclusively describes work directly attributable to Uchenna.
Case study 02 · Outbound · Health tech advisory
24+ meetings in two months for a health tech growth advisory.
A firm of senior operators wanted early-stage health tech companies that needed their help. Uchenna defined that market precisely in Clay, then wrote to companies when growth was on their minds.
- Client
- Growth and business development advisory for early-stage health tech
- Buyers
- Health tech founders and their investors
- Uchenna's role
- Market definition, qualification in Clay, signal campaigns, copy
The problem
Crunchbase’s filters couldn’t separate a health tech product company from a services firm, or a young startup from one that had outgrown the need for advisors.
The advisors helped most where startups were too small for easy access to large hospital systems, and facing growth problems for the first time.
Right after a raise, growth is the only thing on a founder’s mind.
What Uchenna did
- 01
Pulled a broad market from Crunchbase
Wide filters, so no possible health tech company was missed.
- 02
Qualified every company with Claygent
Kept companies selling health tech products, not services, still operating, and either founded in the last five years without funding or within three years of a round no later than Series A.
- 03
Ran a raise campaign to founders
Companies that raised in the last 12 months got a congratulations, the firm’s record helping health tech startups scale, and case study results.
- 04
Reversed it for investors
The same angle to VCs with health tech portfolios: the raise, which companies the firm could help, and results with similar ones.
- 05
Wrote the copy and ran the sends
About 4,000 emails over two months across all campaigns.
The result
24+
meetings booked in two months
1 in 4
messages got a positive reply on the best campaign
~$240k
estimated pipeline
Best campaigns (200 to 500 leads each): 1 positive reply per 4 messages to founders, 1 per 6 to investors; other campaigns ran lower. Estimate: 24 meetings × $10k, the low end of the client’s five-figure deals ≈ $240k; at about 25% meeting-to-close ≈ $60k revenue.