Healthtech
21 meetings in 16 weeks: AI-driven outbound for a clinical research platform.
Manifold, an AI-powered clinical research platform, wanted to reach biotech, biopharma, CRO and diagnostics buyers ahead of its Series A. In 16 weeks Get-To-Rev built an outbound and retargeting system on Clay, HubSpot and Reply.io. It contacted 3,000 buyers at 1,800 companies and booked 21 meetings. Five became clients.
3,000 across 1,800 companies
Buyers contacted
1,200+ (12% connect rate)
LinkedIn connections
11.8%
LinkedIn reply rate
32%
Email open rate
4.1% (complex SaaS, healthcare)
Email reply rate
21 (0.7% of contacts)
Meetings booked
5 (0.17% of contacts)
Client signups
$1.2M in revenue (as published)
Revenue
Challenge
The client needed to speed up partnership and client acquisition before its Series A and cut the manual work in sales, with outreach that was personalized and scalable.
Approach
- Weeks 1-4: foundation. Sourcing, ICP mapping and messaging. The first 200 leads built and personalized in Clay across all target segments, with lead scoring set up in HubSpot.
- Weeks 5-9: outreach automation. LinkedIn connection growth to 20 a day, Reply.io campaigns live, and engagement synced automatically into HubSpot lifecycle stages.
- Weeks 10-13: segmentation and retargeting. Solution and webinar campaigns, LinkedIn and Facebook video ads, retargeting on every platform, and automated progression from lead to MQL, SQL, engaged and opportunity.
- Weeks 14-16: optimization and handoff. RLSA switched to direct targeting, and sales handoff automation added with instant rep alerts and SDR or AE assignment.
What we learned
Model cost. AI classification across thousands of records gets expensive. Clients create their own OpenAI and Gemini API keys, which costs less than Clay's built-in AI. A cheaper model screens first and a stronger model analyzes only low-confidence records.
Company verification. Enrichment includes companies that have defaulted or been acquired, so each company's website is checked before outreach.
Founder involvement. LinkedIn connection and reply rates improved when a founder took part in the outreach personally.
Stack
Clay for lead research and enrichment, LinkedIn Sales Navigator for ICP targeting, Reply.io for cold outreach and sequencing, Zapier for workflow automation, HubSpot for CRM, scoring and lifecycle. Retargeting on Google Search (RLSA), LinkedIn Ads and Meta.