Strengthening Healthcare Pipeline Through Targeted SDR Campaigns

10 Months

Campaign Duration

Outbound

Campaign Type

1

No of SDRs

Key Performance Indicators

$540K

$ value of pipeline generated

Meetings Scheduled

27

Number of Meetings Scheduled

Estimated SQL ROI

10X

Estimated Return On Investment

Revenue Growth Realized

$108K

Estimated Revenue Generated

Acquired

Funding Stage

11-50

Headcount

USA

HQ location

Healthcare

Target Industry

USA

Target Location

Healthcare Organizations

Target Persona

Table Of Content

Overview

Challenges Faced

Our Solution

Results Achieved

Future Outlook

Exclugo is a healthcare-focused software company providing AI-driven background checks and continuous monitoring services. They partnered with Whistle to support outbound sales development, enabling the internal team to focus on account executive responsibilities while Whistle managed SDR outreach and campaign operations. Whistle provided structured, multi-channel engagement to CRAs, strategic partners, and healthcare end-users.

Challenges Faced

  • Limited internal capacity to manage SDRs and outbound campaigns
  • High SDR turnover risk, with prior hires often lasting only one to three months
  • Need for structured processes to onboard SDRs and maintain campaign performance
  • Time-sensitive lead generation for industry conferences

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Our Solution

  • Assigned a full-time SDR to execute multi-channel outbound campaigns across CRAs, strategic partners, and healthcare end-users
  • Used phone, email, and LinkedIn outreach; phone was identified as the most effective channel
  • Managed event-based lead generation for the PBA conference via the Wova app
  • Refined strategies for targeting high-hiring organizations and monitoring non-compliance alerts
  • Ensured clear communication and collaboration through Teams, resolving technical access issues for the SDR

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“It was awesome to see a big shift at the conference. While I focused on engaging attendees, Whistle was behind me, driving activity to our booth and setting up in-person meetings.” – Yoni Raichlin, Director of Business Development

Results Achieved

  • Awarded for the most in-person meetings held at the PBA conference
  • Improved operational efficiency by allowing leadership to focus on account executive activities
  • Stabilized SDR campaign performance despite previous turnover and technical challenges
  • Established structured, clear processes for campaign execution and reporting

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Future Outlook

Following the stabilization of the SDR role and the establishment of structured reporting, Exclugo is positioned to maintain a consistent outbound engine. The successful integration of event-based lead generation suggests a scalable model for future industry conferences and strategic partner outreach.

Key Learning

Stability through Structured Onboarding

SDR stability is essential for maintaining momentum in fast-moving healthcare campaigns. Success requires structured support and clear onboarding processes to overcome technical challenges and prevent turnover

Multi-Channel Engagement Strategy

Combining phone, email, and LinkedIn improves engagement with CRAs and healthcare organizations. Specifically, phone outreach was identified as the primary driver for high-quality interactions in this sector

Impact of Dedicated Event Support

Managing conference-related outreach requires dedicated SDR resources to handle scheduling and real-time activity. This focus ensures higher booth traffic and a greater volume of in-person meetings.

Proven success with companies
in your industry

Real world results from companies that partnered with Whistle to generate qualified pipeline faster.
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