TytoCare, a virtual healthcare solution, used an account-based strategy to expand into the U.S. healthcare market, leveraging LinkedIn Sales Navigator for personalized data to identify buyer intent and connect with customers. Take a look below to learn more about the challenges they faced, solution, and results.

The Challenge 

TytoCare partners with top health plans and providers to deliver high-quality home-based primary care. To expand globally, they adopted an account-based strategy to target decision-makers within networks that align with their holistic care approach. They faced challenges when their databases lacked the insights needed to capture nuances in individual care philosophies, a key indicator of buyer intent.

The Solution

LinkedIn Sales Navigator enabled TytoCare to connect with customers with people-powered data, delivering deep insights that signal intent. The data available is essential to their targeting strategy. “LinkedIn allows you to build that casual connection with customers by understanding who the person is at a level that other data enrichment platforms simply can't because they aren’t curated by that individual like LinkedIn is,” notes Trapani-Goldberg.

The Results

• Company-wide Adoption: Sales Navigator became the primary source of truth for customer data across the organization.This adoption has become standard practice for the organization. 
• Warm Connections: Trapani-Goldberg explains, “We’re building our networks and engaging with other people's content, and people are engaging with our content, so they know who we are before we initiate that connection. It warms up the outreach significantly.”
• Buyer Intent Signals: Ben Gershon, Director of Business Development explains, “We save prospective accounts and leads so we’ll get notified on all the changes and trends that an account or prospect is having, which allows us to prioritize our work and see who may be open to buying our product.”
• Smart Features within Sales Navigator: Sales Navigator’s lists feature allows Account Executives and Business Development Representatives to collaborate on marketing campaigns. Becca Noy, Marketing Operations Manager, values the platform's account-mapping, noting “It’s the only platform where the prospect really ‘owns’ the data – they actually want their details listed there and therefore they ensure it's up-to-date. This is why the team begins in Sales Navigator in order to identify prospects."