Case Study

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Who is Casenet?

A leader in healthcare technology, Casenet aligns data and resources to allow health plans to manage care with confidence. Casenet's configurable, scalable population health management platform unites disparate data sources, enabling a more comprehensive view of members. As a result, health plans can improve the delivery of care at appropriate costs.

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Already an established player in the healthcare technology space, Casenet was utilizing its strong library of content to drive inbound leads for its sales team. Casenet wanted to increase outbound activity to generate sales qualified leads.

Casenet needed a team to qualify and nurture inbound leads and generate qualified meetings from outbound efforts. This team had to be persistent and detail-oriented while delivering consistent net-new leads. Casenet needed the team to build the sales development program from the ground up, including reporting structure, messaging, and ICP.


Casenet selected dD's Outbound service to plan and execute the above objectives, and ultimately generate pipeline revenue and net new leads.

Project Scope:

• dD Certified Sales Development Rep (SDR) to execute both inbound & outbound prospecting campaigns and promote Casenet's marketing materials.

• Director of Client Engagement (DCE) to plan, analyze and compile reports on the program's progress.

• Proprietary dD Sales Development Process that identifies key target accounts (matched to an ICP) and effectively adds contacts, generates pipeline and passes qualified sales-ready opportunities to the Casenet team.


Casenet kicked off a program consisting of inbound lead qualification and concerted outbound lead generation. The team has been able to expand its work to include event registration and follow-up when needed and remains a flexible and valuable addition to the Casenet team.

Program Results

The dD Outboud program by the numbers:

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On average, demandDrive is generating one (1) new forecastable opportunity a month

That boils down to an SQL / week

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Total closed won revenue from demandDrive generated leads valued at ~$19.8M

That’s a program ROI of ~40X

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Open opportunity pipeline of demandDrive generated leads valued at $12.8M

Solid long-term health

“demandDrive has been a true sales partner. They deliver results and are an integral component of our sales organization.”
— Bonnie Lucia, Vice President, Marketing @ Casenet

Casenet remains a demandDrive customer (5 years and counting) and cites the relationship as one of the key reasons for their continued success. Specifically, it's demandDrive's ability to build out and scale a full sales development program from the ground up while hitting lead and revenue goals on a consistent basis that impresses the most.

Let’s see what we can build for you.