Accelerated pipeline growth and established a foothold in EMEA and the Middle East for Asimily
Health Tech
Turning Health Tech Compliance-First Buying Committee Into Qualified Pipeline
Industry Expertise & Results
Health tech buying committees are unusually layered: a single deal can require sign-off from a Chief Compliance Officer or CISO on the security and HIPAA side, and separately from a clinical or operational buyer — a pharmacy director, an administrator, a lab manager — who actually uses the product. memoryBlue has generated 1,800+ Sales Accepted Leads across its health tech portfolio, with programs built to reach both sides of that committee, not just the easier one.
The Category Problem
Health tech vendors run into a specific version of the buying-committee problem, confirmed across memoryBlue own engagements in this vertical:
Compliance and security sign-off happen on a separate track from the clinical or operational decision. Clearwater Compliance program had to reach Chief Compliance Officers, CISOs, CIOs, and HIPAA Compliance Officers — any one of whom can stall a deal.
The actual end user is often a clinical or operational role a generic tech SDR has never spoken to — a Director of Pharmacy, a Lab Manager, a Manager of Patient Experience — not a familiar IT title.
Expanding into a new region carries real risk before a market is proven. Asimily needed to break into the Middle East and EMEA but faced cultural differences, low brand awareness, and a niche hospital IT/security audience — without wanting to commit to permanent local hires before demand was validated.
How memoryBlue Helps
- Fluent on the compliance side of the committeeClearwater Compliance program reached Chief Compliance Officers, CISOs, CIOs, and HIPAA Compliance Officers directly, running at an 8.48/10 lead score across a multi-quarter campaign with 2 dedicated SDRs.
- Fluent on the clinical and technical side, tooMolecular Devices needed reps who could speak to Senior Scientists, Lab Managers, and Principal Medical Device Directors — not a generic IT pitch. The program produced 175+ meetings in 10 months and $14M in pipeline.
- Flexible engagement models, not one fixed structureCynerio returned to memoryBlue across both Pay-Per-Meeting and SDaaS engagement models, reaching CISO, Director of IT, and VP of Cybersecurity personas at accounts including Cardinal Health, at an 8.43/10 lead score.
- A way to test new markets before committing headcountAsimily entered the Middle East and EMEA with accelerated pipeline growth and real local-language, local-culture credibility — establishing a foothold ahead of competitors without needing to hire locally first.
- Programs built to run for years, not a single quarterHomecare Homebase has run its program since 2019 with no internal SDR team, generating $19–20M in pipeline and $5M in revenue over a recent 12-month stretch from 1,221+ outbound occurred leads.
Case Studies
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Gary Bourton
CEO
QiO Technologies
“Amazing Day-to-Day Team Support”
Manjit Dhillon
European SDR/Inside Sales Leader
Vertex Inc.
“Great Comms and Very Proactive to Work With”
Claire Spahr
Senior Manager, Product Marketing
PDI Technologies
“Outstanding Communication and Client Responsiveness”
Jess DiBella
Commercial Account Manager
MarketCast
“They’re Always Thinking Outside the Box”
Brandon Howard
Sr. Global License Compliance Representative
Autodesk
“Highly Skilled Team, Immediate Revenue Impact”
Mark Jones
VP of Market Growth, North American Emerging Markets
Actionstep
“Great Team — Adept at Quick Ramp”
Ed Derse, Sr.
Sales Manager & Consultant
Kairos Data Communication
“memoryBlue Delivered!”
Scott Gainey
CMO
Nile
“Excellent 1 Year+ memoryBlue Experience”
Todd While
VP, Sales & Business Development
Apcela
“Third Time Is a Charm… Again!”
Matt Kreig
Graphiant
“Multiple Time Customer”
Key Priorities
What Prospects Are Actually Asking For
Health tech vendors tend to ask about credibility on the compliance side before anything else: whether memoryBlue reps understand HIPAA and healthcare-specific security concerns well enough to hold a real conversation with a Chief Compliance Officer or CISO, and separately, whether the same program can also reach the clinical or operational buyer who will actually use the product. Testing a new geography without committing to local headcount — as Asimily did in the Middle East and EMEA — is also a recurring ask specific to this vertical.
FAQs
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Does memoryBlue understand HIPAA and healthcare compliance well enough to talk to a Chief Compliance Officer or CISO?
Yes. Clearwater Compliance program was built specifically to reach Chief Compliance Officers, CISOs, CIOs, and HIPAA Compliance Officers, running at an 8.48/10 lead score — proof that reps can hold a credible compliance-specific conversation, not just a generic security pitch.
Can memoryBlue reach both the compliance/IT buyer and the clinical or operational buyer on the same program?
Yes. Molecular Devices program reached Senior Scientists, Lab Managers, and Principal Medical Device Directors, while KitCheck reached Directors of Pharmacy and Pharmacy Compliance Officers — clinical and operational personas most tech-focused SDR teams have never spoken to.
We want to test a new geographic market without hiring locally yet — can memoryBlue help with that?
Yes — this is close to what Asimily brought to memoryBlue. Rather than committing to permanent local hires before demand is proven, memoryBlue built pipeline and brand presence in the Middle East and EMEA with local-language, local-culture expertise, establishing a foothold ahead of competitors first.
Does memoryBlue offer flexible pricing models for health tech companies trying outsourced SDR for the first time?
Yes. Cynerio has run programs under both a Pay-Per-Meeting model and a full SDR-as-a-Service model across multiple engagements — the structure is scoped to what a health tech company is ready to commit to, not a single fixed contract type.
Does memoryBlue work with early-stage health tech startups, or only established healthcare vendors?
Both. memoryBlue has run long-standing programs for established platforms like Homecare Homebase (since 2019) and also built outbound functions from a standing start for earlier-stage companies like Health Loop, scoped to each company’s stage and go-to-market maturity.
Can we hire memoryBlue SDRs directly onto our own team once a program proves out?
Yes — multiple health tech clients have done exactly this, including Cynerio, after seeing a rep work the account directly rather than treating the engagement as purely outsourced long-term.
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