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Case studyAgentic AI healthcareFront officeEnterprise B2BSeven months

$1.02M ARR closed in seven months from LinkedIn and email

An agentic AI healthcare firm automating the front office for health systems had strong search and product-led growth, but no direct channel to the buyer. Codax built LinkedIn and email into two revenue engines, starting with the people already using the product.

$1.02M

ARR closed in seven months

$250K

Average contract value

$7M

Qualified pipeline created

74 / 28

Accounts engaged / qualified

About the client

Agentic AI healthcare firm

AI agents that run the front office of a health system

Before a patient is seen, someone has to book the appointment, take the intake, check the insurance, chase the referral and get the prior authorisation approved. In most health systems that front office still runs on phones, portals and spreadsheets. The firm builds AI agents that carry those steps through end to end inside the scheduling and records systems a hospital already runs, so patients are seen sooner and front desk teams stop working the phones. It sells to health systems, where patient access teams and clinicians use the product every day and the decision sits with the CIO, the CMIO and the operations executive.

Agents, not dashboards

Each agent completes the front office task, from booking to authorisation, rather than flagging it for a person to do.

Built into existing systems

The agents work inside the scheduling and records systems health systems already use.

Patients seen sooner

Less time on hold, fewer stalled referrals and faster access to care.

At a glance

Two channels that had produced nothing closed $1.02M in ARR

Before

Strong search and product-led growth. No outbound, no LinkedIn or email programme, no account list.

What we did

Users first on LinkedIn, then the buying committee by email, with webinars and ads built around it.

After

$1.02M ARR closed and $7M in qualified pipeline in seven months.

$7MQualified pipeline

Where the pipeline came from

  • Outbound, LinkedIn and email$5M
  • Inbound, webinars and content$2M

01 The situation

A high-value sale with no direct channel to the buyer

Every deal was worth around $250K and needed sign-off from a committee of three. Front office agents touch the scheduling and clinical systems, so the CMIO signs off alongside the CIO and the operations executive. The company had no way of reaching any of them directly.

$250K

Average contract value

3

Buyers on every deal: CIO, CMIO and operations

0

Revenue from LinkedIn or email at the start

The company waited to be found.

Search and product-led growth were both working, and both were indirect. Nobody was opening accounts, threading the committee or staying present through a long cycle.

Exhibit 1. Five gaps, and what each one cost

No outbound

No sequences, domains or verified list.

Never started a conversation

No account list

No research on health systems by fit.

No way to work the market

Dormant profiles

Executives silent on LinkedIn.

No point of view to find

Product content only

Nothing for the CIO or CMIO.

Nothing to send between meetings

No email or events

No newsletter, nurture or webinars.

Users never heard from them

The brief from leadership

Build LinkedIn and email into working revenue channels, measured on qualified enterprise pipeline and closed ARR. Do not touch what already works.

2

Channels to build from zero

7

Months to show it works

02 The approach

One team ran both engines, and the client hired no one

Four roles the client did not have to hire, one engagement, and about $2.47K a month in email and LinkedIn tooling.

The Codax team, under one accountable lead

  • Growth leadOwns pipeline and ARR, runs the pipeline review, moves budget
  • Outbound leadAccount list, committee maps, email and LinkedIn sequences, reply routing
  • Content leadExecutive voice, newsletter, webinar programme
  • Paid and designLinkedIn ads, retargeting, creative, landing pages
  • Marketing operationsCRM, routing, tracking, dashboard

Exhibit 2. Assess, Fix and Build were done in two months

M1M2M3M4M5M6M7
1 Assess
2 Fix
3 Build
4 Test
5 Scale

Site, brand and search were already strong, so both engines scaled from month three.

03 The strategy

Users first, then the decision makers

Product-led growth was already working one user at a time. The plan was to aim it at the health systems worth winning.

Two clinicians reviewing an X-ray together
The people using the product every day became the way into every account.

TRACK 1 · LINKEDIN

Reach the users

Every patient access lead, scheduler and clinician using the product inside a target health system, reached for enablement, not selling.

THE THRESHOLD

Five active users

No executive outreach until an account had at least five engaged users.

TRACK 2 · EMAIL

Then the committee

The CIO, CMIO and operations executive, pointing to adoption inside their own organisation.

THE RESULT

Faster, warmer deals

A named internal advocate and a shorter evaluation, because the product was already proven where it would be used.

Why it worked

Users were easy to reach and already convinced. The committee was hard to reach and not. Working both gave the company trust inside the organisation. It started as a test and is now the standard for every account, with an in-house team for user enablement.

5+

Users engaged in every account closed

2x

Reply rate with a user track

04 The work

What was done, phase by phase

With a strong foundation already in place, the phases compressed.

1

Assess and Fix

Month 1

The assessment and the foundation ran side by side, so outbound could start at the beginning of month two.

01

Adoption signal was unused

Dozens of target accounts had product users and no enterprise conversation. They went to the top of the list.

02

The CMIO opened the door

The clinical informatics lead was most likely to respond first, so sequences were written to that role.

03

Search authority was content

The company already ranked for the problem. That material became the webinar topics.

04

The foundation took weeks

Domains, CRM, list and profiles were done inside month one.

2

Build

Months 1 to 2

Two engines against one account list. Outbound reached the account. Inbound kept the committee close.

Email sequences

Written per role and sent under the CEO's name.

LinkedIn sequences

From the CEO's profile, timed against the email.

Adoption-led outreach

Accounts with active users worked first.

Reply routing

Positive replies reach sales the same day.

Webinar series

Monthly from month two, with a health system speaker.

Executive content and ads

Weekly posts, and retargeting on everyone who engaged.

3

Test

Months 2 to 3

Each element ran as a four to six week test against the same account list. These are the winners, and how far ahead they finished.

Persona

Lead with the CMIO

2.1x meetings

Sender

Signed by the CEO, not an SDR

3x replies

Webinar format

A health system speaker

2.6x registrations

Ad audience

Retargeting over cold titles

4x cheaper meetings

User track

Committee plus product users

2x replies

The outcomes brief also beat the ROI model on replies and meetings. The ROI model was kept for the procurement stage.

A clinician with patients during a consultation

One webinar, six weeks

The people who use the product told the story

A health system speaker beside the firm's head of patient access. Product users invited on LinkedIn, the committee by email, ads to CMIO and CIO titles, and every registrant followed up by the CEO.

164

Registrants, 72% from target accounts

34

Discovery calls

5

Webinar sessions

618

Registrants, 71% matching the ICP

43%

Live attendance

$1.1M

Pipeline from webinars, of $2M inbound

4

Scale

Months 3 to 7

From month three, budget and volume moved to what had converted.

Lead with the CMIO

All first-touch sequences and ads to clinical informatics.

A user track for every account

Users by LinkedIn, the committee by email.

CEO as the sender

Every sequence, invitation and ad under his name.

Customer-led webinars

Every session with a health system speaker.

Retargeting first

Paid budget on retargeting and the named list.

05 The impact

$1.02M ARR closed in seven months, on $7M of qualified pipeline

Exhibit 3. Qualified pipeline, cumulative

0M2M4M6M8M$2.3M$3.8M$5.1M$7.0MMonth 4Month 5Month 6Month 7

Exhibit 4. ARR closed, cumulative, USD

187K
Month 4
412K
Month 5
574K
Month 6
1.02M
Month 7

$5M

Qualified pipeline, outbound

$2M

Qualified pipeline, inbound

61 days

First touch to first meeting, median

0

Hires added to run the two engines

Exhibit 5. 74 health systems engaged, 28 in qualified pipeline

Researched

Health systems

Profiled against the ICP, then narrowed to the working list.

74

Deeply engaged

Several interactions and a meeting with a committee member.

28

Qualified opportunity

Scoped need, named budget owner and a next step in the CRM.

Exhibit 6. The audience built belongs to the client

StartMonth 7
CEO profile followers
8,900 +187%
Clinical lead followers
4,300 +207%
Company page followers
11,200 +75%
Warm retargeting audience
4,700 new
Newsletter subscribers
2,340 new
Webinar registrants
618 new
Clinical staff moving through a hospital corridor

The work reached the health systems worth winning.

Seven months on, both engines run against one account list, and every account closed had users inside it before the committee saw a proposal.

74

Health systems deeply engaged

28

In qualified pipeline

$250K

Average contract value

Exhibit 7. Results arrived in the order the method predicts

  1. Month 1Assessment complete. Account list agreed. Domains warmed. Profiles, CRM and collateral in place.
  2. Month 2Sequences live under the CEO's name. First webinar. First enterprise conversation from outbound.
  3. Month 3Tests concluded. CMIO first, user track and CEO as sender adopted. Newsletter launched.
  4. Month 4First ARR from outbound. Qualified pipeline $2.3M.
  5. Month 5ARR closed $412K. Qualified pipeline $3.8M.
  6. Month 6ARR closed $574K. Qualified pipeline $5.1M.
  7. Month 7$1.02M ARR closed. $7M qualified pipeline, $5M outbound and $2M inbound.

Client perspective

“Selling to health systems is naturally hard. Codax's strategy reinvented how we looked at growth. Enterprise accounts took far longer for us to close before, and our product-led motion was underused. Codax combined the two into a strategy that was the best fit for us.”
Chief Executive OfficerAI healthcare company

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