ABM Case Study: €15,000,000 Pipeline Influence Through Executive-Level Engagement Across Major Healthcare System

“Partnering with Arlo marketing on a tightly coordinated ABM campaign gave Stalis the strategic lift we needed. In the lead‑up to the private healthcare conference in Ireland in November, Arlo’s event design, content and outreach ensured our presence was both visible and valuable. The campaign accelerated pathways that would otherwise have taken months, and it did so through credibility and value rather than pressure.”

December 2025 I By Arlo Marketing

WHAT WE DID

  • Stalis chose to partner with Arlo Marketing to enhance their strategic positioning within a major national healthcare system undergoing significant digital and enterprise platform modernisation.

  • The landscape was complex, involving national policy influencers, regional digital leaders, advisory firms, technology vendors, and multi-layered governance.

  • Arlo’s objective was to create genuine, high-value access to decision-makers in alignment with national programme deadlines, shaping relationships built on credibility as opposed to sales pressure.

  • Arlo developed a multi-touch ABM programme combining events, thought leadership content, digital engagement and hyper-personalised outreach with the Stalis executive team.

WHAT WE ACHIEVED

  • 6 high-value 1:1 meetings with national and regional leaders

  • €15,000,000+ pipeline influence

  • Secured a confirmed meeting with the national COO

  • Invite-only executive roundtable achieved 90% attendance 

  • 90% of those leaders were precisely the ABM personas we targeted

  • 83,000+LinkedIn campaign impressions (against the 25k target)

  • +280% increase in new followers from account organisations and seniorities

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Alignment with a national vision

Stalis has been working regionally for more than 20 years, supporting digital transformation and data modernisation programmes across the health system. As the region prepares for a major 10-year transformation initiative through more efficient and more equitable care, Stalis sought to deepen its long-standing relationships and reinforce its expertise at a pivotal moment. The organisation is directly aligned with the national vision for a connected, interoperable and data-driven health service, where collaboration between patients, professionals and technology partners has never been more vital. 

To strengthen visibility and strategic positioning ahead of this next decade of change, Stalis partnered with Arlo Marketing to engage a large and complex healthcare ecosystem made up of national policy influencers, regional digital leaders, advisory firms, technology vendors and layered governance structures. 

Our goal was clear: to create meaningful access to the decision-makers shaping national digital strategy, and to do so through credibility, value and influence rather than pressure. 

To achieve this, Arlo designed a multi-touch ABM programme combining high-impact events, thought leadership content, digital engagement and curated outreach, ensuring Stalis showed up in all the right rooms at the moments that mattered most.

Raising Stalis’ Profile

Together with Stalis, we built a strategy to:

  • Raise their profile at both national and regional leadership levels

  • Position Stalis as a trusted partner in data services across multiple sites

  • Strengthen relationships with advisory and consulting firms influencing national direction

  • Foster genuine partnerships with key personas built into the campaign 

  • Build a scalable ABM model that could support long-term growth across multiple Enterprise prospects

Every touchpoint across the campaign was built with credibility, strategy, and to position Stalis as a thought leader.

“Partnering with Arlo Marketing on a tightly coordinated ABM campaign gave Stalis the strategic lift we needed. In the lead‑up to the private healthcare conference in Ireland in November, Arlo’s event design, content and outreach ensured our presence was both visible and valuable. On the day, that preparation translated into senior‑level engagement that went beyond hallway chats into substantive conversations about the realities of healthcare data modernisation—how to de‑risk migration, simplify integration and make archiving work operationally. The campaign accelerated pathways that would otherwise have taken months, and it did so through credibility and value rather than pressure.”

Kate Bryan - Chief Transformation Officer at Stalis

Executive Engagement 

Our strategic growth marketing programme allowed significant access and influence for Stalis. Arlo helped deliver:

  • An in-person meeting between Stalis’ CEO and the national COO

  • New introductions through advisory partners

  • Re-engagement with a senior policy influencer within the health system

  • Follow-up interest from regional transformation leaders

  • A strong signal of future collaboration with a major consulting firm

These kinds of engagements are extremely difficult to secure, and they happened because of consistent, orchestrated touchpoints across the campaign. We talk more about the influence account based marketing has on the wider GTM approach in our recent blog post. 

Events - Thought Leadership That Drew the Right Crowd

Events were a pivotal deliverable across the campaign - deliberately designed to be small, senior, and high-value. Across the quarter, we successfully delivered;

Executive Leadership Roundtable - We created and delivered an invite-only roundtable in partnership with key technology and advisory partners.

Results:

  • €15,000,000+ influenced pipeline

  • 90% attendance

  • 90% matched our exact ABM target personas

  • 6 executive meetings secured

  • Strong alignment with partners, reinforcing Stalis’ position in the ecosystem

This became the standout moment of the campaign.

National Digital Health Conference

Arlo secured high-visibility positioning that included:

  • A keynote delivered immediately after a national COO

  • A panel featuring the Stalis CEO

  • Engagement with 50+ senior leaders

National Awards Sponsorship 

  • Front row table - Stalis CEO sat with decision makers from target account

Private Healthcare Summit

  • Prime speaking slot directly after a national health executive

  • New discussions with private and voluntary sector leaders

Digital ABM - Right People, Right Messages, Right Time

Our paid LinkedIn programme surpassed every benchmark.

We reached digital directors, transformation leaders, clinicians, programme sponsors, and ecosystem partners - precisely the audience this campaign needed.

Content That Supported the Conversation

We deployed strategic content to enhance credibility:

  • A digital transformation whitepaper used in partner and executive outreach

  • Case studies that hit all download and conversion goals

  • Supporting materials that reinforced expertise in migration, data quality, and system modernisation - all aligned with Stalis’ wider GTM vision for 2026.

This content quietly strengthened trust throughout the campaign and now stands as a key asset that will continue to support high-level conversations into next year.

Cross-Market Visibility

Although the campaign focused on one national healthcare system, it generated interest from leaders in other UK regions and healthcare organisations.

This created wider opportunities, strengthening Stalis’ overall position heading into 2026, and further accounts prime for ABM.

Commercial Outcomes for Stalis - Delivered by Arlo;

✔ €15,000,000+ influenced pipeline
✔ 6+ executive meetings with high-priority leaders
✔ Clear uplift in reputation, trust, and brand awareness
✔ Strengthened partnership pathways with global consulting firms
✔ Foundations laid for major digital transformation opportunities
✔ A refined ABM blueprint ready for expansion in 2026

A Lean Budget 

Despite operating with a lean (albeit flexible) budget, this campaign delivered impact well beyond its scale. Every investment was intentionally targeted, focused on the channels and touchpoints that would create the greatest strategic lift for Stalis. The agility of the budget allowed us to pivot quickly, extend what was working, and capitalise on emerging opportunities in real time. Rather than spreading spend thinly, we concentrated resources where they would meaningfully advance executive engagement and pipeline influence. The result was a cost-efficient ABM programme that punched far above its weight, demonstrating that smart orchestration and precision targeting can drive significant commercial value even within tight financial constraints.

Momentum into 2026

This programme showed exactly what happens when ABM is done properly:

The right blend of events, content, outreach, and digital touchpoints coming together to build real relationships with the people who matter.

For Stalis, we opened doors quickly and strategically, that otherwise could have taken months and helped them step confidently into conversations that shape national digital health strategy.

With this momentum carrying into 2026, now is the perfect time to explore how ABM and strategic account mapping can accelerate your enterprise deals. Get in touch to learn more.