ABM Case Study: £65,000,000 Pipeline Influence Through Executive-Level Engagement Across Major Healthcare System

“Arlo delivered the most effective strategic marketing programme we have ever undertaken. Charlotte’s ability to combine account-based marketing, executive events, thought leadership and highly targeted outreach gave Stalis direct access to the most influential decision-makers in our target market. In a very short period the campaign influenced more than £65 million in pipeline, secured meetings with senior national leaders, and significantly elevated our profile across the healthcare ecosystem. What impressed me most was Charlotte’s strategic, commercial thinking and her ability to operate as a true extension of our leadership team. Every activity was professionally executed and tightly aligned to our growth objectives. Arlo Growth helped us build meaningful relationships that would otherwise have taken years to develop, and I would highly recommend Charlotte to any organisation looking to accelerate growth and open doors at the highest levels.”

Kieran Hughes - Chief Executive Officer at Stalis

December 2025 I By Arlo Marketing

WHAT WE DID

We designed and executed a multi-touch ABM programme built around four interconnected pillars: high-impact events, thought leadership content, targeted digital engagement and curated executive 1:1 meetings.Every touchpoint was orchestrated to reinforce a single message, that Stalis is the trusted partner for data modernisation across UKI healthcare. Our goal was to move relationships forward at a pace the traditional sales cycle could never match.The strategy was built to:Raise Stalis' profile at national and regional leadership levelsPosition the business as a trusted partner in data services across multiple sitesStrengthen relationships with the advisory and consulting firms influencing national directionFoster genuine partnerships with the ABM personas most likely to shape buying decisionsBuild a scalable model that could be replicated across other enterprise accounts

WHAT WE ACHIEVED

  • £65M+ weighted pipeline created

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

  • 90% attendance at the invite-only executive roundtable

  • 90% of attendees matched exact ABM target personas

  • 83,000+ LinkedIn impressions against a 25,000 target

  • +280% Increase in new followers from target account organisations

Events: Thought Leadership That Drew the Right Crowd

Events were central to the programme. We curated a number of in-person experiences deliberately designed to be small, senior and high-value. Each one served a specific strategic purpose.

  • Executive Leadership Roundtable The standout moment of the campaign. An invite-only event created and delivered in partnership with key technology and advisory partners.£15M+ in fully qualified, weighted pipeline90% attendance rate90% of attendees matched exact ABM personas6 executive meetings securedStrong partner alignment that reinforced Stalis' position in the market.

  • National Digital Health Conference High-visibility positioning with real authority signals: a keynote delivered immediately after a national COO, a panel featuring the Stalis CEO, and direct engagement with 50+ senior leaders.

  • National Awards Sponsorship A front-row table placement that put the Stalis CEO in direct conversation with decision-makers from priority target accounts throughout the evening.

  • Private Healthcare Summit A prime speaking slot immediately after a national health executive, which opened new discussions with private and voluntary sector leaders."

    In the lead-up to the Private Healthcare Summit in Ireland, 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 far beyond hallway chats, but into substantive conversations about how to de-risk migration, simplify integration and make archiving work operationally. The campaign accelerated pathways that would otherwise have taken months."

    Kate Bryan, Chief Transformation Officer, Stalis

Digital ABM: Right People, Right Messages, Right Time

The paid LinkedIn programme precisely targeted a carefully curated list of high-value stakeholders developed pre-campaign with the executive team - the exact decision-makers and senior stakeholders needed to maximise engagement and commercial impact.Every benchmark was surpassed. 83,000+ impressions against a 25,000 target, a 280% increase in followers from target account organisations and seniorities, and 50% increase in inbound lead gen forms.Content was developed to support executive and partner conversations, including a digital transformation whitepaper, case studies that performed strongly, and supporting materials aligned to Stalis’ 2026 go-to-market priorities. Together, these assets provided practical evidence of Stalis’ expertise in healthcare data services, and will continue to support business development long after the initial campaign.

Executive Access

The engagements this programme secured are the kind that rarely happen through conventional outreach. They happened here because of consistent, orchestrated touchpoints that built trust before anyone picked up a phone.A direct in-person meeting between the Stalis CEO and the national COONew introductions brokered through advisory partnersRe-engagement with a senior policy influencer within the national health systemFollow-up interest from regional transformation leadersEarly-stage signals of collaboration with a major global consulting firm.

A Lean Budget, an Outsized Return

This campaign ran on a lean budget — and delivered impact that bore no relation to its scale. Every pound was targeted at the channels and touchpoints most likely to move relationships forward. Where something was working, we extended it. Where opportunities emerged, we moved quickly.The result was a cost-efficient ABM programme that demonstrated something important: smart orchestration and precision targeting create commercial value that volume spend never can.This programme showed what happens when ABM is done properly — the right events, content, outreach and digital touchpoints working together to build real relationships with the people who shape decisions.For Stalis, we opened doors in months that would otherwise have taken years. If you're looking to do the same, let’s talk.

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