MHCInsurance & Healthcare Automation updated hourly
Accounts96
Contacts1655
Workable76
Pending31
Connected130
Sequences1329
Excluded111
Bounced62
Strategic Observations · updated 2026-09-17
Where the campaign landed, and the shift we're making
Why cold conversion stalled
The groundwork worked: 96 accounts mapped, full buying committees, a competing CCM system identified on roughly two-thirds (61/96). Connections were accepted. What did not work was cold conversion — almost no human signal, only a handful of replies. Two reasons:
Deliverability, not the message. New sending domains carry no reputation against the aggressive filtering insurers and payers run, so most email never reached a person. That one is on us — it should have gone out on an established domain from day one. The fix is exactly that.
Timing, not wording. These accounts are problem-aware but not shopping. Two-thirds run a working CCM system (Documaker 19, Exstream 15, PlanetPress 5, plus Quadient/SmartCOMM/Elixir). A cold "book a call" asks a buying decision from someone with no reason to switch yet.
What we're shifting to
Stop chasing conversion. Earn engagement and put the account intelligence to work.
  • Measure differently: engaged accounts, replies, assets opened — not meetings.
  • Give, not ask: lead with the asset that maps to each account's incumbent and persona — Reduce IT Overload for Documaker, the CCM Buyer's Guide for the PlanetPress cohort, Win the Print & Mail Game for cost-pressure accounts — not a demo request.
  • Use the data beyond outreach: account plans for AEs, incumbent cohorts for marketing, a competitor map for positioning.
Where we're proving it first
Financial services (Rodney Frye's vertical, 18 accounts / 216 contacts) started later than the other two verticals and is still the smallest book, so it is where we apply the new approach first: give-not-ask, warm-first, established domain, measured on engagement. Move now not because the data is decaying — it is clean — but because the openings are time-boxed: triggers and warm connections cool if they sit. The PlanetPress cohort (5 accounts, on a maintenance-mode / migration clock) is the clearest near-term window.
Actions underway
Committee expanded
Verified decision-makers added across the book — the claims, underwriting, member-communications and print-ops seats the cold campaign never reached. The working base is now 1,655 active contacts (job-leavers excluded); existing contacts re-verified as current and job-changers dropped.
Intel confirmed & corrected
Audited accounts now carry a structured verdict, evidence class and date in the database, plus the vendor we previously believed. False positives caught and corrected before they shipped (e.g. Selective, Humana, Pacific Life, Sogica); UMB and State Farm newly confirmed. Dark accounts given dated why-now triggers.
Content strategy rebuilt
Shifted to give-not-ask, an asset mapped to each incumbent and persona. Message bodies written or corrected to the new model — refined as the incumbent read was reconciled across multiple online sources, updated before send. Every claim now matched to the evidence behind it.
First account plans live
UMB built end to end (verified PlanetPress, dual trigger, 14-person committee in 4 tranches) as the template. Selective's live thread re-armed on the operating-model angle. UMB and Sogica corrected off the wrong vendor.
Dashboard put to work
This report auto-syncs verified intel: AEs get account plans, marketing gets incumbent cohorts, positioning gets a competitor map. Content carries a timestamp so freshness is always visible.
Scope discovered: 96 accounts mapped, incumbent CCM identified on 61 — Documaker 19, Exstream 15, PlanetPress 5, plus Quadient, SmartCOMM and Elixir; each identified account carries a verdict, an evidence class, a date, and the vendor we previously believed; dark accounts given a dated reason-to-act. Buying committee now 1,655 active contacts across the book.
Timing windows (verified): PlanetPress in vendor Maintenance Mode since Jan 2022 — the 5-account cohort faces a template rebuild on any OL Connect move (near-term wedge). UMB's HTLF conversion completed Oct 2025, a fresh template-consolidation trigger. Financial services (18 accounts) started latest and is the smallest book, so it is the natural place to prove the new model. Openings are time-boxed — warm connections and triggers cool if they sit.
Campaign Performance
Campaign
Sent
Open rate
Replies
Bounced
Active
Done
MHC_INSURANCE_v1 PAUSED
270
21.1%
0
40 (5.7%)
12
205
MHC_HEALTHCARE_v1 PAUSED
128
14.1%
0
81 (22.7%)
0
78
MHC_FINSERV_v1 DRAFTED
0
—
0
0 (—)
0
0
LinkedIn connected: 130
Invites pending: 31
Opted-out: 111
Bounced: 62
Refreshed 17 Sep 2026 21:00 UTC

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