20,000 visitors a month — and no idea who any of them were
Healthcare IT Leaders advises and staffs some of the country's largest health systems on EHR transformations — Epic migrations, Oracle Health implementations, Workday rollouts. Their website draws 20,000 to 40,000 visitors each month, many of them precisely the CIOs, IT directors, and clinical application managers they want to reach.
But the team had no way to tell the difference between a job seeker browsing open roles and a chief information officer from a 40,000-employee health system quietly researching Epic consulting partners. Their existing chatbot generated conversations, but mostly job inquiries — not pipeline.
The marketing team described the situation plainly: they were sitting on data and not doing anything with it. The signals were there. The platform to act on them wasn't.
One platform for inbound engagement, visitor intelligence, and AI visibility
Healthcare IT Leaders deployed MarketBetter's AI Chatbot, training it on their full website — service pages, case studies, and a blog archive spanning Epic tutorials to migration guides. Within the first week, the bot was handling live visitor questions and routing qualified leads to the marketing team.
Visitor ID changed how the team read their own traffic. Where analytics showed page views, MarketBetter showed company names, roles, intent signals, and visit histories — named health systems with clear research intent that the sales team could act on immediately, including one academic medical center scored at 98% ICP fit.
The Signals feed surfaced roughly 15 high-intent visitor alerts per week, each with the prospect's LinkedIn profile, pages visited, and a one-click path to a personalized email sequence. The team also activated AEO to track how Healthcare IT Leaders appeared in responses from ChatGPT, Claude, Gemini, and Grok — finding a 13.3% mention rate already higher than a key competitor, plus specific content gaps where they had zero visibility.
“The lead information is very beneficial — it helps warm up outreach and gives us insight we would otherwise completely miss.”
The AEO tool also revealed that the team's Epic Beaker blog was already one of their most-visited pages — and that health systems were surfacing through ChatGPT queries about Epic consulting services, outperforming paid LinkedIn campaigns.
For the five-person BDR team, signal-triggered outreach sequences closed the loop between marketing intelligence and sales action — personalized four-touch sequences firing from each rep's own mailbox, stopping when prospects responded, without requiring reps to change their existing workflow.
Named pipeline, AI-engine visibility, and a BDR team ready to scale
Within months of full deployment, Healthcare IT Leaders had a fundamentally different view of their own website. Roughly 15 prioritized prospect signals land in the team's workflow each week — named individuals, scored by ICP fit, enriched with company context, and ready for outreach. Visitors who would previously have bounced anonymously now show up in the CRM as identified leads.
The AEO data told an equally important story: a 13.3% citation rate across AI engines, already higher than a key organic competitor, plus a clear opportunity in the prompts where they had zero visibility. ChatGPT-referred visitors are converting at three times the rate of Google-sourced traffic — validating the decision to treat AI-engine optimization as a primary channel.
The next phase is already in motion: a 5-to-10-account ABM pilot using personalized landing pages, building on the lead intelligence the team now sees on every visit.