DMT Business Development Helps VOLA Build a Pre-Sales Outbound Outreach from Scratch

VOLA Connected Health is a Missouri-based SaaS company that provides advanced software solutions to medical laboratories. The VOLA platform streamlines test ordering, maintains secure electronic records, and improves operational efficiency for healthcare providers.

With the US laboratory industry expected to grow at a CAGR of 5.2% through 2030, the competition for clients is intensifying. To capitalize on this growth, VOLA wanted to create a consistent pipeline of qualified leads and appointments.

VOLA needed to establish an outbound sales channel to generate a steady flow of qualified appointments with decision-makers at medical laboratories. To achieve this, they partnered with DMT Business Development to design and execute a complete pre-sales strategy from scratch.

Our team managed the full scope of pre-sales activities - from defining the Ideal Customer Profile to running multichannel outreach campaigns via email and LinkedIn. The primary objective was clear: book meetings with laboratory executives and decision-makers who could benefit from VOLA’s SaaS solutions.

Building an outbound program was not just about sending messages - it was about ensuring the right message reached the right audience at the right time. There were several challenges:

Primary Phase - Foundation Building

We began by defining the Ideal Customer Profile and mapping use cases to that target. DMT’s project manager held multiple sessions with the VOLA team to capture industry insights, sales triggers, and decision-making workflows.

While VOLA served multiple verticals, we agreed to focus on medical laboratories as the primary outreach target for maximum ROI.

Main Phase - Multichannel Launch

Our team built the first prospect database from scratch, ensuring that every contact met the ICP criteria. Simultaneously, our technical specialists configured two outreach funnels - a dedicated email account and a LinkedIn profile.

We also collaborated with VOLA to create essential pre-sales content, such as introduction decks and short explainer materials, which improved credibility during early conversations. According to Gartner research, buyers are 57% of the way through the buying process before speaking to sales - having engaging materials ready was critical for conversion.

The outreach campaigns were closely monitored and adjusted in real-time, ensuring relevance and alignment with market responses.

Final Phase - Expansion & Optimization

Once the general laboratory outreach reached stability, we expanded targeting into niche segments:

• COVID testing laboratories
• Blood testing laboratories
• Allergy testing laboratories
• Pet testing laboratories

By tailoring messaging to each niche, we increased personalization and achieved a 20% lift in response rates. This segmentation also allowed VOLA to explore untapped opportunities in high-growth testing markets.

Over the course of the engagement, DMT Business Development delivered measurable growth in VOLA’s sales pipeline:

• 8–10 qualified appointments per month consistently
• 1,000+ verified leads generated monthly for ongoing prospecting
• 16% average response rate across outreach campaigns
• Improved message-to-market fit, increasing conversion efficiency

• Data Quality Drives Conversion: In high-specialization industries like healthcare SaaS, manual data verification can be the difference between a warm lead and a dead end.
• Segmented Messaging Outperforms Generic Campaigns: Customizing content for specific lab types drove significantly higher engagement.
• Early-Stage Content Assets Are Non-Negotiable: Even a high-performing outreach campaign struggles without professional sales collateral to back it up.