Customer story
HLTH
How HLTH turns Sales Navigator leads into 3,000 enriched contacts a month with Scalelist
Health Events · 100 employees · New York & London
Industry
Health Events
Company size
100 employees
Headquarters
New York & London
Features
Lead extraction
Email enrichment
Challenge
HLTH had thousands of high-value prospects on Sales Navigator, but no contact data beyond LinkedIn URLs. Outreach was capped at LinkedIn messages, limiting reach, channels, and conversion into paid event delegates.
Solution
Scalelist unlocks verified emails from any Sales Navigator search, turning passive lists into multi-channel campaigns that bring delegates to HLTH events.
Results
3,000
leads enriched every month
~70%+
valid contact info on extracted lists
Days saved
of manual list-building work
Higher conversion
via multi-channel sequences
Background
Bringing the world of healthcare into one room
HLTH was founded to create the most important meeting place in healthcare, a stage where payers, providers, founders, investors and policymakers can finally find each other in the same room. What began as a single flagship event has grown into three global conferences a year, each drawing tens of thousands of senior healthcare leaders.
The company exists to turn an industry famous for fragmentation into something genuinely connected. To do that, every event has to be filled with the right people, and that means continuous, high-volume outbound that targets very specific roles inside very specific organisations across the US and Europe.
That work falls to Matt Williams, Audience & Growth Insights Manager at HLTH, whose team is responsible for sourcing, enriching and converting the audiences behind every show.
The problem
Great leads, locked behind LinkedIn
HLTH had quietly built one of the most valuable Sales Navigator estates in the events industry. Saved searches. Curated lists. Thousands of senior healthcare buyers identified and tagged every month. The targeting was excellent.
The problem was what happened next. Sales Navigator gives you a person and a profile URL, and not much else. No verified email. No way to plug those leads into a proper marketing sequence. The entire pipeline funnelled into a single channel: LinkedIn messages.
For an outreach motion processing roughly 3,000 leads a month, that ceiling was costly. Campaigns could not be properly sequenced, audiences could not be re-engaged across channels, and a meaningful share of qualified prospects were never converted into delegates simply because there was no email to write to.
“We had all of these great leads on Sales Nav that we could only contact via LinkedIn. Scalelist solves this by giving us the emails, making sequence builds far more impactful.”
. Matt Williams, HLTH
Discovery
The Scalelist moment
Matt had been hunting for a fix for months. He had tried other enrichment tools and workarounds, but nothing cleanly bridged the gap between a Sales Navigator list and a usable email file, certainly not at the volume HLTH needed.
The first Scalelist demo changed that. Within minutes, an entire saved search came back as a clean, verified, ready-to-send list. No CSV gymnastics, no half-broken integrations, no second-guessing the data.
“When I first saw a demo, Scalelist solved a problem I had for months with no clear solution.”
. Matt Williams, HLTH
How they use it
How HLTH uses Scalelist
Scalelist now sits at the very top of HLTH’s outbound funnel. Almost every campaign, across all three global events, starts with a list pulled and enriched through it.
Audience sourcing for global events
Matt’s team builds tightly targeted Sales Navigator searches per event, persona and region, then runs them through Scalelist to surface the verified email behind each profile. What used to be a LinkedIn-only audience becomes a true multi-channel one.
Campaign-ready enrichment at volume
Around 3,000 leads are enriched every month, with roughly 70% returning valid contact info. Those enriched lists drop straight into HLTH’s sequencing tools, no manual cleanup, no broken rows.
Higher-converting delegate funnels
With email in hand, the team can layer LinkedIn outreach with email sequences, retargeting and nurture flows. The result: more registered delegates, better-attended sessions, and a stronger event.
“It is our go-to lead generation tool. Almost every list build comes from Scalelist, meaning almost every conversion we make stems from there.”
. Matt Williams, HLTH
“Scalelist is the one tool I tell people in lead generation roles to use. It is a game changer.”
. Matt Williams · Audience & Growth Insights Manager, HLTH
Looking ahead
Scaling outreach without scaling headcount
What used to be a manual, LinkedIn-bottlenecked operation is now a repeatable system. HLTH can spin up a new campaign for a new persona in a fraction of the time, pull verified contacts at the volume the events demand, and send through whatever channel makes sense for that audience.
Operationally, that has saved Matt’s team hours, sometimes days, every single week. Strategically, it means HLTH can run more campaigns, reach more of the right people, and convert more of them into delegates without growing the team behind it.
With Scalelist as the foundation, the next chapter is about depth: smarter segmentation, more sophisticated multi-channel plays, and ultimately better events for the healthcare industry HLTH was built to bring together.