01Overview 02About 03Challenge 04Solution 05Results

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003 / 007 After

Healthcare SDRs placed, integrated into Aptia's CRM, and generating qualified outbound from day one.

3SDRs

Hiring, HR, payroll, and compliance handled by Outsorcy

0overhead

Additional SDR expansion and AE / BDR progression planned

+more

Healthcare sales environment: specialist knowledge, not generic reps

Nichefit

IndustryHealthcare Tech

HQUnited States

Year2024

003 / 007 Before

A healthcare tech company needed SDRs who understood the space, not generalists who'd learn the industry on Aptia's time.

Outsorcy delivered SDRs with strong communication abilities and a genuine understanding of the healthcare sales environment — exactly what we needed to move fast without compromising quality.

Aptia Health Team

Leadership, Aptia Health

SDR Healthcare Sales Patient Engagement Outbound Kosovo

02 / 05About the Company

A healthcare technology company scaling outbound in a space where generic reps don't cut it.

Aptia Health is a healthcare technology company focused on patient engagement solutions. Their platform serves a space where communication matters enormously, and where a rep who can't speak credibly about healthcare workflows loses deals before the discovery call ends.

As outbound lead flow grew, Aptia needed a dedicated SDR function built quickly, but without the overhead and delays of building that function from scratch internally. The challenge wasn't just finding reps. It was finding reps who could hold their own in healthcare conversations.

Sector

Health Tech

Focus

Patient Engagement

Talent sourced

Kosovo

Function hired

SDR team

03 / 05The Challenge

Growing outbound demand. No time to build the team. No room for a misfire on domain knowledge.

Aptia's pipeline was growing, but the team responsible for filling the top of it wasn't keeping pace. They needed dedicated SDRs to manage the outbound flow, and fast. But the healthcare space is unforgiving when it comes to salespeople who don't know the environment they're selling into.

At the same time, Aptia's internal team had no bandwidth to run a full recruitment cycle, build an onboarding program, manage HR administration, or absorb the compliance overhead that comes with new hires. They needed a partner who could take all of that off their plate, and still deliver the right people.

Speed and domain fit are rarely available together in traditional hiring. Aptia needed both.

Outbound demand with no SDR team to cover it

Growing lead flow required a dedicated outbound function. Without it, every opportunity sat in a queue no one was working.

Healthcare sales requires genuine domain fluency

Reps who couldn't engage credibly with healthcare buyers would burn relationships before a real conversation started.

No internal resources for recruitment or onboarding

Aptia's team was already operating lean. Adding a full recruitment and HR build-out would have consumed more than it produced.

Compliance and payroll complexity for offshore hires

International hiring adds legal and operational overhead most teams aren't equipped to handle without a partner who already knows the terrain.

We needed SDRs who could speak the language of healthcare from day one. Outsorcy delivered exactly that — without the overhead of doing it ourselves.

Aptia Health Team

Leadership · Aptia Health

04 / 05The Solution

Three healthcare-fluent SDRs from Kosovo, vetted for communication ability, domain knowledge, and CRM fluency.

Phase 01 · SDR Team

SDRs selected for healthcare fluency, not just sales skills.

Outsorcy sourced three SDRs from Kosovo, selected specifically for their strong communication abilities and understanding of the healthcare sales environment. These weren't generalist reps rebranded for the role. They were evaluated for domain credibility from the first screen.

The team integrated directly into Aptia's existing CRM and workflows. Outsorcy managed all hiring, HR, payroll, and compliance, while Aptia retained full ownership of prospecting strategy and daily execution. The ramp was efficient, and the output matched the brief from the start.

SDR hires3

01SDR / outbound & lead qualificationLive

02SDR / outbound & lead qualificationLive

03SDR / outbound & lead qualificationLive

05 / 05The Results

A healthcare outbound function built from nothing: integrated, operational, and already planning the next phase of growth.

SDRs placed3

Domain expertiseHealth

Internal overhead addedNone

Next phaseAE / BDR

Result01 / 03

SDRs with healthcare sales fluency placed, CRM-integrated, and generating outbound from day one.

A dedicated SDR function built without burning internal bandwidth, and without compromising on domain knowledge.

Aptia went from zero dedicated outbound coverage to three SDRs integrated into their prospecting and lead qualification processes. Each rep was selected for healthcare domain fluency, not trained up from a generic pool after the hire.

The integration was efficient. The SDRs slotted into Aptia's existing CRM, adopted their workflows, and ran their first outreach sequences without a long stabilization period.

Result02 / 03

0drag

Internal hiring overhead, HR administration, and compliance complexity: all managed by Outsorcy.

A clean operational handoff: Outsorcy absorbed every function Aptia didn't have capacity to run.

Aptia's internal team never touched a job description, ran an interview loop, processed payroll, or navigated offshore compliance paperwork. Outsorcy managed the full stack: sourcing, vetting, hiring, onboarding, HR, payroll, and ongoing compliance.

The result was an outbound function that stood up without adding a single operational burden to the team that needed it most.

Result03 / 03

+next

Aptia is planning additional SDR hires and exploring AE and BDR career progression paths within the Outsorcy model.

A partnership that outlasted the first hire, with additional SDRs and career progression already in motion.

The performance of the first three SDRs gave Aptia the confidence to plan the next phase. Additional SDR hires are in the pipeline, and the team is actively exploring how to build career progression paths, moving top performers into Account Executive and Business Development roles.

What started as a tactical decision to close an outbound gap is now a structural part of Aptia's go-to-market build.

Need SDRs who can talk to your buyers, not just at them?

Tell us the space you're selling into. We'll source reps who know it, and come back inside one business day with three profiles and a target start date.

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