A digital and content-based marketing plan results in a dramatic revenue increase during COVID-19 pandemic

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Key points

  • A consistent content marketing schedule, new products and services messaging, and digital marketing campaigns supplied a substantial increase in leads.
  • Clarity Quest resourced a complete outsource marketing department during the height of the COVID-19 economic crisis, including strategy, content, public relations, and digital marketing.
  • Remote Medical International (RMI) went from having very little lead activity from marketing campaigns to having a full lead funnel, leading to significant closed deal volume during one of the worst economic crises in modern times.
  • A new website realigned RMI’s service offerings and industry targets following a strategic acquisition, giving the company a solid digital home base and inbound lead generation machine.

In 2021, our marketing efforts created a lead pipeline of 46X RMI’s marketing spend

Remote Medical International saves lives and improves the health of workers in diverse job sites. No matter the industry, work environment, or geography, companies trust Remote Medical International’s medical and safety services to protect the health and wellbeing of their employees.

Company size

Enterprise (300+ employees)

A history of trust and results

RMI contacted our agency to handle their strategy and tactical marketing via an outsource agency model since it was very hard to retain talent in a competitive Seattle job market. Remote Medical’s leadership team has hired Clarity Quest at several companies over the course of 20 years.

Leadership’s goals were to create increased brand awareness and generate leads and closed deals from companies in industry sectors that are ideal for their workplace health and safety offerings.

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Setting up a solid marketing foundation

We first developed a marketing plan with monthly budgets aimed at cutting costs year-over-year, while improving return on investment and lead volume. We then developed a plan for consistent marketing content creation and improved their product and services messaging.

The task was a difficult one as its main competitors are the world’s largest medical and travel security services firm and the largest publicly-traded healthcare company in the world by revenue.

Nevertheless, we partnered with RMI to achieve this ambitious goal. We rebuilt the digital marketing infrastructure and created brand messaging that provides a complete and precise definition of how products and services benefit customers in target industries.

Speed to market was key during COVID-19

The COVID-19 pandemic created a substantial economic recession only a few months after we onboarded as their agency. But we turned a pandemic into an opportunity and worked with their responsive operations and sales teams to quickly promote new offerings for COVID-19 employer testing and screening services.

During the height of the COVID-19 economic downturn, we were able to position the company as one of the first companies with COVID-19 medical support services.

Using our experience in working with Google on disallowed ads, we had the company as one of the very first approved COVID-19 screening services on Google Ads and had them on page one of COVID-screening-related organic results within a week.

RMI continues to generate a considerable amount of leads from its COVID-19 medical support services and ongoing campaign optimization allows the company to continue to leave an impression on potential clients that want to create a healthy environment for their workforce.

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Remote Medical International saw a sharp increase in the number of leads received, while the majority of industries in the U.S. were in an economic freefall.

Creating content to fight a pandemic

We created corporate messaging around the COVID-19 employee screening service, a landing page, service-focused email campaigns, informative blog posts, and a product brochure. This content allowed the company to tell the story about the value of the service and how it would help companies maintain safe operations by screening employees for symptoms of COVID-19. We also performed SEO work that built on their solid foundation and drove organic results that led to quality leads from unexpected industries.

Continuing to fill the funnel


Remote Medical Web Users Increase


Remote Medical Web Sessions Increase


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COVID-19 test

Our content and digital marketing campaigns resulted in a lead generation flow from marketing that RMI had never experienced before. We crafted messaging that was relevant to the company’s top industry targets, and the value propositions were so impactful online that they continued to catch the attention of companies outside of their traditional B2B customer base.

We also focused on generating leads from one of their most important customer segments. We launched a direct sponsored content campaign on LinkedIn for their long-established on-site workplace health and safety services, targeting companies in offshore wind energy and captured leads from the biggest players in the industry.

Our marketing efforts contributed more than 50% of the leads in RMI’s pipeline and the numbers above reflect 2020-2021 website improvement metrics compared to 2018-2019.

Augmenting brand awareness through international public relations

Getting the word out that RMI was in the COVID-19 testing and screening business was critical to launch success. Our media relations team secured a quote by RMI’s CEO above the fold in the NY Times business section.

However, we also got coverage in industry publications covering new markets, such as entertainment and renewables. We jumped in to help write content when the RMI team was stretched too thin.

Finally, our work garnered placements in the local Seattle press, which was important to RMI’s leadership team.

Remote Medical public relations journals
Paul Budak

"Since onboarding Clarity Quest to handle all of our marketing content and execution, we’ve seen a significant increase in the number of leads we’ve received. We didn’t anticipate that our messaging would resonate with so many companies outside our traditional target industries. Compared to our previous internal efforts, our Clarity Quest team really filled the funnel with a higher ROI than anyone expected."

Paul Budak, COO | Remote Medical International

Building a new digital home base

With lead generation already in high gear, it was time to tackle the dated and fragmented website. We worked with RMI’s sales team and executives to better define their service offerings and align their industry targets with business goals.

The result was an attractive, modern website that speaks the right language to the right individuals, setting RMI up for continued lead generation success.

We then reorganized the suite of services RMI offers on their website into a more user-friendly menu with options that better reflect the on-site and remote nature of the work they perform. In addition, we redesigned their logo and created a new telemedicine service page to promote the service they began offering to clients.

Wayne Wagner

"You have allowed RMI to reduce marketing expenses and significantly increase marketing productivity. The leads being generated from the website are impressive."

Wayne Wager, Former CEO and Board Member | Remote Medical International

Remote Medical International’s expansion strategy in the media

Our public relations team secured editorial coverage of RMI’s acquisition of SSI Group, a UK-based firm that provides emergency response medical services, global risk management, and international safety. The acquisition is part of the company’s plans for aggressive expansion into new markets. Our team secured coverage in some of the workplace health and safety industry’s most well-known publications.

The focused public relations efforts included press releases, bylined articles, local coverage, and video interviews and boosted the perception of RMI in the U.S. and global markets.

Our team’s public relations and positioning activities around RMI’s expansion produced results as the company was awarded its fourth International Stability Operations Association (ISOA) Vanguard Award and received an honorable mention from the Healthcare and IT Marketing Community (HITMC) for Best COVID Pivot.

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