A real sales pipeline for an AI healthcare platform, no paid media. LinkedIn as the engine, a podcast as a pipeline, and channels competitors can't touch.
The mandate: a real, trackable pipeline with no paid media. The constraints stacked up.
No ad budget and no repeatable top-of-funnel.
A skeptical clinical buyer on a long sales cycle.
Warm leads dying between touches.
So we treated pipeline as engineering, not advertising.
“Anatolie built the pipeline while I was building the technology for Caesar Health.”
Shoukri KattanFounder & CEO · Caesar Health · Edited for clarity
EMR-aware outbound, a podcast that qualifies guests in real time, and a 48-hour reactivation cadence that keeps the funnel alive.
"No next task = dead deal." Every lead carries a scheduled touch, or it doesn't stay in the pipeline.
57 active opportunities plus 10 signed at a $799/mo average, built with effectively zero ad budget.
LinkedIn outbound (1,170+), targeted list-building, the podcast, events, and referrals — not ads.
20+ qualified leads and 11 booked qualifying calls in a single week, including multi-location and specialty groups.
A pipeline only matters if the clinics it signs go live, get results, and refer the next one. Tampa Heart & Vascular — a three-physician cardiology practice in Tampa, FL, on Athena, run by a single office manager — went live on the platform we took to market and, six months in, runs the front desk on it.
Calls that used to dump to voicemail are now handled live — new and established patients book themselves, in English or Spanish, straight into Athena.
"At least five hours a day" returned to the office manager — reinvested into patient care instead of chasing phone tag. Prescription refills auto-log to the chart, cutting 50% of that admin.
"I'd have had to hire not one but two more people." It even handles HMO logic — flagging auth-required patients and scheduling them two weeks out automatically.
"It's molded to Tampa Heart — the AI is like talking to an employee here. Without it I'd have had to hire two more people, and it saves at least five hours a day that I put straight into patient care. I can't live without it now."
Then it compounds: a colleague heard the AI on a call and asked for the number — the word-of-mouth the pipeline was built to create.
“The AI voice agent Anatolie’s team set up is so good — I hung up and could have kept talking to her all day. Just the way she was breathing, I felt like I was talking to a real person.”
“Already, this is way better, at least for me, than the two tools I’m able to use right now.”
“Anatolie is our CMO. He handles sales and marketing, looks after operations, and delivers for BitLab and our clients.”
“Anatolie's approach to the ClinicOS funnel is beautiful. Gorgeous.”
Built the entire GTM for an AI phone agent — 12 clinics signed, $2.1M pipeline.
CRM migration that lifted conversion and cut ~$30K/yr in cost.
Built the enterprise motion from scratch and grew a user base ~13×.