Hospitals and health systems don’t buy like typical enterprises. Decisions move through committees, influencers, and layers of internal approvals. Sickbay knew their champion and economic buyer, but they lacked visibility into the political structure shaping each deal.

Sickbay had strong champions but traditional platforms gave them only the polished and surface-level relationship insights. They needed deeper insights into how those champions were communicating with peers, what technologies they were interacting with, or which relationships mattered most.

Sickbay works closely with major technology partners, each with hundreds of reps globally. Those reps are connected to almost every buyer Sickbay cares about, but there was no scalable way to see or leverage those trusted paths.

Champions change roles. Partners talk to prospects. Stakeholders join new groups or cohorts. Without real-time visibility into network movement, Sickbay struggled to stay ahead of opportunities with such a vast network.

Vieu uncovered hidden relationship signals like shared history, collaboration patterns, and interaction strength, revealing context such as past collaborations (e.g., publishing papers together), ongoing engagement (like regular LinkedIn interaction), shared cohorts or working groups, and the difference between active communication and one-off, superficial connections.

The platform automatically surfaced high-trust pathways through multiple layers of connections, revealing routes they could never find manually. Sickbay could finally see:

• Which partners are connected to which stakeholders
• Who inside those partner orgs should be prioritized
• Second-degree and third-degree paths that open unexpected doors
• Warm intros they never would’ve thought to ask for

This unlocked early wins with direct meetings and revived relationship.

Unlike traditional profile-based tools, Vieu revealed how prospects actually interact in the real world like the companies they engage with, the technologies they discuss, the groups and cohorts they’re part of, and the hidden communities that shape influence inside healthcare.

These signals transformed how Sickbay prepared for meetings and helped them prioritize outreach based on real behavioral insight, not assumptions.

Automated emails with variations based on relationship strength helped the team move faster while staying relevant and personal.

Vieu delivered deeper visibility into relationships, unlocked stronger partner-led pathways, and enabled more informed prospecting. Together, this created a clear, repeatable path to tripling Sickbay’s pipeline as the strategy scaled across sales and partner motions.

Designed for complex buying committees, layered approvals, compliance constraints, and informal influence networks, the solution catered to how healthcare decisions actually get made. This gave the team the context needed to navigate the environment with confidence.

Vieu surfaced clear relationship paths that helped Sickbay reach the right leaders sooner. This directly unlocked an account with a seven-figure deal, accelerating progress and reducing friction through relationship intelligence.

Relationship-based insights guided who to approach, how to approach them, and where the strongest warm paths existed. This turned Sickbay’s once-untapped ecosystem into a predictable, repeatable engine of high-trust introductions.