54 leads in a year. Each worth $250K to $300K, handed to a US sales team to close.

Focus on healthcare organisations with real transformation initiatives, research each account, and qualify before handing off to sales. For ITT Digital, a firm that only does healthcare digital transformation, Lemniscate Growth generated 54 leads in a year with an average ticket of $250K to $300K, all passed to its US sales team.

Fewer than most expect. Work back from the revenue target, win rate and deal size. ITT Digital's average ticket is $250K to $300K, so the 54 leads Lemniscate Growth generated in one year added up to a substantial pipeline for its US sales team, without chasing volume.

It makes sense when the sales team should spend its time closing rather than prospecting. ITT Digital kept closing in-house with its US sales team and used Lemniscate Growth to build and qualify the pipeline. That produced 54 leads in a year at $250K to $300K average ticket size.

ITT Digital's leads were qualified against criteria agreed in advance with its US sales team, so only conversations with a real initiative and budget behind them moved across. For the healthcare-only digital transformation firm, each handoff included account context, letting sellers pick up without starting over. The sales team was set up to close large engagements, not to prospect. Over a year, that process delivered 54 leads with an average ticket of $250K to $300K.

Serving healthcare alone gives ITT Digital a limited set of target organizations, so a first conversation with the wrong message is expensive when the list cannot be refilled. The digital transformation firm's pipeline was built account by account: research before first contact, sponsor and influencer roles mapped per organization, and messaging tied to healthcare operations rather than general IT services language. That focus also made every message sharper.

For ITT Digital, 54 leads in a year was a strong result because each carried an average ticket size of $250K to $300K. The firm does only healthcare digital transformation and closes substantial engagements through its US sales team, so volume was never the goal. In high-ticket services, targets make more sense in pipeline value than in lead count, working back from value to the number of leads needed.

It suits firms that look like ITT Digital: a single vertical, large engagements, and a sales team set up to close rather than prospect. The healthcare digital transformation firm also agreed with its sales team what a sales-ready lead looks like before the first one arrived. If you sell smaller deals across many industries, or have no clear handoff definition, the account-by-account model described here would need adapting to your market.