285 patient enquiries in one month. Three markets. One tracked system.
A live, international direct-to-patient acquisition system for a medical device company's novel, non-surgical treatment, running simultaneously in three European markets. Every enquiry arrives as a completed appointment form, is routed to a clinic, and is reported back at country level, so the commercial team can see what each market is producing and improve it month on month.
This is the international patient-acquisition chain on the methodology page, walked in full. See the framework that produced it →
285
patient enquiry forms in one month across three European markets
3
international markets running on one system
Monthly
country-level reporting to the commercial team
Live
creative, targeting and budget adjusted on the data
The challenge
A treatment most patients had never heard of, in markets with very different starting points.
01
Low patient awareness
The treatment sits in a gap between the options patients already know about, from physiotherapy and injections to surgery. It had no cultural presence and no patient community to borrow from. Awareness had to be built from scratch in every market.
02
Three markets, three patient profiles
Each of the three markets required localised messaging, regulatory-compliant claims, and market-specific paid media strategies. What works for a patient searching for alternatives to surgery in one country is not the same as in the next.
03
Private pay with a premium price point
The treatment is private-pay at a meaningful price point. The campaign had to find patients motivated enough to self-fund. That means reaching the right life-stage, lifestyle, and severity profile, not simply anyone with the condition.
What we did
A patient acquisition system designed to scale across markets.
Patient persona development
We built detailed patient personas based on lifestyle, life stage, and pain severity. Three primary profiles emerged: active patients in their 40s and 50s who are not ready to stop, patients in their 50s and 60s managing progression alongside work, and patients over 60 focused on quality of life. Each persona drove distinct creative and channel decisions.
Compliant patient messaging
Medical device regulations vary significantly between the three markets. Every claim was reviewed for compliance in each market before launch, ensuring the campaign was never held back by regulatory risk while remaining compelling enough to convert at scale.
Patient film production
Three short persona films were produced, one per persona, in the client's brand identity. These films became the primary creative asset across paid social, the patient website, and clinic marketing materials.
Meta paid social at scale
Highly targeted Meta campaigns running across all three markets, with creative variants matched to each persona. Audiences, creative and budget are adjusted continuously on the data, so each market is served by the variants that convert for its patients.
Per-market performance tracking
Each market is tracked independently, from enquiry form through to the clinic that receives it, with its own dashboard and country-level reporting, so budget can be moved in real time. The system is designed to scale. New markets can be added using the same infrastructure, creative framework, and measurement model.
Performance · March 2026
Three markets. One system. All performing.
Largest market
180
patient enquiry forms
Enquiries routed to clinics across the country and reported monthly.
Second market
70
patient enquiry forms
Localised claims and creative. Its own dashboard and report.
Third market
40
patient enquiry forms
Same creative framework and measurement model, localised.
Enquiry form counts rounded to the nearest ten.
285
Total patient enquiry forms across all markets
3
Markets, each on its own dashboard with country-level reporting
1
Acquisition system, built once and localised for each market
3
Persona films, one per patient profile, running in every market
The largest market generated roughly 180 patient enquiry forms in its strongest month to date. Each market reports on its own dashboard, so the commercial team sees enquiries by country and can move budget and creative towards what is converting.
The insight behind it
“The treatment is effective. The clinical evidence is strong. The only thing the patient is missing is the knowledge that it exists and that it is available to them. That is not a medical problem. It is a marketing one, and it is solvable at international scale.”
Running patient acquisition across markets?
The system was built once and scaled to three countries. If you have a private-pay treatment and patients who need to find it, we know how to build the infrastructure that connects them: compliant, tracked from first click to clinic, and reported by market.
Talk to us about your patient acquisition challengeOr read the methodology for the diagnostic framework behind this engagement, or browse the Direct-to-Patient service.
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