Q2 2026 · Week of May 19, 2026 · Marketing-sourced only
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I
Pipeline
Quarter to date
Weighted pipeline created
$6.7M
of $40.9M open mkt pipeline
Opps created QTD
11
$22.9M new pipeline QTD
Marketing MQLs
396
↑ 71% vs prior Q (231)
MQL → Opp conversion
9.6%
38 converted of 396 MQLs
II
Pipeline / Funnel Insights
Quarter to date
Opps created by source
Event
17
Website
2
Referral
6
Content syndication
4
Partner
2
Platform conversion
1
MQLs by source
Website
134
Outbound
82
Content syndication
67
Event
54
Webinar
42
Referral
30
Sales sourced
19
Partner
11
Platform conversion
8
MQL → opp conversion — rolling 3-month cohort
18.5%
Feb – Apr cohort
Marketing MQLs396
Converted to opp38
SQLs QTD33
Prior Q MQLs231
Aug–Oct
Sep–Nov
Oct–Dec
Nov–Jan
Feb–Apr
MQLs by lifecycle stage
MQL
286
Unassigned
223
SQL
33
III
Account Engagement
Year to date
Accounts visiting website
218
66% of 330 TAL
Accounts with MQLs
142
43% of 330 TAL
Mkt-sourced open opps
19
$40.9M open pipeline
Customers
25
of 4,005 total accounts
Cold / dark accounts
112
34% unreached
Engagement depth across 330 accounts
Website visits
Accounts w/ MQLs
Accounts w/ 2+ MQLs
Open opp
Customer
Website visits
Accounts w/ MQLs
2+ MQLs
Open opp
Customer
Top 10 prospect accounts by engagement
By open pipeline · marketing-sourced only
1
Community Health Systems
Event$6.2M
2
UPMC
Event$5.1M
3
BJC HealthCare
Website$4.7M
4
MultiCare Health
Event$3.3M
5
UK HealthCare
Event$2.9M
6
Beth Israel Lahey
Event$2.7M
7
ECU Health
Event$2.2M
8
Univ. of Maryland MS
Website$2.1M
9
HSHS
Event$2.0M
10
Legacy Health
Event$1.5M
IV
Website
Quarter to date
Total users
9,452
QTD
Total sessions
10,550
QTD
New users
7,790
82% of total
Page views
15,578
1.48 per session
Bounce rate
46%
avg QTD
Avg session
2:19
minutes
V
Paid Media
Quarter to date
Google Ads
Spend
$48,200
Impressions
384K
Clicks
3,840
CTR
3.2%
Form conv. rate
4.1%
Opps attributed
24
Cost per opp
$2,008
LinkedIn Ads
Spend
$52,400
Impressions
840K
Clicks
5,376
CTR
0.64%
Lead form CVR
12.3%
Opps attributed
18
Cost per opp
$2,911
VI
Keywords & Content
This quarter
Keyword ranking health
Total clicks (QTD)
1,878
Total impressions
134,788
Avg CTR
1.73%
Avg position
6.7
Top query: "regard ai"
pos 1.2
Brand query clicks
1,220+
Top pages by sessions
/ (homepage)
5,911
/careers/
1,890
/solutions/
769
/about-us/
732
/proactive-documentation/
328
Content production (QTD)
Active campaigns QTD
3
Becker's Webinar (May 11)
202 mbrs
ACDIS '26 (Apr 20)
122 mbrs
Elion RCM '26 (Apr 8)
18 mbrs
Total campaign members
342
Total responded
157 (46%)
✦
Insights & Recommendations
Events generated 17 of 19 marketing-sourced open opps and $37.5M of $40.9M open pipeline — the dominant channel by a wide margin. Baptist Memorial ($1M, 60% prob, Sep close) is the nearest-term marketing win to accelerate.
Content Syndication produced 128 MQLs (32% of marketing total) with 0 conversions to opps QTD — quality is a concern. Consider tightening ICP filters or treating syndication as awareness-only until conversion improves.
Marketing MQL volume surged 71% vs prior quarter (396 vs 231) but MQL-to-opp conversion sits at 9.6%. Removing Content Syndication raises the effective rate to 16.8% — a much healthier signal from event and website channels.
Website generated only 3 MQLs QTD but produced 2 high-value opps: BJC HealthCare ($4.7M, Qualified) and UMMS ($2.1M, New Meeting). Lowest volume, highest quality-per-lead of all marketing channels.
Which source has the best MQL-to-opp rate?Which Tier 1 cold accounts should we prioritize?Why did conversion jump 3.3pp this cohort?Compare Google Ads vs LinkedIn cost efficiencyWhat's driving the 112 cold accounts?