Gosta Labs builds an AI operating system for specialty care. The Finnish company leads its home market and set out to win the US and key European markets.
The product was ready. The outreach was not. Sales leaned on the team’s existing relationships, and those contacts were running out.
“I think we’ve reached the limits of our address book.”
Lionel Hadjadjeba, CMO, Gosta Labs
Abroad the brand was still unknown. Cold emails landed in spam, and warm introductions could only stretch so far.
Messages that named a doctor’s own research
Gosta chose to lead with oncology, where its founders and CMO carry real weight, and to put their own names on the outreach instead of a generic sender. OstraconAI built the engine behind that choice.
We started with the work most teams skip. We wrote the ideal customer profile, warmed up dedicated sender inboxes, and verified every address before sending. Deliverability stayed strong as the volume grew.
Then came the engine. For each oncology congress, OstraconAI built a focused target list and enriched it. We used AI to write a first line that referenced each doctor’s own published research.
The first test ran at the Community Oncology Conference in Orlando. The campaign brought oncologists to the booth and produced warm leads within days.
“We were thrilled with how the last conference went.”
Emma Kettunen, Marketing, Gosta Labs
The impact of personalization was the surprise. Messages that speak to a doctor’s own area of focus were very well received.
“We were positively surprised by how many relevant replies the outreach produced.”
Henri Viertolahti, Co-founder, Gosta Labs
A steady stream of quality prospects
The numbers backed the approach. Across Community Oncology, ESTRO, and ASCO, the campaigns sent 3,930 messages and earned 198 replies. For cold outreach into a guarded field, the reception ran warm.
The best campaigns reached almost a 19 percent reply rate. ESTRO converted best, with about one reply in three turning into an interested lead.
The figure that mattered most was 62 opportunities, each a quality prospect. That adds up to tens of strong meetings per conference.
A machine built to scale
We started with three sender domains. The campaigns worked so well that we tripled them, letting the next round reach far more oncologists.
The work does not stop between events. When no congress is near, the focus shifts to steady outbound, so the pipeline never pauses.
“It more than pays for itself.”
Emma Kettunen, Marketing, Gosta Labs
In three months, Gosta Labs went from a silent inbox to a continuous flow of qualified prospects. The retainer runs on, and each campaign reaches further.
