How to sell to IT Directors at Healthcare companies
IT Directors in healthcare are primarily measured on system uptime and data security. They respond to outreach when the message clearly addresses their daily struggles with integration of new technologies and compliance with health regulations. Understanding their need for seamless patient data access and security protocols is crucial for engaging them effectively.
Written and maintained by the SoloRiff team, who build outbound software and run outbound with it. The figures below are our own: we measured 567 healthcare company domains over public DNS on 2026-09-03. Last updated 2026-09-03.
What actually hurts
- integration difficulties with EHR systems
- compliance with healthcare regulations
- cybersecurity vulnerabilities
- limited patient data accessibility
The playbook
- 01
Identify integration challenges
Research healthcare providers that have recently announced new electronic health record (EHR) systems. Focus on clinics that have experienced integration issues, as these IT Directors are actively seeking solutions to streamline their processes and enhance patient care.
- 02
Highlight regulatory compliance risks
Craft your messaging around recent changes in healthcare regulations, such as HIPAA updates. IT Directors are particularly concerned about compliance risks, so emphasizing how your solution can mitigate these risks will resonate with them.
- 03
Leverage recent security breaches
Look for news articles about recent cybersecurity incidents in healthcare organizations. Mentioning these events in your outreach can create urgency, as IT Directors are always on the lookout for ways to strengthen their security posture.
- 04
Connect with industry-specific insights
Utilize LinkedIn to engage with posts from IT Directors in healthcare. Share insights or articles related to tech advancements in patient care to establish credibility and demonstrate your understanding of their unique challenges.
- 05
Propose a compliance-focused meeting
When reaching out, suggest a brief meeting to discuss how your approach can help them achieve compliance while improving patient data management. Offering a specific time frame, like a 20-minute call next week, can increase the likelihood of securing the meeting.
Can healthcare companies even receive your mail?
We measured the DNS of 567 healthcare companies, sampled evenly across company sizes, to see how many authenticate their own email. It matters in both directions: a domain that does not authenticate is a domain whose team is used to mail going missing — and if your own domain is in the gap, yours is the mail going missing.
Publishes a DMARC policy of quarantine or reject — the domain actually asks receivers to act on failures.
The gap is the finding: 18.3% of 1–10-person companies against 78.3% of the largest — 60 points apart. Small companies are where the unauthenticated domains are, and small companies are who most cold outreach is aimed at.
Where does your domain sit?
Same three lookups, run live against your domain. Nothing is stored and nothing is emailed to you.
How this was measured
Company domains were sampled within employee-count bands, then queried over public DNS for SPF (TXT at the apex), DMARC (TXT at _dmarc.) and MX. One domain per company, deduplicated. Anyone can reproduce any single row of this with dig.
DKIM is deliberately absent. A DKIM key lives under a selector that cannot be enumerated from outside the domain, so a company with flawless DKIM under a name we did not guess would be counted as having none. That would measure our guess list, not the industry.
Domains with no MX record are excluded rather than counted as failures — parked and redirect-only domains would otherwise drag every figure down and make the result an artefact of the sample.
Sampled within bands, so this describes the population of companies, not of employees: a 10-person company counts once, as does a 10,000-person one. Each band is at least 60 domains; bands below that are not published. Figures are percentages of the sample, not of the whole industry, and we publish no company names — only counts.
Measured 2026-09-03. Re-measured monthly.
The full census across every industry — sortable, with sample sizes, free to reuse under CC BY 4.0.
Subject lines that fit
- Streamline your EHR integration
- Addressing healthcare compliance risks
- Strengthen your cybersecurity measures
Questions
- Why do IT Directors in healthcare dismiss cold outreach?
- IT Directors often receive numerous unsolicited messages daily, making it easy for them to overlook cold outreach. They prioritize communications that directly address their specific challenges, such as compliance or integration issues, rather than generic pitches.
- What common objections do IT Directors have about new technologies?
- IT Directors frequently express concerns about the integration of new technologies with existing systems, potential disruptions to patient care, and the associated costs. They want to ensure that any new solution will enhance their operations without compromising security or compliance.
- How can I demonstrate value to an IT Director in healthcare?
- To demonstrate value, focus on how your solution can improve patient care, streamline operations, or enhance data security. Use relevant case studies or examples from similar healthcare organizations to illustrate tangible benefits and outcomes.
- What trends are IT Directors in healthcare currently focused on?
- IT Directors in healthcare are currently focused on trends such as telehealth integration, data interoperability, and enhancing cybersecurity measures. They are also concerned with adopting technologies that improve patient experiences and comply with evolving regulations.
Or have it run itself
SoloRiff does every step above on its own — finds the companies, finds the people, writes each of them individually, and handles the replies. Drop your URL and watch it work before you sign up for anything.
Try it on your site