immunology CRO
CASE STUDIES > Contract Research Organization
AI-CRO looking to expand in the
UK and Nordics
To grow their business in the UK and Nordics, the client turned to Outbound Pharma for more sales leads and business opportunities in the genomics industry.
The Challenge
A rapidly growing AI-driven CRO based in Europe, specializing in digital transformation and Precision Medicine, faced challenges in generating new business opportunities due to an unfocused sales strategy.
Despite a positive Net Promoter Score (NPS) and strong client testimonials, the company struggled with structuring their approach to secure new leads, especially in the UK and Nordics.
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Their sales team required a more structured method to enhance lead generation across their broad service offerings, including advanced technologies in bioinformatics, data science, and various stages of drug development, from target identification to clinical trials.
The Solution
Outbound Pharma deployed a data-driven approach to address these challenges. We redefined the company’s Ideal Customer Profile to better align with their target market and developed a segmented lead generation strategy focusing on their core services.
Key segments highlighted included:
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Target Identification: Data mining, dimensionality reduction, profiling of gene expression, and machine learning-based predictions.
Target Validation: Computational methods for creating disease models, in silico predictions for genetic sites, and genetic screen perturbation analysis.
Hit Generation: Machine learning-based virtual screening, drug repurposing, and RNAi-based therapeutics.
Hit to Lead Optimization: Peptide structure modeling, deep learning for compound design, and prediction of druggability and protein properties.
Preclinical: Toxicity prediction, design of CDx for clinical trials, and multi-omic data integration.
The tailored lead generation campaign effectively penetrated the UK and Nordics markets by leveraging detailed market insights and precise targeting.
The Results
The lead generation campaign led to 22 qualified meetings, with 12 resulting in additional engagements by the company's sales representatives.
This substantial increase in potential opportunities demonstrated the effectiveness of the refined ICP and segmented strategy. The campaign not only exceeded initial targets but also provided a structured approach that proved valuable for ongoing business development.
Consequently, the company chose to renew their contract with Outbound Pharma for an additional 6 months, recognizing the significant impact and results achieved through the newly implemented strategy.
"Outbound Pharma helped us get 22 qualified appointments, exceeding our expectations. Their expertise in refining our lead generation strategy helped us connect with key decision-makers in the UK and Nordics. We're excited to continue our partnership and see further growth."