software company
CASE STUDIES > SaaS
Account-based selling in the DACH region for a Software Company
The client's goal was to expand their presence in the DACH region by generating high-quality leads and securing senior-level buy-in for their digital validation life cycle management platform.
The Challenge
Our client is a leader in digital validation life cycle management, offering a purpose-built SaaS platform for companies in the life sciences and other regulated industries.
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The client’s solution has been proven to reduce validation labor costs by up to 65% and accelerate validation processes by up to 85%, transforming traditionally paper-based workflows into efficient, fully digital systems.
With its scalable, cloud-based software, our client provides real-time visibility into validation performance, improved data integrity, and an end-to-end solution designed for rapid implementation and global scalability.
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Although the client’s platform had a high success rate in terms of efficiency and compliance, they faced several key challenges in expanding into the DACH region:
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Finding Prospects with Relevant Projects: Identifying companies that were actively engaging in or planning validation projects proved to be a challenge, despite the solution’s clear advantages.
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High-Level Buy-In: While internal champions within companies recognized the platform’s benefits, securing buy-in from senior executives and decision-makers was more difficult.
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Resistance to Change: Many prospects were still relying on paper-based or hybrid systems, making it challenging to convince them to adopt a fully digital solution.
The Solution
Outbound Pharma developed a tailored account-based selling approach to address these challenges and increase our client’s revenue in the DACH market, specifically targeting Germany and Austria.
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Targeted Account Selection: We were handed 54 key accounts in the DACH region, focusing on companies that would most benefit from digitizing their validation processes. These were life sciences organizations with complex validation needs, making them ideal candidates for our client’s platform.
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Personalized Email Campaigns: An omnichannel approach was customized to showcase the benefits of digital validation. All communication (emails, phone calls etc.) was in the local language (German). The messaging emphasized how the platform could reduce validation cycle times by up to 85% and completely eliminate paper-based processes, positioning it as a solution for increased efficiency and compliance.
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Nurturing Internal Champions: A major component of the strategy was fostering relationships with internal champions at the target companies. By providing them with data and case studies demonstrating significant ROI and operational benefits, we helped them build the case for adoption within their organizations.
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Lead Nurturing and Follow-Up: After each campaign, we carefully tracked engagement metrics and prioritized follow-ups with the most engaged prospects, including cold calling, ensuring continuous nurturing of warm leads and moving them further down the sales funnel.
The Results
In just 4 weeks, the campaign delivered significant results:
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Lead Generation: We targeted 54 key accounts and launched 11 email campaigns, reaching 383 contacts with a total of 1003 emails delivered.
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Active Engagement: Meaningful discussions were initiated with 5 major companies, including global leaders like AstraZeneca and Bristol-Myers Squibb. These interactions provided a solid foundation for further relationship-building and long-term pipeline development.
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Extended Engagement: Given the initial success, we recommended a 3-6 month extension to continue nurturing the existing leads while identifying new prospects, ensuring sustained growth and deeper market penetration in the DACH region.
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In conclusion, by implementing a focused account-based selling strategy, we successfully helped our client increase visibility, generate high-quality leads, and foster strong engagement with potential customers in the DACH region. The project not only led to immediate opportunities but also laid the groundwork for continued success and market penetration in German-speaking key accounts.
The proposed project extension will allow for further relationship-building and sustained momentum.
"Partnering with Outbound Pharma helped us engage key stakeholders in some of our key regional accounts. The quality of leads was exceptional, and their expertise was impressive. We're eager to continue this collaboration and build on the momentum we've gained"
VP of Marketing