business objective

The primary objective was to establish a strategic partnership to support the client’s marketing initiatives with qualified actionable leads. This included:

1. Generating High-Quality MQLs for Client’s Products:

• Enhance lead generation efforts for the client’s clinical trial and analytics products.
• Utilize advanced data analytics and targeted marketing strategies to improve the quality and quantity of MQLs.

2. Supporting Sponsor Client Campaigns:

• Deliver high-quality leads that meet the expectations of sponsor clients.
• Optimize outbound marketing programs including webinars, in-person events, and roundtables to maximize lead generation and campaign effectiveness.
• Implement enhanced analytics services to provide detailed insights and predictive modeling for better campaign performance

By addressing these objectives, the client aimed to boost engagement, increase conversions, and establish a more effective and credible marketing process, ultimately driving growth and enhancing their market position.

Context

The client, a leader in the clinical trial intelligence space, was facing significant challenges in their lead generation efforts. They were struggling with two primary issues. Firstly, their current supplier was unable to provide high-quality Marketing Qualified Leads (MQLs) for their own suite of clinical trial and analytics products. This resulted in lower engagement and conversions, impacting their sales pipeline and revenue growth.​

Secondly, the client was not meeting the lead quality standards expected by their sponsor clients. These sponsors, for whom the client conducted various promotional activities such as roundtables, webinars, and in-person events, required leads that were highly targeted and qualified. The inability to deliver such leads was affecting the client’s credibility and the effectiveness of their marketing campaigns.​

The client needed a strategic partner who could address these dual challenges by providing high-quality, actionable leads and optimizing their marketing campaigns to enhance engagement and conversions​