Life Science Lead Generation: Clinical Research Products

Find out how we launched and maintained and ongoing holistic sales and marketing strategy to collect prospect intel and utilise digital behaviour insights to generate sales leads.

Based on years of development and testing, Somark hosts two products that enhance in vivo workflows used by Charles River Laboratories and other CRO’s, as well as hospital researchers, academics and more.

Their products mitigate the risk that human error poses in research, whilst simultaneously saving valuable technician time and enhancing the accuracy of record keeping.

Read on to hear how we generated 13 highly qualified leads, two demo requests and a conversion in the first few months of the campaign.

Employ a holistic sales and marketing campaign to drive expressions of interest and generate leads

This campaign is a result of many strategic conversations with the businesses Technical Director, who wanted to broaden their global stance in the market and generate leads from existing data that spanned across multiple geographies including European, American and Nordic locations.

The business was not conducting any outbound marketing activity and could not facilitate telemarketing internally; therefore we recognised an opportunity to partner our services in order to deliver leads that had been qualified by both sales and marketing activity.

In order to account for these expansive locations and put a focus on US lead generation, we developed a holistic campaign that involved regular email marketing and telemarketing based on shared insights, metrics and data.

Ongoing data management that is regularly shaped by email marketing metrics and employed by the sales team for calling

Initially, we spent time cleansing data that had been handed over, prioritising the briefed geographical locations and establishing what messaging and USPs would resonate most with each target market. This intel was integral in prioritising who to call and when.

After streamlining the strategy, the results continued to show in abundance.

Our long standing partnership has now expanded into various campaigns, which focus on delivering the right information at the right time to the right prospect. We’ve seen various products launch and have harnessed the power of direct reply in email marketing, with various leads coming direct off the back of an email send.

13 highly qualified leads, two demo requests and one converted quote in the first few months of the campaign

The current stance is an average 40% or above open rate and an average 13% or above click through rate for email marketing.

We continue to work closely internally to ensure that all sales and marketing data is shared between the campaign Consultants, this holistic approach has enabled our team to understand the various touch points (and quantity required to convert) for each lead.

As well as the leads generated, we have also assisted this business with their wider sales & marketing strategy. Enabling them to understand which target sectors offer the most uptake and return, how to shape their strategy for different geographical locations and managing their additional marketing channels.

“We have been with Network Scientific for over 2 years. We continue to be exceptionally pleased with their Sales and Marketing for our two platforms. The Network Scientific Team all bring excellent ideas to the table and then promptly implement them efficiently and effectively. The leads they have produced via calls, papers, marketing emails, social media, and our amazingly updated website are phenomenal. It is not only a pleasure to work with Network Scientific, but also an investment in our company that is well worth it.”

Read more about our life science marketing services, or get in touch to discuss further.