The Power of Multi-Channel Lead Generation in Clinical Research

Discover how our integrated sales and marketing strategy helped a global preclinical research technology provider generate qualified leads and expand their market presence.

Initial Objective: Somark partnered with us on an initial 12-week project to generate a high-quality pipeline of leads using a telesales approach.  The project aimed to reach out to pre-defined customer profiles in universities, to identify genuine opportunities. 

Current Objective: The results from this campaign dramatically exceeded expectations, and the partnership has since continued for over 4 years.  Our strategy has adapted to be a more holistic approach, using both sales and marketing to improve brand awareness while generating and qualifying leads, building a robust, sustainable pipeline of new business opportunities.    

Transitioning from Single-Channel Outreach to Multi-Channel

The early stages of the project were focused on driving lead volume through a telesales-led approach, supported by targeted database building. While this proved effective in generating initial opportunities, our approach in 2026 has evolved to place greater emphasis on enhancing brand visibility alongside outreach, further strengthening overall engagement and opportunity generation. 

Working collaboratively, we identified a higher-value target audience within research and commercial labs, shifting focus away from lower-value university prospects. This enabled us to develop a more strategic campaign aligned to the client’s commercial objectives. 

A traditional outreach approach consisting of database building and telesales is effective, but, in this case, combining it with multi-channel outreach increases brand visibility and awareness while creating a strong foundation for sustained growth.  By integrating channels such as email marketing, social media engagement, and search engine optimisation, we reinforced our clients' messaging across multiple touchpoints. This consistent presence helps to build credibility, nurture prospects over time, and improve the effectiveness of direct outreach.  

Importantly, insights gained from digital interactions, such as email opens and clicks, have provided valuable intelligence to guide telesales activity. Resulting in more informed, relevant conversations and a more personalised approach, ultimately strengthening prospect relationships and improving conversion outcomes over the longer term. Multi-channel outreach helps to build a stakeholder map and keep clients informed throughout the sales cycle.  

We have achieved 93 leads across university and industry prospects and, in 2026, have a conversion rate of over 40%. 

Read more about our Life Science Marketing services.

“Working with this team has been amazing - they are not only talented, but incredibly responsive, proactive, and truly supportive. The quality of their marketing work, from flyers and LinkedIn posts to blogs, is consistently outstanding and aligned with our brand. Even with limited weekly hours, they operate with a real sense of urgency. Twice in the past week, Network Scientific stepped in to handle unexpected, time-sensitive issues and delivered faster than I thought possible, ensuring we met our deadlines and stayed on track. Both their marketing and sales support teams are collaborative, helpful, and always willing to listen, adapt, and partner with us to drive results and help us succeed.” 

Our sales and marketing department is made up of a team of scientists, so we understand how to translate science into sales.  As a specialist scientific consultancy, you can trust us to help you achieve your growth goals.