From lab to acquisition: how we powered a biotech innovator's commercial success

Client is a top-tier GTM agency, masters of branding and paid advertising. They were driving significant awareness for their major biotech client, but the client’s internal sales process was stuck in the past, creating critical roadblocks:

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• Client Inefficiency: The client's own team was responsible for prospecting, but their process was manual, slow, and couldn't scale.

• Wasted Marketing Spend: Clients's brilliant ad campaigns Customer testimonial copy draft 2were generating interest, but the client's slow, manual follow-up meant countless leads went cold. Incorrect & Risky

• Automation: The client was using outreach tools incorrectly, sending from their primary domain and risking its reputation. Their workflows were inconsistent and didn't follow best practices.

• A Growth Ceiling: Client had maximized their value through traditional channels. To drive further growth for their client—and to expand their own business—they needed to solve their client’s core operational problems.

• The challenge was clear: We needed to help Client expand their value proposition by building a sophisticated, multi-channel GTM engine their client could use to turn interest into revenue. 

We collaborated directly with the Client to architect and build a suite of powerful, automated systems. This was a new, high-value service offering that transformed the Client into a full-funnel growth partner.

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1. Rebuilding the sales infrastructure

‍First, we rebuilt the client's entire sales infrastructure from the ground up, implementing a new, safe inbox and domain system. This foundational step allowed the team to scale their outreach effectively without risking their core company reputation.
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‍2. Engineering a precision

‍Outbound Engine

We built custom Clay tables designed to analyze scientific research articles in key areas like oncology and genetics. This system identified user pain points with competitor instruments, allowing us to create hyper-targeted campaigns that spoke directly to the challenges researchers faced.
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‍3. Activating All Lead Channels

‍We developed several automated systems to ensure no lead was left behind:

• Webinar Lead Conversion: Custom Clay tables were set up to instantly research and begin outreach to webinar attendees.
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• Reactivating Dormant Leads: We built an evergreen system to continuously revisit previously acquired but inactive sales-qualified leads.
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• LinkedIn Engagement: A system was developed to monitor content from key opinion leaders, scrape engagement data, and feed qualified prospects into personalized outreach sequences.
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‍4. Supporting Physical & Event-Based Marketing

‍To support the client's eight European roadshows, we designed a process to extract location data from research articles. This allowed us to identify researchers near each event and target them with integrated paid ad and outbound campaigns.
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‍5. Targeting High-Intent Companies

‍Finally, we built detailed, targetedlists of private CROs, CMDOs, and companies that had recently received funding. Using a tailored scoring system, this allowed the client to focus their efforts on organizations with clear buying intent.

This comprehensive GTM engine, delivered as a new service by Client, created powerful, compounding results.

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For Client's Biotech Client:

‍Over four months, the system contacted 8,433 leads, generating 104 interested leads and creating over $5.2 million in opportunities.

‍Accelerated Growth: The new multi-channel system eliminated their internal bottleneck, leading to more sales meetings and rapid market penetration.

‍The Ultimate Outcome: A Bio-Rad Acquisition: This new, scalable sales process made them a highly attractive target, contributing directly to their successful acquisition by industry giant Bio-Rad.

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‍For the Client, the GTM Agency:‍

• A New, High-Value Revenue Stream: Client successfully up-sold a powerful new tech-focused service, dramatically increasing their revenue and client retention.

• Strengthened Value Proposition: By moving beyond ads into complex process automation, Client differentiated themselves and became an indispensable strategic growth partner.