CONTACTOUR CLIENTS
SALES DEVELOPMENT CASE STUDIES
Client :
a European Biotech service provider
Company status :
seed phase
Client situation :
from the beginning revenue had been generated by selling services to academic labs. However, these services offered minimal added-value to this market segment so the next step in development of the company was to address the pharmaceutical market. Initial attempts by the company to enter the pharmaceutical market had not succeeded in generating sales.
Novoptim contribution :
Novoptim began by re-assessing the offering and developed a stronger offering to match the needs of this specific market segment. During the project, Novoptim approached a start-up company selling complementary services and successfully negotiated a 'win-win' deal to develop a unique offering through which both companies could provide the customers with a more global service. Through its extensive knowledge of the pharma market, Novoptim initiated contactand organized seminars to present the client offerv to the pharma industry.
Key achievements :
The client initiated service provider deals with a pharma company that resulted in a doubling of revenues within the first year. During the project, Novoptim implemented sales reporting and database management tools and the prospect pipeline increased by 80%.
