Turning early interest into qualified sales opportunities through strategic inside sales engagement
A Swiss biotech company founded in 2018 spun out of a leading technical institute has developed an award-winning platform that is redefining single-cell manipulation. Designed for precise spheroid dispensing and organoid generation, the instrument enables reliable and gentle single-cell isolation, an essential step in applications ranging from stem cell research to cell and gene therapy. As the company prepared for its European commercial rollout, it needed to convert growing interest into a qualified pipeline to support sales growth and product adoption across high-value scientific markets.
To support its market entry, the company needed to quickly transform growing interest into a structured and high-quality sales pipeline. In parallel, it aimed to raise its profile among key stakeholders in cell and gene therapy, regenerative medicine, and biomanufacturing. Gathering market feedback to refine messaging and anticipate potential adoption barriers was also critical. More broadly, the company needed to establish a scalable inside sales process capable of converting early engagement into qualified opportunities. To meet these goals, it turned to Novoptim for a focused and science-driven commercial activation.
Novoptim deployed its Pipeline Builder service, a structured inside sales and lead nurturing program designed to convert marketing interest into tangible sales opportunities. A persona-driven, multi-touchpoint engagement strategy was developed, combining personalized email cadences, direct outreach, and follow-up calls tailored to senior scientists, lab heads, and innovation leads. Voice of Customer (VoC) interviews were conducted to refine messaging and validate the platform’s perceived value across different use cases. Messaging was iterated in real-time based on response patterns, while lead qualification was managed using a BANT-based framework (Budget, Authority, Need, Timeline) to ensure commercial fit and readiness. This approach enabled the client to move beyond awareness and engagement, and toward tangible sales conversations with decision-makers across priority European markets.
The project resulted in the generation of over $5.7 million in BANT-qualified opportunities within just 10 months, marking a major milestone in the client’s initial go-to-market efforts. By structuring a robust sales funnel that guided leads from Marketing Qualified Lead (MQL) status to Sales Qualified Lead (SQL), Novoptim enabled the company to move beyond awareness and into actionable sales conversations. The initiative significantly enhanced brand visibility and commercial traction within the cell and gene therapy space, positioning the company as a credible and innovative player in this competitive market.
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