Building a scalable commercial foundation to drive European expansion in biotherapeutics R&D
A Cambridge-based biotech company is transforming protein quantification in biotherapeutics through a novel, redox-based electrochemical technology. Their automated instrument enables fast, at-line titre measurements, accelerating decision-making in upstream bioprocessing and viral vector production. As demand grows for real-time analytics in bioproduction, the company prepared to expand beyond the UK and into broader European markets.
With growing demand for real-time analytics in bioproduction, the company set out to strengthen its commercial presence in the UK and lay the groundwork for future European expansion. Key objectives included building a qualified base of Marketing Qualified Leads (MQLs), increasing brand visibility in a highly competitive environment, and gathering actionable market intelligence to inform go-to-market decisions. Operating with a lean internal team and limited commercial capacity, the company turned to an external partner capable of combining scientific credibility with agile execution, ensuring that outreach efforts would resonate with technical stakeholders and translate into tangible business results.
To lay the foundation for sales success, Novoptim deployed its Kickstarter program, an agile lead generation solution designed to build brand visibility, generate qualified leads, and fuel early-stage commercial pipelines. The initiative combined automated lead generation tools with carefully curated, persona-driven outreach to ensure both scalability and relevance. Campaigns were structured around the client’s scientific value proposition, with targeted messaging adapted to key stakeholder profiles. Lead scoring mechanisms were used to qualify engagement, prioritize high-potential opportunities, and maximize campaign performance.
Over five months, Novoptim’s Kickstarter program generated 685 qualified leads, significantly expanding the company’s commercial reach in the UK and creating the basis for a stronger, opportunity-rich sales pipeline. The initiative also delivered strategic insights to support 2025 European launch planning. With a clear understanding of which audiences are most receptive and which messages drive engagement, the company is now equipped to scale its commercial operations.
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