Use Case for Clinical Research Company

Description: Discover how Clinical Research Company acquired more leads using Signum.AI’s trigger-based approach.

Client: Clinical Research Company – a full-service clinical CRO with a relentless mission to complete each clinical trial on time.

Challenge: The client had not previously launched automated outbound campaigns. The Signum.AI team was tasked with acquiring as many prospective clients as possible according to the following Ideal Customer Profile (ICP):

Locations: USA – primary priority, Canada, India, UK, Australia, Austria, Belgium, Denmark, Finland, France, Germany, Ireland, Italy, Netherlands, Spain, Sweden, China, and Turkey.
Verticals: Pharmaceuticals R&D, Biotechnology, Contract Research Organisations (CRO)
Size of companies: 1-10, 11-50, 51-200, 201-500 employees in a company
Decision-makers: Chief Executive Officer, Founder, Chief Medical Officers, Clinical Operations staff, Vice Presidents, Directors, Associate Directors of pharmaceutical development, Operational strategy, Clinical strategy development, and Clinical Services.

To accomplish the task, the following strategy was implemented:

1. We identified 3003 prospects according to the approved ICP.
2. We started prospect tracking to capture the following triggers:

• Change in prospect’s job title;
• Change in prospect’s workplace;
• Looked through LinkedIn posts from decision-makers with keywords related to CRO pitches/looking for outsourcing partner;
• Tracked companies from the prospect list in the Clinical stage with an open pipeline;
• Explored companies participating in conferences.

3. We conducted A/B tests with different sequences and segmented groups of decision-makers and triggers.
4. We launched and automated the sequence delivery process on LinkedIn and email.
5. We analyzed the performance of all campaigns and selected the best-performing strategy.

Results:

Through their collaboration with Signum.AI, the client achieved the following results:

A total of 3003 prospects were reached out to.
146 LinkedIn responses and 51 email responses were received.
The average response rate in email is 3.29%.
The average response rate is 22.8 % on LinkedIn.
More than 40 Sales Qualified Leads, including more than 20 calls and x demo requests

Feedback from the CR Company team member: Thanks to our partnership with Signum.AI, we obtained warm contacts and calls with potential clients using the outbound channel. This was our first experience, and it was very successful. We want to express our gratitude for their proactive approach and seamless work! We plan to continue collaborating with Signum.AI.