TFS (Life Technologies) wanted to increase their sales in the assay market. To do so, they created an inbound promotion campaign for the product line and tasked Compass with qualifying the sizable list of leads generated from it. The project generated a significant sales increase and was extended numerous times due to its success. Compass provided additional support with the client’s customer-facing marketing materials during these extensions by updating the time-sensitive information they contained as the project continued.
Our client’s CRM was bloated with open lead opportunities of varying age and quality, making it more difficult for their sales team to respond efficiently and effectively to potential and current customers. They tasked Compass with cleaning up their CRM for certain product lines to relieve the bottleneck in their pipeline. Compass systematically assessed thousands of entries, contacting the target when appropriate, and reclassifying based on outcome. In the end, the database was significantly streamlined and several high-quality leads produced generated sales for the client.
"Your work has already paid dividends"
- Client marketing manager
The need for the project arose from a change in US government regulations regarding a certain laboratory test. As the vendor of an assay for this particular test, Agilent Technologies wanted to investigate how this new development might affect their sales landscape, and thus also impact their marketing strategy, which had been focused more on academic research organizations up until that point. Our team was tasked with investigating how the healthcare sector was implementing this change. The Compass team conducted industry research to pinpoint potential targets, and then conducted impromptu phone interviews with those individuals, generating both quantitative and qualitative deliverables for our client.
Compass began with a lead qualification/brand awareness campaign for this client. During the project, the Compass team proposed an email marketing campaign. Although the end goal was to drive sales, at a minimum, this mass marketing campaign would help increase brand awareness among contacts whose research scope is relevant. Compass drafted an email with high-quality content which went on to be a marketing campaign that was extended several times.
TFS has a robust marketing platform that has really embraced the human-era approach and created some amazing outreach campaigns. The Compass team has supported numerous such events held by TFS both with pre-event outreach marketing to boost attendance as well as post-event follow-up surveys and lead qualification to ensure events are successful and leads generated are moved quickly into their pipeline.
GE Healthcare ultimately wanted to increase sales of their equipment in Europe in areas outside of the core sectors that use their equipment. To do so, they needed to learn more about companies in these non-traditional areas that have purchased their technology. They tasked Compass with contacting these companies to interview current or past users regarding how they used the instrument and any novel applications they have created for their purpose. The multi-lingual Compass team conducted interviews throughout Europe in several different languages and delivered detailed notes to the client’s database.
The Association of Commercial Professionals - Life Sciences (ACP-LS) wanted to increase attendance of their annual conference while also raising brand awareness and driving membership. They tasked Compass with reaching out to key players in the biotech sector about the organization and conference.
Harvard Apparatus has a quarterly newsletter that they send electronically to their expansive database of customers and contacts. They tasked Compass with assisting with this campaign. The Compass team, utilizing HTML know-how and email software, systematically sent the email to the lists provided by our client.