Lead generation and outreach for mid-sized CRO company

CASE STUDY

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Discovery & Strategy Workshop

We conducted a series of strategic workshops to deeply understand the client's value proposition, define the Ideal Customer Profile (ICP), and audit the current sales funnel. This allowed us to build a precise outreach architecture with clear targeting logic and personalized messaging, eliminating any guesswork prior to launch.

What was done:

Clarified the value proposition for key products (PBMC / leukopak) and defined realistic outbound success metrics.
Refined the ICP and buyer personas for two primary segments: B2B companies (biotech, CRO/CDMO, diagnostics) and academic/clinical researchers.
Finalized the targeting logic by defining keywords, job titles, and geographies, while explicitly excluding existing active opportunities from the CRM.
Co-created the structure of the initial cold emails and developed a multi-step outreach sequence for the pilot.

Pilot Campaign & Initial Results

We launched a focused pilot campaign covering approximately 5% of the Total Addressable Market (TAM) to rapidly test our hypotheses on the selected segments with minimal risk. Utilizing our own pre-warmed domains, we managed the entire lead generation cycle: from sequence execution and reply management to lead qualification and handover to the sales team.

What was done:

Built a targeted contact list for the pilot scope: ~125 relevant companies and ~500 researchers.
Executed a focused outbound sequence (emails + follow-ups) using our dedicated, pre-warmed domains to ensure high deliverability.
Managed all replies, performed basic qualification, and ensured a seamless handover of interested prospects into the client's BD process.
Implemented a 100% performance-based commercial model, where success was strictly defined by explicit target actions: a product sample request or a scheduled meeting.

The campaign resulted in

2 scheduled meetings.