Opportunities with 17 of the 20 largest pharma organizations in under 3 months

The Objective

An early stage startup was seeking to engage Director, VP, and C-suite level executives within leading biotech and pharmaceutical companies in the United States.

Their primary objectives were to:

• Validate their core offering to this market
• Identify the best “point of entry” within these organizations across various divisions and leadership titles
• Engage prospects in a consultative sales process with deal sizes ranging into 7 figures per year
• And transition from reliance on relationships & referrals to having a way of proactively generating new opportunities

The Challenge

Getting in front of your prospects has never been harder.

If you’re trying to send cold emails in 2024 you’re going up to bat against Google & Microsoft.

Their spam-detection algorithms are getting better every day.

On top of that, every enterprise institution (top pharma in this case) utilizes firewalls: proofpoint, mimecast, cisco, barracuda, etc.

These firewalls are primarily designed for cybersecurity purposes.

But they also catch & discard most outreach.

The bottom line?

If you’re sending emails to enterprise institutions without a correct sending infrastructure, it’s most likely that no one ever sees them.

(The “open rates” shown in your sales engagement platform are simply just emails being “opened” by a spam filter, not a human.)

Solution & Results

Within 3 months of engaging Astris Partners - this startup had conversations with leaders at 17 of the top 20 pharma orgs, as well as dozens of smaller organizations.

Here are the strategic highlights supporting this effort:

• Alignment of key value propositions of our client with the pressing needs of stakeholders within their target market
• In depth audience research - conference recordings, event recordings, webinars, podcasts, etc.
• Creation & testing of 23 different angles of presenting their offer
• Creation of foundational marketing collateral to showcase our client’s unique, competitive differentiation

In addition, we’ve nerded out about getting emails through enterprise grade firewalls, to ensure we’re able to effectively engage prospects at scale.

The end result?

A well defined understanding of the target market. A repeatable and scalable system for generating opportunities. And over $1.5mm in qualified pipeline.