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Here's how your agency secured qualified appointments with biotech and pharmaceutical companies

IDDI, a CRO specialising in biostatistics and clinical data management, generates qualified appointments with biotech and pharma decision-makers.

IDDI, a CRO specialising in biostatistics and clinical data management, wanted to speed up the process of obtaining qualified appointments with biotech/pharma decision-makers through multi-channel prospecting.

52.7% opening12.9% response3 weeks before first appointments
IDDI logo

IDDI

Pharma / Biotech / CRO

Case study
IDDI

Campaign details

Categories

Lead generation, sales prospecting, qualification of needs, making appointments

Services

Data management and retrieval

Ideal customer profiles (ICP)

CEO, CMO, medical director and decision-makers in charge of clinical operations, outsourcing, etc. in medical equipment manufacturing and biotechnology research.

Campaign language(s)

French, German, English

Contact

Serge Bodart, Sales Director

Key results

52.7% open rate · 12.9% response rate · First appointments in 3 weeks · Significant increase in demos after the addition of cold calls.

Key results

52.7% open rate

12.9% response rate

First appointments secured in 3 weeks

Significant increase in demos after +1000 cold calls

52,7%

Open rate

12,9%

Response rate

3 weeks

Time to first appointment

About the company

Our client is a CRO offering advanced biometric services to biotech and pharmaceutical companies.

IDDI is a 30-year-old clinical research organisation specialising in biostatistics and data management for pharmaceutical, biotechnology and medical device companies.

The challenge

  • Several decision-makers in the same company: identify the most qualified and committed KPI.
  • Niche sector: prospects often already have partners in biostatistics/data management, which makes differentiation more difficult.
  • Saturation of prospecting (email, LinkedIn, calls): gaining trust and obtaining qualified appointments is more difficult.
  • Email and LinkedIn alone weren't always enough: we had to add cold calls to get more appointments and improve the messages.

The strategy

  • Continuous improvement in targeting: analysis of LinkedIn/email responses from week 1, taking into account internal redirects, then rapid iterations via Sales Navigator and +1500 leads with more relevant titles.
  • Vanilla offer: 5-hour free consultation to build trust, discuss future clinical development plans and then negotiate a contract.
  • Cold calls on engaged prospects: CRM filtering + Lemlist of contacts who have opened several times or clicked, then calls to maximise demos and gather actionable insights.

Results

  • LinkedIn: good acceptance rates, quality conversations and new connections opening up contractual opportunities.
  • Meetings: the campaign was stagnating, then the addition of large-scale cold-calling sessions boosted the momentum.
  • After +1000 calls, the team exceeded its expectations with a significant increase in the number of demos.
  • In a specialist sector, doing more than the competition (vanilla offer + calls) improves the response rate and conversion into appointments.

Key lessons

  • KPI targeting must be reviewed every week on the basis of real signals from the field.
  • A clear entry-level offer (5-hour consultation) accelerates confidence in a saturated market.
  • Cold calls are still decisive when email/LinkedIn have reached a plateau.
  • The combination of engagement signals + calls increases the chances of qualified demos.

Contact

How to get more meetings: let’s talk

Share your goals and receive a concrete outbound plan prioritized for your market.

Results

  • 52.7% open rate
  • 12.9% response rate
  • First appointments in 3 weeks
  • Significant increase in demos after +1000 cold calls
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