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Starting strategic sales conversations on AI in pharma

Tessella (now part of Capgemini)

Digital measurement devices lying next to vials of pills


To engage strategic decision-makers in life sciences and healthcare and start sales conversations.

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  • Through interviews with 11 experts working on data projects in healthcare, we identified ‘Patient Centric Healthcare’*, as highly relevant to life sciences strategists.
  • Using those expert’s insights, we created a highly credible report on this topic, with a particular focus on the role of AI in making healthcare patient-centric.
  • The report was the cornerstone of a campaign to target decision makers in pharma and health, using paid LinkedIn, trade media thought leadership, email, and social media.
Hand holding yellow pill capsules


After three months the report generated:

  • Over 120 downloads from very senior people at pharma, biotech, and health, with titles such as Heads of Data, Digital or R&D.
  • Over 60 sales qualified leads and 10 sales meetings booked.
  • Several further sales conversations from direct email approaches with report.

Julian Fowler, Head of Marketing and Communications at Tessella, said:

“This was a textbook example of how to run a campaign. All the right companies, all the right job titles. We don’t want to be sifting through endless low-quality leads then getting short shrift when we follow up. We want the best leads and we want them to know how good we are. So quality content matters.”

*Since this case study, Tessella has been acquired and is now part of Capgemini Engineering. The report has been rebranded and continues to be used. Capgemini Engineering is now a Memetic client.

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