![Strategic sales conversations within the pharma industry using AI Worker sitting at desk in front of row of monitors](https://www.memetic-comms.com:443/uploads/case-studies/3/2023-11-08--07-05-42-AI-Computer-Scientist-v3-1x.jpg)
Starting strategic sales conversations on AI in pharma
Tessella (now part of Capgemini)
![Using AI to develop the world of pharmaceuticals Digital measurement devices lying next to vials of pills](https://www.memetic-comms.com:443/uploads/case-studies/3/2023-11-08--08-32-23-Digital-medication-v1-1x.jpg)
Objective
To engage strategic decision-makers in life sciences and healthcare and start sales conversations.
![The campaign to target decision makers in pharma and health Laboratory technicians scanning environmental monitoring plate with tablet](https://www.memetic-comms.com:443/uploads/case-studies/3/2023-11-08--08-36-39-Laboratory-technicians-v1-1x.jpg)
Approach
- 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.
![The end result Hand holding yellow pill capsules](https://www.memetic-comms.com:443/uploads/case-studies/3/2023-11-08--08-38-26-Hand-holding-pills-v1-1x.jpg)
Impact
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.