Case Study: AI in Life Sciences

Generating business leads from insightful content

Case Studies

Published by:

David Lewis


The Objective

Data science and AI consultancy, Tessella has a long heritage in life sciences, helping pharma and biotech companies use data to improve business outcomes.

To help them engage strategic decision-makers at prospects, we developed a report exploring how AI can support ‘Patient Centric Healthcare’, a hot topic in life sciences, where companies are seeking good information and advice.

Developing Strategic Content

The report was developed through interviews with 11 experts - at Tessella and within its network - who are actively working on AI projects in healthcare.

This created a unique and informed position, backed by deep expertise and real life use cases.


Dissemination

The report launched February 2020, gated and downloadable on Tessella’s website. Promotion activities, designed to drive relevant downloads, included:

*Targeted LinkedIn lead generation campaigns promoting the whitepaper.

*Media thought leadership, securing and writing articles in MedTech Innovation and Disruption Magazine.

*Story in Tessella’s newsletter promoting the whitepaper

*Three articles on Tessella’s Insights Page drawing on findings and case studies from the whitepaper

*Soundbites and key insights from the whitepaper promoted through Tessella’s social media channels on ongoing basis


Results

(August 2020)

*Over 120 Downloads

*Over 60 qualified leads from downloads

*Over 10 sales meetings which are considered promising by sales teams

*Most downloads from senior people at pharma and biotech companies, and health services, with titles such as Heads of Data, Digital or R&D.

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

“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.”


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