manufacturing data hub
CASE STUDIES > Manufacturing 4.0 / Smart Manufacturing / MES
Lead generation for a first-in-class Manufaturing Data Hub SaaS
The company hired Outbound Pharma to acquire new customers within a traditional market segment (Manufacturing Execution System or MES) that required education and thought leadership.
The Challenge
Our client is a world leader in MES Software and Data Orchestration space. ​​The client’s solution provides an event-driven manufacturing data hub that allows pharmaceutical manufacturers to harmonize and standardize data while enabling an application-ready ontology (ISA-95 data model) of the entire operation with a single access endpoint. This allows us to fit 100% for any requirement in Pharma and integrated with any existing MES, or low code UI/application the customer has deployed.
​
While innovative, the company was lacking the manpower for new business development, so they decided to hired Outbound Pharma to add 3-5 new customers in next year 2025. The MDH solution was a paradigm shift and new category, so educating customers on the need/benefit of this approach vs. the top down vendor solution approach was critical.
The Solution
Outbound Pharma conducted one-on-one interviews with key stakeholders in the company to fully understand the value proposition, ICP and market segments.
​
We then prepared targeted campaigns, which included 12 key conferences and events for better outreach targetization, including senior executives in Digital Manufacturing's Best Practices, Heads of Manufacturing Execution Systems (MES), Pharma Manufacturing, Manufacturing 4.0, and Smart Manufacturing leaders.
.
The Results
In 3 months, Outbound Pharma delivered strategic recommendations for new business development, including campaign planning and segmentation.
The outreach project produced 48 leads, resulting in 8 qualified meetings within the first 12 weeks.
​
The company hired 2 additional BD Managers in the USA, so the client decided to continue their BD efforts in-house.
"Working with Outbound Pharma was an outstanding experience. Their attention to details and ability to execute is truly impressive. I appreciate the introductions to wonderful sales opportunities."
Head of BD