A French company develops innovative tools to control the cell microenvironment. It commercialized an instrument for protein printing targeted to academic labs working on micropattern in order to control the development and proliferation of living cells.
The company was in the process of launching its first product in the European market. The initial strategy was to identify potential partners and distributors to market the instruments. A partnership was signed with a distributor in France, but the company was short on resources and expertise to address the other European markets.
Novoptim implemented its sales Pilot program, allocating a 50% full-time equivalent resource to cover the targeted European markets (Germany, the UK, the Netherlands, Sweden, Austria and Switzerland). Our BD consultant conducted all sales-related activities on the territory to develop the sales pipeline and generate revenue. Customer data was logged weekly into our CRM and the client database. The effort included Marketing activities and meetings with key opinion leaders to support the sales effort.
Within 9 months, Novoptim sold 4 instruments and developed a healthy prospect pipeline., The client was able to accelerate market access, approach key opinion leaders in the field, create market awareness within the community, and generate revenue.