This French-based company develops innovative tools to control the cell microenvironment. It commercialized an instrument for protein printing targeted to academic labs working on micropatterns for biologists seeking to control the development and proliferation of living cells in culture.
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 resource to cover the targeted European markets (Germany, the UK, the Netherlands, Sweden, Austria and Switzerland). Our business consultant conducted all sales-related activities on the territory to develop the sales pipeline and generate revenue. Data were entered weekly into Salesforce and the client database. Marketing activities and meetings with key opinion leaders were also done to support the sales effort and create market awareness.
Within 9 months, Novoptim sold 4 instruments for the client and developed a healthy prospect pipeline. Thanks to Novoptim, the client was able to accelerate market access, approach key opinon leaders in the field, create market awareness within the community, and generate revenue.