Life Technologies wanted to increase their sales in a particular area of the assay market. To do so, they created a promotion campaign for the product line and tasked Compass with qualifying relevant leads they had pulled from a fillable form on a related product's web page. Compass assigned several specialists to handle this sizable list of contacts. The project generated a significant sales increase and was extended numerous times due to its success. Compass provided additional support with the client’s customer-facing marketing materials during these extensions by updating the time-sensitive information they contained as the project continued.
We helped with lead qualification in the public (academic) and private (industry) sectors.
When Fluxion Biosciences left the UCSF incubator in 2009, they were operating with a streamlined staff, most of whom were researchers responsible for developing their instruments. In order to make the transition to an independent company, Fluxion needed to quickly fill the sales funnel with orders for their Bioflux system. To target and tele-qualify investigators in academia specializing in biofilm research, Fluxion called in Compass. That initial project resulted in such a sizable amount of demonstrations and concomitant sales, that Compass was retained indefinitely to assist in Fluxion’s lead generation and qualification. As a result of these continued efforts, Fluxion has been able to successfully launch another platform (the Ion Flux system) and Compass’s dedicated specialist for the Fluxion account has now become their full-time sales representative.
We helped point sales efforts in the right direction and served as a primary support for a new product launch.
Compass was contracted to help AMG ‘cut through the chaff’ of some of their trade show leads and email campaigns responses. Compass’s accurate, efficient results saved the AMG reps valuable time following up on dead leads and allowed them to quickly focus on viable sales.
"Compass was first brought to my attention by a sales colleague, who found them ‘indispensable; the best marketing money my company has ever spent’. After using the Compass lead development and qualification services, I have to agree."
-Guy Page, then Marketing Manager for AMG Micro
We helped AMG get a message out to the research community about their new, innovative product.
Our client’s CRM was bloated with open lead opportunities of varying age and quality, making it more difficult for their sales team to assess the database and respond efficiently and effectively to potential and current customers. They tasked Compass with a project to help relieve the bottleneck in their pipeline, and in the process, increase sales and clean-up their CRM database for certain product lines. Compass was granted access to the CRM and proceeded to take action on the accounts, assessing each entry as a potential sales opportunity and contacting the target when appropriate. The Compass team then reclassified each entry for the sales team, either as a high-quality lead that needed further action, or as a dead opportunity flagged for close out from the system at the end of the project. The Compass team rapidly and professionally filtered through the CRM (several thousand contacts), and in the process generated a high quantity of solid sales leads which increased sales for the client.
“Your work has already paid dividends.”
~ A lead member of our client’s sales team commenting on how pleased he was with the speed, quality and quantity of the leads our team delivered
We helped with CRM housekeeping and lead qualification.
The need for the project arose from a change in US government regulations regarding a certain laboratory test. As the vendor of an assay for this particular test, Agilent Technologies wanted to investigate how this new development might affect their sales landscape, and thus also impact their marketing strategy, which had been focused more on academic research organizations up until that point. Our team was tasked with investigating how the healthcare sector was implementing this change. The project was open-ended; the only parameters specified by Agilent were the type of information we were to gather (eg. cost) and where we were to focus (eg. specific states). A Compass specialist conducted industry research to pinpoint potential targets and then conducted impromptu phone interviews with those individuals, generating both quantitative and qualitative deliverables for our client.
We helped with market research in the healthcare sector.
GE Healthcare ultimately wanted to increase their sales of their equipment in Europe in areas outside of the core sectors that use their equipment. To do so, they wanted to learn more about companies in these non-traditional area that have purchased their technology. They tasked Compass with contacting these companies to interview current or past users regarding how they used the instrument and any novel applications they have created for their purpose. The multi-lingual Compass team conducted interviews throughout Europe in several different languages and delivered translated notes to the client’s database.
We helped a multinational biotech corporation identify and better understand new markets in Europe.
When the API manufacturing group at Regis was dissatisfied with their current lead qualification supplier, they offered Compass an opportunity to “do what the other guys couldn’t” – primarily, to get the sales results while working within the company’s network of communications, processes and most
importantly, budget. Compass realized there was an additional goal as well; to turn the feelings of distrust into one of confidence and partnership. The results of Compass’s work achieved all of the above. The study Compass provided was at such a level of detail as to empower the sales reps with the inner-workings of each targeted client. Recent feedback indicates that viable leads are still being produced from that study one year later. After earning Regis’s business and trust during that first project, Compass was invited to expand that pilot study into regions approximately four-times the original target area. For several years, Compass integrated its processes with Regis, improving communications by working directly with sales reps on salesforce.com and refining the program to ensure Regis’s business continues to move forward.
We helped a chemical manufacturing company with lead qualification.
The client wanted to generate sales of the innovative software program they had developed to address a need they had indentified in the pharmaceutical sector. Given the newness of the company and technology, the project was handed over to Compass with many unknowns. The Compass was tasked with generating industry leads for the sales team and documenting progress in the client’s CRM of choice. Telephone and email campaigns were used in concert with one another.
We helped a start-up with B2B lead generation.
Agilent Technologies needed market research assistance with their product development pipeline. They tasked Compass with contacting, scheduling and interviewing over 50 individuals involved in scientific research at leading academic institutions in the US and Canada regarding the scientist’s current practices as well as their impression of the client’s product concept. In the first stage of this project, Compass created a database of targets. The interview template was provided by Agilent, but honed by Compass specialists. Compass also produced a professional-grade fillable form for electronic distribution that Agilent approved. During the implementation phase, a Compass specialist phoned targets and scheduled or conducted impromptu interviews based on the contact’s preference. Upon completion of each interview, the specialist provided a detailed, organized transcript of the discussion that matched the interview guide template. A final brief containing all of the information collected during the project was delivered to Agilent upon completion of the project.
We helped with market research related to the development of a new software product.
The client had created a new product in a niche area and wanted to investigate potential marketing strategies. To do so, they enlisted the help of Compass to interview scientists from a research focus group. A Compass specialist conducted professional interviews with the contacts and generated a transcript of each discussion. During the project, Compass incorporated notes and feedback from the client to ensure the information they received reflected the specific areas they wanted more in-depth information on from the members of the focus group.
We helped with market research related to marketing a new product.
ACP-LS wanted to increase attendance at their annual conference while also raising brand awareness. They tasked Compass with reaching out to key players in the biotech sector about the organization and upcoming conference.
We helped with brand awareness.
Harvard Apparatus produces content for a quarterly newsletter that they send electronically to their expansive database of customers and contacts. They tasked Compass with distributing the email to this list. Prior to sending the email, Compass fixed a small error in the HTML code of the template provided that had prevented some of the email’s internal hyperlinks from working correctly.
We helped a biotech company with its quarterly newsletter.
Compass proposed this idea to the client during an ongoing lead qualification/brand awareness project. The Compass team thought it would be a good way to reach out to contacts we were unable to reach via the telephone and also increase brand awareness. Our client works in a niche area with a specialized product line limited to this focus, so the company is less well-known than competitors in the field, most of whom are large, multinational corporations. Although the end goal was to drive sales, at a minimum, this mass marketing campaign would help increase brand awareness among contacts whose research scope is relevant. Compass drafted a high-quality email with professional graphics and content and proposed the idea to the client. It was very well-received and went on to be an official marketing campaign.
”Great initiative!”
~ The client’s VP of sales
We initiated a targeted marketing campaign.
When ZyGEM launched their ForensicGEM line of products, they needed to get a steady flow of viable leads to their sales reps. They called in Compass to begin a tele-qualifying campaign in the North American forensics units. The list of contacts ZyGEM provided quickly proved to be the wrong target group. Immediately, Compass put a halt to the project and researched alternative sources for viable forensics labs. Quickly identifying them, Compass got the ‘green light’ from ZyGEM and ultimately achieved a 12% ‘A’ lead or hot lead rate on this project – a three-fold increase over the average ‘A’ lead percentage achieved from most pre-targeted lists.
We helped with lead targeting and qualification for a new product line and generated significant "hot" leads for ZyGEM reps.
In 2009, the radiosynthesis division of Amersham Biosciences found itself in unusual circumstances: it was being separated from its parent company and needed to proactively use their downtime while the transition was made to the Quotient Bioscience operation. With that goal in mind, Compass executed an Awareness Campaign announcing the acquisition while simultaneously identifying potential customers for future sales. Building upon that initial campaign, Compass again carried out a strategic call program announcing the grand opening of Quotient’s new laboratories while methodically filling the lab’s project pipeline with small to medium size pharma clients. With each phase of the program, Compass has become an integral part of the Quotient family, undergoing product training, developing the scripts; call guides and procedures, and dedicating three key staff members to Quotient’s success. Since working with Compass, Quotient’s lead database in the small to med size pharma sector has tripled in size.
We helped build their sales pipeline after an acquisition.
