QuintilesIMS: The Power of One

QuintilesIMS (now IQVIA) needed to: identify outsourcing opportunities among top accounts; identify new stakeholders to engage; understand and match motivation, need and aspirations of each account, and stakeholders within that; win and grow business earlier in the clinical project life cycle.

The Challenge

Inspiring healthcare organisations to outsource - QuintilesIMS (now IQVIA) delivers integrated information and technology solutions to healthcare service providers. The business sought to convince those organisations to outsource clinical research projects and needed to: identify outsourcing opportunities among top accounts; identify new stakeholders to engage; understand and match motivation, need and aspirations of each account, and stakeholders within that; win and grow business earlier in the clinical project life cycle.

The Approach

A deliberately intimate program - A number of factors – including the regulatory environment and the subject-expertise of the QuintilesIMS sales team – made for a deliberately intimate media program. This was not a broadcast campaign, nor one channelled through paid media, online or direct mail. Instead, Momentum created a series of assets for the QuintilesIMS sales team to direct at a limited number of stakeholders. These included: highly-targeted videos, visionary videos, strategy briefs and strategy workshops.

The Impact

Multi-million dollar returns for QuintilesIMS - The program saw 11 multi-million dollar opportunities won; seven opportunities created and won within 12 months of project instigation; 316% account revenue growth; and 31 new senior C-level executives engaged.