QuintilesIMS: The Power of One
An revenue program cuts through complexity
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.
Jane Mackenzie-Lawrie, VP Customer Centre of Excellence,
QuintilesIMS (now IQVIA)
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 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.