ABOUT

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.

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“Momentum’s creative work is not only emotive but it’s on message and resonates with customers. We achieved connections that we did not think possible and, importantly, generated sales as a result.”

Jane Mackenzie-Lawrie, VP Customer Centre of Excellence,
QuintilesIMS (now IQVIA)

SOLUTION

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.

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.

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