GTM and Scale-up for Large R&D CRO
Objective: Establish foundational marketing to drive customer acquisition and sales growth for biospecimen, specialty lab, and clinical trial services.
Approach: Led aggressive scale-up of PE-backed CRO with multiple acquisitions, including initial marketing plan; implemented a sophisticated techstack including demand gen tools and lead management systems (Hubspot, Salesforce, WordPress, ZoomInfo, ABM, AI agents); designed and hired / retooled / outsourced teams for branding and campaigns to accelerate go-to-market; integrated AI automations for efficient lead nurturing; created KPI dashboards to track ROI and funnel progression.
Results: Delivered impressive results with 1,500 new customers annually, 250% YoY sales growth over three years, 200K leads, and 24X marketing ROI.