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How We Drove 48% More High-Value Leads for a Pharma SaaS Client in 30 Days

Julia Shevchenko |

Client Background

Leading SaaS provider of clinical trial management software for pharmaceutical companies.
Target Audience: Medical researchers, clinical ops directors, pharma compliance officers.


The Challenge 

  • Low-Quality Content: Technical expertise existed, but content failed to resonate with medical buyers.

  • Zero Brand Differentiation: Competing against legacy vendors with 10x larger budgets.

  • Wasted Ad Spend: Meta/LinkedIn ads generated clicks but no qualified leads.

  • SEO Gap: Ranking for low-intent keywords (e.g., "clinical trial software") but missing high-value terms (e.g., "FDA-compliant trial management").

"We were experts in clinical trials but strangers in our own market."
— Client’s Head of Growth


Elysian’s Data-Driven Solution 

1. Precision Audience Mapping

  • Identified 3 high-value ICPs: Clinical Research Directors, Compliance Officers, and Trial Site Managers.

  • Mapped pain points: "protocol deviation tracking," "FDA audit readiness," "patient dropout reduction."

2. Omnichannel Content Engine

  • SEO: Created 10 pillar pages targeting commercial-intent keywords:

    "Automated Clinical Trial Reporting Tools," "Reduce Patient Dropout Rates SaaS," "eTMF Compliance Software."

  • Paid Ads: Launched hyper-targeted campaigns:

    • LinkedIn: Ads focused on job titles + content gated behind whitepapers ("FDA 21 CFR Part 11 Compliance Checklist").

    • Google: Retargeting ads for webinar registrants searching competitor terms.

  • Webinars: Hosted "Audit-Proof Clinical Trials" series with KOLs (Key Opinion Leaders).

3. Funnel-Optimized Conversion Path

  • Rebuilt landing pages with trust triggers: HIPAA badges, compliance certifications, and trial ROI calculators.

  • Implemented lead scoring to prioritize MQLs from target organizations.


Results That Matter (Data-Driven for Credibility)

Metric Pre-Campaign Post-Campaign (30 Days) Growth
Inbound MQLs 42/month 62/month +48%
Cost Per Lead (CPL) $220 $145 -34%
Webinar Attendance 35 attendees 89 attendees 154%
Organic Traffic 1.2K visits 2.1K visits 75%

 

Long-Term Impact:

  • 22% of MQLs became paying customers within 90 days (industry avg: 8%).

  • Outranked 3 legacy competitors for "automated clinical trial software."


Why This Worked 

  • Content ≠ Creation: We built authority assets solving urgent regulatory pain points.

  • Ads ≠ Spray-and-Pray: Targeted only accounts with active trials (via LinkedIn intent data).

  • Webinars ≠ Lectures: Positioned as "compliance clinics" with actionable take-home kits.

Would love to learn more? Just download the free case

 

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