
How We Drove 48% More High-Value Leads for a Pharma SaaS Client in 30 Days
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
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Low-Quality Content: Technical expertise existed, but content failed to resonate with medical buyers.
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Zero Brand Differentiation: Competing against legacy vendors with 10x larger budgets.
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Wasted Ad Spend: Meta/LinkedIn ads generated clicks but no qualified leads.
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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
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Identified 3 high-value ICPs: Clinical Research Directors, Compliance Officers, and Trial Site Managers.
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Mapped pain points: "protocol deviation tracking," "FDA audit readiness," "patient dropout reduction."
2. Omnichannel Content Engine
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SEO: Created 10 pillar pages targeting commercial-intent keywords:
"Automated Clinical Trial Reporting Tools," "Reduce Patient Dropout Rates SaaS," "eTMF Compliance Software."
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Paid Ads: Launched hyper-targeted campaigns:
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LinkedIn: Ads focused on job titles + content gated behind whitepapers ("FDA 21 CFR Part 11 Compliance Checklist").
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Google: Retargeting ads for webinar registrants searching competitor terms.
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Webinars: Hosted "Audit-Proof Clinical Trials" series with KOLs (Key Opinion Leaders).
3. Funnel-Optimized Conversion Path
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Rebuilt landing pages with trust triggers: HIPAA badges, compliance certifications, and trial ROI calculators.
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Implemented lead scoring to prioritize MQLs from target organizations.
Results That Matter (Data-Driven for Credibility)
Metric | Pre-Campaign | Post-Campaign (30 Days) | Growth |
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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:
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22% of MQLs became paying customers within 90 days (industry avg: 8%).
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Outranked 3 legacy competitors for "automated clinical trial software."
Why This Worked
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Content ≠ Creation: We built authority assets solving urgent regulatory pain points.
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Ads ≠ Spray-and-Pray: Targeted only accounts with active trials (via LinkedIn intent data).
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Webinars ≠ Lectures: Positioned as "compliance clinics" with actionable take-home kits.
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