Case Study: Covance builds brand awareness and qualified meeting pipelines with CIENCE outbound SDR campaigns

Covance builds qualified meeting pipeline over nearly 4 years with CIENCE

Covance, a drug development and clinical research company, partnered with vendor CIENCE to address its need for expanding its contact list, building brand awareness, and identifying target accounts for qualified meetings. Their challenge was executing outbound lead generation campaigns targeting mid-size clinical research companies in the medical and pharmaceutical industries.

CIENCE implemented a solution by first researching Covance's ideal customer profile and then running orchestrated, multichannel outbound SDR campaigns. This approach generated immediate success in a trial project, which led to a nearly four-year partnership. The results for Covance included a strengthened pipeline of qualified sales meetings, significant expansion of their contact list, and improved brand recognition across their key target accounts.

Covance