Case Study: Covance achieves expanded lead generation and increased meetings with CIENCE, Inc.

How CIENCE Targets Clinical Research Companies with Orchestrated Outbound Campaigns For Covance

Covance, a global drug development and clinical research services company, needed to expand its contact list, raise brand awareness, and identify target mid‑size clinical research accounts for meetings. In August 2016 Covance engaged CIENCE, Inc. to provide outbound lead‑generation and sales development services, including targeted research and cold, multichannel marketing campaigns aligned to Covance’s ideal customer profile.

CIENCE, Inc. deployed a team of SDRs and campaign strategists to research prospects, execute orchestrated outreach, and iterate based on campaign analytics. The engagement—starting as a trial and continuing nearly four years—delivered immediate success, improved Covance’s brand recognition, generated event meetings, and effectively acted as an extension of Covance’s inside sales team; CIENCE, Inc. earned five‑star evaluations for quality, scheduling, cost and NPS and provided detailed post‑campaign metrics and strategy adjustments.

Covance

Christine Paulhus

Senior Manager of Operational Strategy