While some consider this firm to be the world’s largest and best provider of genomic research data for life sciences, the firm needed to evolve their pricing and portfolio to remove persistent adoption barriers and achieve value-based revenues.
We engaged the ecosystem, uncovered primary adoption barriers related to mismatched offerings, validated and launched a new portfolio, along with refreshed sales assets, and trained the client commercial team on new positioning and narratives. Results included organically-increased pricing of 10X, shorter time-to-close with customers, and a team culture shift from ”selling data” to “providing business impact for pharma.”