Data Licensing for Clinical Research: Accelerating Pharmaceutical Insights
How I launched a new product in a new market and transformed the GTM motion of a top population health analytics company.
By using the data sourcing use cases as a differentiator and aligning GTM activities around targeted pharma/CRO segments, I successfully introduced a new data licensing product that rapidly expanded market presence, forged strategic partnerships, and exceeded lead-generation goals.
Market Research & Segmentation
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SME & Prospect Interviews
Conducted extensive interviews with subject matter experts and potential clients to gain deep insights into the clinical research landscape. These conversations revealed critical pain points and opportunities within the life science market.
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Market Requirement Analysis
Created a detailed market requirement document and segmentation framework highlighting specific therapeutic areas and specialties where population health analytics data provides researchers with a significant competitive advantage.
3
Opportunity Sizing
Developed comprehensive market sizing models to inform product investment priorities, with special focus on diseases linked to value-based care contracts, ensuring our solutions address the most valuable research areas.
Value Proposition & Targeted Messaging

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Data Integrity Excellence
Unmatched completeness, accuracy & consistency
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Research-Specific Solutions
Tailored for pharmaceutical & clinical research needs
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Strategic Audience Targeting
Focused on chronic disease related therapeutic areas
The unique value in the product is based on the purpose of why the data was collected from the core business. The data is derived from value based care and population health analytics use cases which have data integrity implications in terms of how consistent, complete, and accurate the data is and for what types of therapeutic areas.
Strategic Partnerships & Thought Leadership
Research Partnerships
Secured three external research partnerships utilizing our product, ensuring co-publication opportunities and enhanced brand visibility within the clinical research community. These collaborations validate quality while providing real-world application examples of how the data can be used.
Award Nominated Research
I nominated our data scientist for a groundbreaking analysis on long COVID, simultaneously boosting our brand credibility and providing tangible evidence of our product's research capabilities.
Strategic Timing
Coordinated marketing activities and PR announcements with industry events and publication timelines, optimizing market entry and aligning with buyers' research cycles to maximize relevance and impact.
Innovative Conference Presence
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Data Storytelling Excellence
Creatively repurposed data visualizations displayed at research conferences driving significant interest to our booth. These visualizations demonstrate our ability to transform complex health data into compelling research narratives.
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Audience Engagement
Conference attendees—primarily data scientists, researchers, and pharmaceutical decision-makers—respond exceptionally well to the data visual approach, which communicates complex data relationships with clarity and impact.
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Competitive Differentiation
While competitors focus on technical specifications, our conference presence emphasizes practical research applications and outcomes, creating memorable interactions that translate to qualified leads.
Sales & Support Enablement

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Sales Process Optimization
Mapped cycle & removed friction points

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Customized Data Templates
Reduced turnaround time & improved consistency

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Cross-Functional Collaboration
Integrated sales insights into marketing

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Continuous Improvement
Refined approach based on feedback
Our sales enablement strategy focuses on streamlining the complex process of demonstrating data value to clinical researchers. I created reusable templates for delivering customized prospect data, which significantly reduced turnaround time while maintaining consistent messaging across all client interactions.
Exceptional Results & ROI
3X
MQL Target
Exceeded marketing qualified lead targets within 90 days of launch
186%
Engagement Increase
Dramatic growth in website engagement following implementation of new messaging frameworks
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Press Releases
Promoting our strategic partnerships in the clinical research space
Made with Gamma