$3M Pipeline. Zero Head Start
No reference accounts. No brand recognition. No existing relationships. One mandate: build.
Client:
Huma Therapeutics
Category:
Market Entry / GTM Execution
My Role:
Director of Business Development
Entering a market without a commercial footprint is a specific kind of hard.
There is no warm list to work. No existing customer to reference. No internal mythology about what works here.
What exists is a window, and in clinical trials, where buying committees are large, cycles are long, and trust is built slowly, that window closes faster than most people expect.
The question is never whether to move. It is what to do first when everything needs doing at once.
$3M+ in qualified pipeline within six months.
Engagement across 90% of target innovation and clinical operations teams at major pharma sponsors
End-to-end deal cycles built from scratch across R&D, finance, legal, and procurement.
The market intelligence gathered in those conversations directly shaped product direction and informed Huma's acquisition of a CRO to deepen its platform capabilities.
The pipeline was the visible result. The influence on what got built next was the one that didn't make the slide.
In a market that doesn't know you yet, your first job is not to sell. It is to be worth a second conversation
Dhruv Wadhwa
Author
