No reference accounts. No brand recognition. No existing relationships. One mandate: build.
Role
Director of Business Development
Affiliation
Huma Therapeutics
Capability
Building enterprise pipeline from zero brand recognition in a new market
Enterprise Win
Case Study
There was no existing playbook. Marketing materials, pitch structure, and conference calendar all had to be built from nothing, in a market getting more competitive every month. Standard practice in the industry was a slide deck. The stronger move was opening the laptop and building the actual workflow live, in front of the prospect. By the end of the territory build, meetings were booked with 90% of the pharma and biotech innovation teams in the region.
Building enterprise pipeline from zero brand recognition in a new market
Building pipeline meant going stakeholder by stakeholder inside the clinical operations and innovation teams at Gilead, Genentech, and Amgen, with nothing but the product itself to open the door.
