A mid-sized contract development and manufacturing organization (CDMO) specializing in sterile injectables faced a recurring challenge: their marketing attracted high volumes of inquiries, but most leads were from early-stage biotechs with limited budgets or projects outside their expertise. The sales team spent significant time qualifying and rejecting these opportunities, driving up acquisition costs and slowing growth.

DHAX Agency designed a strategic marketing program to sharpen their focus and improve lead quality. First, we refined the company’s definition of an ideal customer through targeted market research, prioritizing mid-to-large pharmaceutical companies and later-stage biotechs with serious funding. Next, we rebuilt the content strategy, shifting from generic blog posts to specialized, gated materials such as white papers and webinars led by senior scientists. Finally, we piloted an account-based marketing program with 50 priority companies, using personalized outreach, custom content, and coordinated ads.

Results included:

• 35% increase in marketing-qualified leads within six months
• 50% reduction in sales time spent on lead qualification
• 20% increase in pipeline value attributed to marketing-sourced opportunities in the first year

Through precise targeting and content that spoke directly to their ideal audience, this CDMO repositioned its marketing as a driver of measurable growth.