Before Pfizer, Florence Healthcare mostly worked with mid-size biomedical and pharmaceutical research firms. The company’s approach to demand generation worked well to win the business of those customers, but Florence wanted to capture more Big Pharma customers.
A more sophisticated approach was needed.
of pipeline influenced
by 6sense within 3 months
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Florence Healthcare provides software that helps medical researchers manage regulatory requirements of clinical trials. Its software is used by more than 10,000 research sites in 45 countries. During the worldwide clinical trials of its COVID-19 vaccine, pharmaceutical company Pfizer used Florence Healthcare’s software to accelerate the documentation process,
track records, and consolidate data.
Customer Since (Month + Year)
Indicator for ABM vs ABM+Predictive
Florence Healthcare Sees 45% Lift in AOV and 25% Increase in Enterprise Engagement with 6sense
“We knew we wanted to go the ABX route, and we knew we needed technology to help us get there and do it right. 6sense got us there.”
“At one point, we had a bit of a slump in our mid-market segment. The sales team was freaking out. But we were like, 'Hey, we've got 6sense.' And within a month, we had a significant increase in pipeline in that segment.”
Director of Programmatic Marketing, Florence Healthcare
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With 6sense, Florence Healthcare achieved early wins for
marketing and business development, including:
6sense helped Florence:
Build an ad campaign with improved, specific audience and message targeting
In 2021, Florence implemented 6sense to increase its reach and deliver hyper-relevant, targeted messages to customers exploring clinical trial solutions.
increase in average
opportunity value (AOV)
growth in engagement
among enterprise accounts
See accounts that were in-market, empowering BDRs to conduct outreach without resorting to cold calls
Launch an integrated campaign targeting mid-market accounts based on Ideal Customer Profile criteria
Attract larger pharmaceutical prospects to webinars
Along with growing excitement within the company about ABX and 6sense’s capabilities.