Scaling CRM Operations from the Lab
to Commercial Readiness
GO-TO-MARKET | SALES CLOUD, MARKETING CLOUD, CONGA
The Challenge
Our client had closed an expanding funding round after reaching a key milestone for its genome mapping platform. They were moving from accelerated R&D to readying their product for launch and commercialization. Typical of other early-stage biotech companies, the founders excelled in science, not CRM or enterprise architecture.
A structured go-to-market (GTM) system was essential for the company’s next growth phase. When the EpiGrowth partnership began, the Sales Team managed prospects in Excel, without defined sales, marketing, or customer engagement processes. The client looked to us for guidance on leveraging CRM to support their GTM strategy and operations.
CLIENT OVERVIEW
BIOTECH
Based in the Northeast US, the client is a biotechnology company specializing in electronic mapping of the human genome.
Its platform enables comprehensive analysis of genomic structural variations, which advances the understanding of disease, enhances diagnostic accuracy, and enables better patient outcomes.
Our Solution
EpiGrowth partnered with the client as their CRM advisor and delivered the following:
- Facilitated executive steering meetings to align the roadmap and CRM strategy with evolving GTM goals.
- Definition of high-impact use cases to streamline management of leads, accounts, opportunities, and contracts.
- A streamlined deployment of Salesforce Sales Cloud Quick Start for a scalable, growth-ready CRM foundation
- Implemented Marketing Cloud Account Engagement to automate campaigns and integrate directly with Sales Cloud.
- Automation for lead scoring and data normalization between Account Engagement and Salesforce.
- Set up of branded marketing assets—email templates, forms, and preferences.
- Integration of Analytics Studio with Salesforce, creating dashboards for data visualization of Account Engagement and Marketing Activities.
- Enablement standardized quoting by integrating Conga Composer with Salesforce Sales Cloud.
- Deployment of Customer Support Case Management via Sales Cloud’s built-in Case object, maximizing value from existing licenses. (Learn how this cost-saving approach works on our blog.)
- Training and onboarding to drive quick adoption.
Our Results
With the newly deployed Sales Cloud Quick Start, the Sales Team to achieved 500 opportunities in a single quarter, directly supporting the company’s commercial expansion and aligning their broader go-to-market strategy.
EpiGrowth provided a scalable platform foundation for future enhancements and integrations, and Salesforce remains a critical driver of the company’s growth.
In 2024, our client’s lead investor acquired a majority stake in the company. Our client is now part of a Fortune Global 500 company, which will support their worldwide expansion goals in the future
500+
Opportunities Created
100
% Sales & Marketing Salesforce Adoption
3