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Case Study: How a Small Specialty Software Company Got on Fortune 100 Companies' Radar Screens

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Company: Novinity Corporation
Contact: Jake Cook, Marketing Manager
Location: Bozeman, Mont.
Industry: B2B software manufacturer specializing in pharmaceuticals and biotechnology
Annual revenue: $11,000,000
Number of employees: 18

Summary:
A software company in rural Montana was able to acquire major pharmaceutical company accounts and increase tradeshow traffic 300% by developing and promoting the educational content that its target industry craved.

When traditional print ads and some of its email marketing efforts proved unproductive, the Novinity Corporation, makers of the PATtoolkit software program, tried new tactics:

  • Developing an educational e-book explaining a new FDA initiative


  • Printing stickers with a unique URL for downloading the e-book and placing them on business cards and brochures to distribute at tradeshows


  • Conducting email blasts promoting the e-book

 

Challenge:
Roughly 73% of drug recalls in the U.S. are due to defects that occur during the manufacturing process, according to a KPMG analyst report. Aiming to drastically reduce such errors, the Federal Drug Administration (FDA) recently introduced an initiative requiring that drug manufacturers employ the most up-to-date technology and science to check for quality during production (as opposed to postproduction). The initiative's name is Process Analytical Technology, or PAT for short.

Novinity developed software, called PATtoolkit, to help pharmaceutical companies satisfy the requirements of this initiative. However, the pharmaceutical industry was not initially receptive, for several reasons:

  1. It tends to be a conservative industry. Technical professionals such as engineers and scientists are slow to adopt new methods of communication.


  2. There was significant confusion in the marketplace about the PAT initiative. To add to the confusion, many suppliers used the letters "PAT" in their marketing collateral, making it difficult for the PATtoolkit to break through.


  3. Although print is still fairly strong in this market, Novinity had a very limited marketing budget. What's more, the company lacked a fully developed brand identity.


  4. Novinity, a small company headquartered in Bozeman, Mont., had to contend with market skepticism about its credibility.


  5. Email marketing campaigns faced an uphill battle because the pharmaceutical industry is particularly plagued by spam.

 


Campaign:
Novinity first tried a few print ads to drive people to its Web site for a 15-minute online demo. The company also attempted email marketing using lists segmented by geographic area, but simply announcing attendance at a tradeshow or offering a trinket resulted in poor booth traffic and even poorer leads.

Step #1: Analyze site traffic

The company decided to take a closer look at its Web site traffic. What this look revealed was that the link to a simple explanation of the FDA initiative had the second-highest levels of clickthrough.

Although the trade press covered the PAT initiative extensively, says Cook, "there was no single document or repository to get up to speed on what was going on." Prospective customers, hungry to learn, seemed to prefer the information that the Novinity site provided—which was expressed in layman's terms—rather than what they could find in trade journals that were largely targeted toward PhDs in analytical chemistry.

Step #2: Create an e-book

Partnering with a Swedish software supplier, Novinity produced a professionally designed, cobranded e-book about the FDA's new initiative. The aim was to build, simultaneously, understanding of the PAT initiative and trust in Novinity's PATtoolkit product.

Step #3: Cleverly promote the e-book

The company printed stickers with a unique URL from which the e-book could be downloaded, and applied them to the back of business cards and brochures the Novinity team distributed at tradeshows. Novinity also sent email blasts to its 12,000-name-strong house list promoting the e-book.


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Elaine Fogel is president and CMO of Solutions Marketing & Consulting LLC, a boutique agency located in Scottsdale, Arizona. She is also a professional speaker, writer, and blogger. She has been contributing to MarketingProfs since 2004. Reach her at elaine@solutionsmc.net.

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