CASE STUDY - AdhereTech

Fixing Years of Stalled Outbound:
How HBG Secured 12 Meetings Over 3 Months

Situation: AdhereTech increases medication adherence for oral solid specialty therapies, with commercial and clinical trial use cases. Their addressable market is narrow, which meant precision mattered more than volume. For the year before HBG, a junior AE had been tasked with building pipeline largely on their own.

Problem: Two compounding issues. The AE was early in their career with no infrastructure around them: no defined positioning, no prospecting system, no close management. Commercial leadership didn't have bandwidth to run lead gen tightly, and building out sales ops to support it was too expensive. On top of that, the team was investing time in highly personalized outbound with minimal return. The issue wasn't personalization but relevancy. Consistently reaching the right audience with the right message across multiple channels is what drives results, not crafting individual notes.

What HBG Did: Launched a direct outbound program targeting pharma commercial and clinical ops decision makers. Built messaging around buyer pain points rather than product features. Ran multi-channel outreach across email, phone, and LinkedIn with consistent follow-up cadences.

Results:

12

meetings secured during the first 3 months of HBGs engagement

100%

of AdhereTech’s new pipeline came from HBG- sourced opportunities

“We should have invested in this two years ago.” -Chairman of the Board

Meetings with ICPs included:

Johnson & Johnson — Global Commercial Digital Health Sanofi — Senior Director, Patient Support Services Erasca — SVP, Clinical Operations Parexel — EVP, Global Head, Early Phase Development Novartis — Director, Patient Support Design Boehringer Ingelheim — Director, Marketing & VP, Market Access GSK — Senior Director, Brand Lead Kyowa Kirin — Director, Clinical Operations AstraZeneca — Senior Director, Innovation & Global Head, Digital Customer Engagement Incyte — Senior Director, Launch Strategy

Let’s get you in front of your buyer, faster.