Situation: Health tech company selling into pharma. Had a strong brand but relied on inbound and conferences for demand generation, with no outbound motion. Hired 3 senior sales leads across R&D and commercial verticals, each brought in with strong rolodexes to accelerate the path to Series B.

Problem: A year after hiring, the pipeline was still empty. The sales team was waiting for pipeline to come to them. The company had absorbed $1M+ in carrying costs for salaries and benefits without making progress on commercial goals, which wasted a year of potential market traction.

What HBG Did: Launched an outbound program for its solutions across both R&D and Commercial use cases. Targeted pharma buyers directly with messaging focused on buyer problems, not product features. Helped the company shift from opportunistic project-based revenue to strategic sales aligned with its core assets.