Situation: Leading US data quality platform serving 1,300+ hospitals, launching a new product into pharma for research and trial recruitment. Strong healthcare track record, but zero pharma presence. Too early for a dedicated sales hire, so the head of product would need to lead prospect conversations.

Problem: No pharma brand recognition, no relationships, no awareness of their capabilities. Existing marketing was too broad and lacked pharma nuance. They needed to build credibility and pipeline in a market that had never heard of them.

What HBG Did: Built a systematic outbound engine using the company's health system credibility to craft messaging that resonated with pharma buyers. Built parallel pipelines for Trial Recruitment and Real World Data teams with tailored messaging for each. Focused on peer-to-peer language around customer pain points rather than product features, engaging decision makers across email, phone, and LinkedIn.