Opportunity
Tecan Cavro provides life sciences OEMs with custom liquid-handling components for complex, regulated projects. Despite targeting the right accounts, the sales team lacked confidence in the leads marketing delivered. Long sales cycles and limited buying signals made sales hesitant to engage, signaling a need for an ABM approach that prioritized lead quality and sales readiness over volume.
Insight:
The Sales team valued engaged, relevant contacts over lead volume, even if they weren't immediately ready to buy. "
Solution
Yes& partnered with Tecan Cavro’s marketing and sales teams to design a full-funnel ABM pilot focused on 15 high-value accounts. We delivered vertical-specific messaging, account-warming and retargeting paid media, automated LinkedIn and email nurturing, and dedicated landing pages—equipping sales with informed, engaged contacts they were motivated to build relationships with long before a buying window opened.
