Altitude Case Study

How a Brand Transformation that Leaped Ahead of Industry Trends Led to an Influx of RFPs

THE CHALLENGE

Firma Clinical Research emerged from what appeared at the time to be an odd pairing. In 2018, the boutique CRO needed to convince industry giants that home health trials services and biostatistics weren’t just essential service offerings on their own. They worked better together.

Firma had already done extensive industry research to build their business case and lock in core positioning. But they needed an agency to bring the brand to life. Specifically, they needed an agency that could make them “look bigger” to blue-chip buyers and craft conversion-driven premium content.

THE SOLUTION

In 2019, “patient centricity” wasn’t a cliche, and decentralized clinical trials weren’t ubiquitous. During our research and discovery phase, Altitude identified both as emerging industry trends in which Firma could lead. We developed a phased approach to launch a rich education and awareness campaign targeting drug sponsors and large CROs, persuading them that home trials services and robust patient data work better together.

Phase 1, Website Launch:

Altitude rebuilt Firma’s site with a new look and a search-optimized core.

Phase 2, Authoritative Content:

Our copywriters and designers produced a series of case studies, ebooks, and blogs to build a scientific and business case for Firma’s unique service offerings. This corpus of content improved Firma’s organic search presence while being repurposed to generate leads through paid campaigns.

Phase 3, Event Exposure:

As a smaller, lesser-known player in the CRO space, we knew Firma needed to make a splash to “look bigger” for the industry behemoths. A limited budget meant smartly spending on one key event, the DIA 2019 Global Annual Meeting. A 20×20 booth put patient-centricity at the forefront of the event and introduced Firma to an industry about to experience monumental change due to the COVID-19 pandemic.

The increase in RFP volume from qualified leads

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Sytheon

Discovery Life Sciences

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