Case Study How GrowthSpree Helped Zelthy Spark Interest Among Patient-Centric Roles in Pharma & Biotech via ABM

Objective:

Run an Account-Based Marketing (ABM) campaign to drive interest and schedule meetings with relevant decision-makers across patient services, access, and support functions in pharmaceutical and biotechnology companies.

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Challenges:

Before partnering with GrowthSpree, Zelthy faced:

• Difficulty reaching patient service and access teams via traditional channels
  
• Limited engagement from cold outreach
  
• Low visibility among decentralized roles within large pharma companies
  
  

Implementation:

Strategic Multi-Channel Outreach:

GrowthSpree implemented an ABM campaign using both LinkedIn (Dripify) and Email (Lemlist) to engage multiple stakeholders across touchpoints.

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Channel-Specific Execution:

• LinkedIn Dripify:
  
  • Personalized connection requests targeting patient service, support, and supply chain roles
    
  • Follow-up nurture messages to gauge interest and set up conversations
    
• Email via Lemlist:
  
  • Custom-built sequences segmented by geography (India and US)
    
  • Subject lines and copy optimized for high open and click-through rates
    
  • Emails dynamically personalized based on job function and company size
    

Precision Targeting:

• Focused on companies with 201–10,000+ employees
  
• Target personas: Patient Service, Access, Support, and Supply Chain Managers
  
• Prioritized the pharmaceutical (71.4%) and biotech (14.3%) sectors
  
  

Results Summary:

Overall Outreach:

• Total Companies Contacted: 369
  
• Total Unique Prospects: 1,087
  
• Interested Leads: 21
  
• Replies Received: 74
  
  

LinkedIn (Dripify):

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Email (Lemlist):

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Interested Replies Breakdown:

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Interested Replies Breakdown

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Based on Job Title:

Based in Industry:

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The Interested Prospects are all from

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Employee Size:

• 201-10,000 (71.4%)
  
• 10,000 + (23.8%)
  
• The majority of interested prospects are from the pharmaceutical industry (71.4%) followed by Biotechnology Research (14.3%).
  
  

Continuous Improvement & Recommendations:

• Next Steps Needed: 22 replies remain uncategorized; clarifying these will help prioritize nurture efforts.
  
• Recommendation: Implement structured lead tracking and feedback loops with the Zelthy team to align on lead quality and readiness.
  
  

Future Outlook: With strong interest from patient-facing teams, GrowthSpree recommends deeper segmentation (e.g., Trial Ops, Reimbursement Teams) for future waves.