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For one global provider of research and digital transformation services to pharmaceutical and healthcare enterprises, the challenge wasn’t finding information. It was aligning people, data, and workflows into a system that turned signals into opportunities.
Here’s how they transformed complex GTM motions into a $200M+ pipeline engine with OrbitShift.
Challenges in Life Sciences GTM
Life sciences is one of the most data-rich industries in the world. Every day, massive volumes of information surface across research, regulatory, and commercial landscapes. But for this client, several challenges limited growth:
- Data Overload, Missed Triggers
The life sciences industry generates vast amounts of scientific and regulatory information every day creating identification of technology-driven opportunities. - Stakeholder Complexity
Multi-layered buying layers: Navigation across different BUs (e.g. R&D heads, CIOs)—each with different priorities. - Integration into Decision-Making
Lack of dashboards, alerts, or AI tools that align raw updates into account-level opportunities. - Regional GTM Barriers
- Important updates often surface in local languages in emerging markets (especially in India, China, Japan, LATAM).
- Without automated monitoring or translation, sales reps miss signals from these high-growth markets.
Most technology enterprise sales teams serving life sciences don’t lack data - they’re overwhelmed by it. From regulatory updates to scientific publications, from market shifts to new research initiatives, signals are everywhere but rarely actionable.
The result: a fragmented GTM approach that left opportunities undiscovered and deals underpenetrated.
OrbitShift Solution: Turning Noise into Precision
OrbitShift was brought in to simplify sales motions and give teams clear, usable intelligence. It offered:
- Industry-Specific Data Enrichment
- Our product, customisable for industry in play, enabled ingestion of 20+ life sciences–specific business use cases, powering precise opportunity tracking aligned to the client’s offerings
- Our platform mapped the most relevant decision-makers across R&D, commercial, and IT units, linking each directly to opportunities in play
- Account-Based GTM Mapping
- Our platform built multi-layered account maps, linking business units directly to potential opportunities and giving teams a clear path to engage
- We tagged opportunities to the most relevant markets - highlighting GCC outsourcing plays so sales teams could prioritize expansion where demand was strongest
- Using historical engagement and competitive signals, OrbitShift’s AI ranked opportunities by likelihood, enabling reps to focus on the deals most likely to convert
- Sales enablement
- OrbitShift provided compliant, ready-to-use outreach content, ensuring every rep could engage prospects confidently while staying aligned with regional regulations
Business Impact & User Engagement
OrbitShift drove measurable adoption and revenue outcomes across the client’s GTM:
🚀 Adoption & Engagement
- 85–90% Monthly Active Users (MAU)
- 2000+ opportunities identified across 25 accounts
📡 Industry-Specific Enrichment
- Ingested 20+ business use cases for opportunity tracking
- Mapped decision-makers across R&D, commercial, and IT functions to live opportunities
💼 Conversion Efficiency
- 35+ opportunities worth $200M+ gained traction
- Pre-approved, compliant outreach content aligned with regional regulations and shared across teams
💰 Account Penetration
- Landed 3 global brand logos in just 6 months (combined market cap >$200B)
- Expanded pipeline penetration into underserved accounts with compliant, AI-powered content
From adoption to transformation
OrbitShift didn’t stop at surfacing opportunities - it reshaped how the client’s GTM organization operated. What began as a tool for better intelligence quickly became the backbone of daily sales execution.
By embedding real-time sales and revenue signals directly into workflows, teams moved from reactive research to proactive engagement. Reps no longer wasted hours piecing together scattered data; they acted on prioritized opportunities with confidence.
With native integration into CRM, email, and collaboration tools, OrbitShift fit seamlessly into existing systems. Instead of forcing new habits, it amplified the way teams already worked - making them sharper, faster, and more effective with every move.
The result: adoption turned into transformation, as GTM teams aligned around a single source of actionable intelligence and scaled their impact across accounts and regions.
For Life Sciences Sales Leaders: A Playbook for Precision
If your teams are drowning in data but missing opportunities, the solution isn’t adding more tools - it’s unlocking actionable intelligence.
With OrbitShift, life sciences GTM teams gain:
✅ AI-powered account and opportunity mapping
✅ Real-time sales and revenue intelligence
✅ Regional signal detection with automated translation
✅ Pre-approved, compliant outreach content
✅ Proven uplift in pipeline and enterprise adoption
OrbitShift doesn’t just surface data, it transforms it into revenue-driving actions.
👉 Ready to see how? Book a demo and experience OrbitShift in action.