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Quantgene Successfully Launches COVID Testing Service With FullFunnel

Background:

Quantgene is a leading biotechnology company based out of Santa Monica, California that launched a new testing product due to the emergence of the COVID-19 virus. Unlike other testing solutions on the market, Quantgene offers an end-to-end, fully integrated, turn-key solution that spans an expansive CLIA-certified laboratory network, an on-demand mobile laboratory fleet, expert collection specialists who oversee the sample process, and HIPAA-compliant results.

 

Problem: 

With the world ground to a halt due to the COVID-19 pandemic that had quickly spread across the United States, Quantgene knew that, with its extensive background in the biotechnology industry and CLIA-certified laboratory, it had the resources to make a difference. However, with the launch of a new product into an expanding and fluctuating market, the Quantgene team knew they would have to rely on outside help to capitalize on their capabilities. With the worst yet to come in the winter months, Quantgene came to FullFunnel with a need to identify industries that would benefit from a turn-key testing solution and enable a safe return to the workplace. 

In addition to these market challenges, the organization did not yet have the sales leadership in place to identify and close strategic accounts quickly. Because of this, the team at Quantgene understood that in order to accelerate growth and provide value for organizations across the country during the peak of the pandemic, they needed to lean on a team of sales experts to build a best-in-class demand generation program.

 

Solution: 

Understanding the urgency of the situation, given the meteoric rise in cases across the country and lack of reliable testing available to ensure a safe return to the workplace, FullFunnel immediately got started. The team quickly began working to develop and execute a comprehensive outbound sales strategy that included: 

  • CRM implementation
  • Sales process definition and execution
  • Buyer persona identification and build out
  • Industry mapping
  • Email, LinkedIn, and phone prospecting frameworks
  • Phone, email, and social prospecting programs
  • Full cycle pipeline management (qualification to close) 

After substantial success over the first 4 months, Quantgene worked with FullFunnel to develop and deploy an inbound marketing program specific to the core industry verticals that had shown a high-level of need for customizable, scalable COVID-19 testing programs.

 

Results: 

From the start, FullFunnel delivered significant results for Quantgene. By identifying high priority industries early in the engagement and building a strong sales process foundation, the team was able to scale their outbound efforts quickly to match the growing market need. The results of the new demand generation program were impressive. In the first four months of the engagement, FullFunnel:  

  • Built productive relationships with the largest film productions in the country 
  • Generated over $19M in net new qualified pipeline
  • Closed over $4.1M in revenue
  • Achieved 41x return on deployed capital (RODC)

With the sales program in place, FullFunnel has helped Quantgene establish itself as one of the premier testing providers in the country. As COVID testing needs continue across the country, Quantgene continues to partner with FullFunnel to drive its growth and provide testing service to people looking to return safely to the workplace. Additionally, Quantgene has expanded its relationship with FullFunnel to assist with the expansion of their adjacent product line: Serenity, an advanced genomic technology used to detect cancer and other diseases early on when they are easier to treat.

About Quantgene

Quantgene is a leading biotechnology company based out of Santa Monica, California that launched a new testing product due to the emergence of the COVID-19 virus. Unlike other testing solutions on the market, Quantgene offers an end-to-end, fully integrated, turn-key solution that spans an expansive CLIA-certified laboratory network, an on-demand mobile laboratory fleet, expert collection specialists who oversee the sample process, and HIPAA-compliant results. 

"We needed to get up to speed quickly and FullFunnel allowed us to do that, effectively designing and deploying sales programs that helped us penetrate our target accounts, build pipeline, close new accounts, and achieve a very desirable ROI."
Jennifer Freiling
VP, Marketing and Commercial Ops, Quantgene

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