We have gained three new clients from a recent Summit

“Marcus Evans gives us the chance to meet with pharma clients 1:1 that are looking for our marketing solutions to help them achieve brand goals. At a recent Summit, we gained three new clients worth an incremental USD 1,000,000 going into this year,” said Reide Rosen, Partner, D+R LATHIAN, a solution provider at the Marcus Evans PharmaMarketing Summit.

What new business opportunities has Marcus Evans provided?

Marcus Evans has given us access to companies looking for our type of marketing services, which shortens the sales cycle for us. We meet potential clients over the course of two days, as opposed to months of trying to find who the best contacts are and trying to set up meetings. We cover the entire country, so it is easier if we can meet them in one place. It would take us several steps to set up such face-to-face meetings across the country.

Why are they so difficult to find?

There are many new start-up companies in phase III trials, planning to launch products in the near future. The challenge is we may not know who is in charge of their marketing. They might not have any vendors in place yet, and are looking for unique solutions and want to see the right providers. The Summit helps break the ice. The sales cycle can be long, and the Summit is a great way of getting it started.

If you had approached these companies directly, would they have signed up for your services?

We always like to think given the right opportunity, we can close the business. The biggest barrier to entry is finding the right client at the right time! Getting that introduction is key. Marcus Evans makes that initial introduction easy. It takes down that huge barrier for us to meet. We have unique, multichannel solutions, but we need access to the decision-makers at the right time. That is our biggest challenge. You could have the greatest product in the world, but if you’re not talking to the right person at the right time, you will never convince them. Access is the number one barrier for us.

How would you compare the Summit to other industry events?

We have attended some digital marketing forums that had focus groups and roundtable discussions on industry trends, but they didn’t provide the opportunity for one-on-one meetings. Even when they had social networking events, the ratio of solution provider to clients was so high we couldn’t set ourselves apart. We have also attended other summit-like events but I was not impressed with the quality of the attendees.

I am very pleased with the quality of the PharmaMarketing Summit. Having the one-on-one meetings makes a huge difference. The delegates are looking for new ideas, so they genuinely look forward to the vendor meetings. It is a win-win.

The Marcus Evans team is very helpful and responsive. We can tell they really want us to succeed.
The Summit has been even more productive the past few years, with the extra help we have received ahead of the event, and the discussions we have afterwards on what improvements would work well for us.

Learn more about the next PharmaMarketing Summit