Customer Discovery · Case Study

Generated 120% of target interviews with pharma buyers and validated the demand

120% To Goal Discovery Meetings

9% Response Rate From Cold Outbound

41% Conversion Intent from 1st Meeting

Industry: Healthcare
Funding Stage: Series B
Engagement: Customer Discovery

Prospection helps pharma companies determine where and when to intervene in the patient journey to support better patient outcomes. Based in Australia, it is the patient analytics and real-world data leader in APAC.

Where they are now $55M Raised

They went on to raise roughly $55 million in total funding and rebranded as Prospection AI with a generative-AI product line.

The Challenge

The U.S. healthcare system's fragmentation and disparate data sources created friction for pharmaceutical brand teams developing patient-centric strategies. Prospection needed to understand differences in customer pain points across U.S. pharma profiles before expanding, and identify which company segments (SMB, mid-market, enterprise) and roles (marketing & data) would be most influential in buying decisions.

The Solution

The Prospection and JJELLYFISH teams identified the Ideal Customer Profile and generated 120% of target interviews, with 41% showing interest in second calls.

The Results

Prospection plans to scale and train its team on the playbook to create and capture demand simultaneously, educating clients on gaining deeper insights and finding patients through provider and behavioral triggers via an innovative self-service dashboard.