DMT Strategy Elevates Gencove’s Genomic Outreach
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45
Appointments scheduled
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40%
Open rate
About the Client
Gencove is a leading innovator in the field of genomic discovery, providing scalable, cost-effective sequencing-as-a-service solutions. Their software platform supports a wide range of clients—from academic researchers to agriculture, biotech, diagnostics, and pharmaceutical companies. With specializations across both human and plant/animal genomics, Gencove enables partners to harness genomic data to unlock deeper scientific insights and accelerate innovation.
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BiotechIndustry -
USAHeadquarters -
Outreach TeamCampaign type
The Challenge
Gencove operates in a highly technical and niche market. Despite a strong offering, they faced several challenges common to niche B2B tech companies:
- Limited visibility in new verticals, particularly agriculture, pharma, and academics.
- Difficulty finding, identifying, and reaching key decision-makers in genomics roles within different industries.
- Lack of a structured outbound sales strategy and a team to generate consistent, qualified pipeline at scale.
- Tuned messages are a must for multiple industries and should be done on scale - taking into account both outbound sending rules and limitations, and the value prop we are trying to convey for each of the target personas.
With outbound still in early development on their end, Gencove turned to DMT Business Development to build a custom lead generation pipeline that could deliver fast, sustainable results in a niche domain.
Our Solution
During the onboarding session, we align on the following points:
- Clarified ICPs (Ideal customer profiles) across biotech, pharma, agriculture, academia, and healthcare - decided to start with healthcare, and then gradually expand to other directions.
- Messaging frameworks specific to each industry and role - and more importantly, message sequence frameworks for both channels we used for the outreach (Email and LinkedIn outreach).
- A lead qualification process - those had to be verified during the lead research and lead generation phase, and also right after we start any convo with a relevant person.
- A reporting cadence that allowed Gencove to track progress and feedback regularly, also making it capable of integration with their existing in-house system and CRM.
The DMT team developed a multi-layered challenge-to-value proposition matrix, segmenting Gencove’s target audience by industry and role. For each segment, we identified specific pain points that Gencove’s solution could address. For example, academic researchers often face budget constraints with high-throughput sequencing—Gencove’s cost-efficient platform became a key differentiator for this group. In contrast, pharmaceutical teams prioritized data integration and scalability, which aligned with Gencove’s API-driven infrastructure.
- Email sequences customized by vertical and persona.
- LinkedIn outreach with multiple interactions, particularly effective for scientific and academic contacts.
- Phone outreach for follow-ups and higher-value targets in pharma and healthcare.
This approach helped us overcome inbox fatigue—common in B2B sales—by increasing response rates across segments. It also allowed us to double down on the best-performing channels while phasing out those with lower engagement.
For example, our outreach to the pharma segment saw only a 5% response rate via email, while phone calls delivered over 10% positive responses. Naturally, we shifted our focus to phone outreach for this audience, whereas other segments responded better to email or LinkedIn outreach, depending on their communication preferences.
Project Impact
Through strategic segmentation and message personalization, DMT team delivered a lead generation framework that consistently generated high-value conversations. Our outreach engine enabled Gencove to:
Maintain a consistent flow of 12–18 qualified appointments per month.
Refine messaging across segments based on ongoing performance data and prospect feedback.
Scale outreach across 5 different industries with unique value propositions for each.
Driven Results (First 3 Months)
🔬 3,500+ unique contacts generated across genomics and genetics roles.
📆 45 appointments scheduled with highly relevant stakeholders.
💬 Email open rates exceeding 40%, with reply rates of 8–10%.
🚀 A fully operational outbound funnel capable of scaling month over month.
- 45appointments scheduled
- 3,500+unique contacts generated across genomics and genetics roles
- 8–10%response rate
- 40%open rate
Conclusion
This collaboration between Gencove and DMT underscores how effective a tailored outbound strategy can be in specialized industries like biotech and genomics. By combining industry expertise with data-driven outreach and strategic segmentation, we helped Gencove break into new verticals, engage key stakeholders, and grow their presence in both the human and agricultural genomics markets.