DMT’s Strategy Results in 15+ Monthly Appointments in a Niche NutraPharma Market

Because Invivo Biosystems focuses on a niche segment of the research industry, it was difficult for them to attract new leads and consistently communicate how zebrafish-based studies could benefit prospective partners.

Their ideal clients were often researchers and decision-makers who required very targeted information about the advantages of zebrafish for their specific projects. Without a reliable outreach system, Invivo Biosystems struggled to find these potential collaborators at scale.

DMT Business Development took a deep dive into the Nutraceutical and NutraPharma spaces to uncover exactly which researchers and organizations would be most interested in zebrafish research. We looked at their roles, research interests, and the types of scientific challenges they faced, making sure every lead we identified had a genuine need for InVivo Biosystems' services.

Next, we developed a “surgical” lead generation process designed to build a high-quality database of potential clients. By leveraging targeted keywords and conducting hand-curated data searches, we assembled a list of over 4,200 relevant industry professionals. Each contact was vetted according to specific criteria to remove any that didn’t meet InVivo Biosystems' ideal customer profile. This careful approach minimized wasted outreach and made every conversation more meaningful.

Once the database was ready, we launched outreach campaigns through Email, LinkedIn, and WhatsApp. Each message addressed the challenges these researchers commonly face and explained how zebrafish models could help overcome them. By focusing on genuine, industry-specific language rather than generic marketing pitch, we managed to spark meaningful conversations, demonstrating our understanding of their specialized field.

Appointment Scheduling: Around 45 appointments per quarter (15+ per month).

Prospect Generation: Over 4,200 thoroughly vetted leads.

Email Campaign Success: 4% lead-to-appointment conversion rate

DMT Business Development helped Invivo Biosystems transform their niche position into a strategic advantage. By focusing on precise lead generation and personalized messaging, we connected Invivo Biosystems with the exact people who could benefit most from zebrafish studies.