CDMO marketing and sales excellence: Mastering sales funnel fundamentals

Improve business outlook for 2024 and beyond by strengthening your global CDMO marketing and sales strategy and processes. Our experts discuss six key initiatives and how to use them to drive lead generation and conversion, among others. 

Venture capitalist interest in new drugs surged during the pandemic, leading to a new high in the funding environment. This prompted many contract development and manufacturing organizations (CDMOs) to expand their capacity to meet the influx of demand. However, the market took a hit in the last year due to several global issues ranging from inflation to the energy crisis. 

In 2024, CDMOs primarily focused on early stages in the development value chain now have excess capacity due to reduced funding for Biotech companies and respective demand slowdowns. Consequently, affected CDMOs are shifting their priorities to expanding the sales funnel, key account management, and alternative revenue models that are better…