Industry Solutions
See how Cytel cut research time by 50% and consolidated 5 tools into one. Trial wins, sponsor partnerships, therapeutic expansion, and regulatory changes — ready in minutes.
Selling to contract research organizations is uniquely demanding. CROs operate at the intersection of pharma, biotech, and regulatory agencies — and their buyers expect vendors to understand the clinical trial lifecycle, therapeutic area specialization, and the competitive dynamics between full-service and functional service provider (FSP) models. Without deep account intelligence, sales conversations fall flat.
The CRO landscape is evolving rapidly. Outsourcing rates have reached all-time highs, with over 70% of pharma R&D now conducted through CRO partnerships. Decentralized clinical trials are becoming standard, requiring new technology platforms and data management capabilities. AI and machine learning adoption in trial design and patient recruitment is accelerating. These shifts create significant buying opportunities for sellers who can identify and act on them before competitors do.
CRO sales also requires understanding the sponsor-CRO relationship dynamic. When IQVIA wins a major oncology trial, that signals demand for supporting technology and data services. When Parexel expands its decentralized trial capabilities, that creates vendor evaluation cycles. Tracking these signals across the CRO ecosystem — IQVIA, Covance, PPD, Parexel, and Medpace — requires purpose-built sales intelligence that goes far beyond basic firmographics.
Trial Win Announcements
Major clinical trial contract wins, sponsor partnerships, and new study starts that signal growing capacity and technology needs
Sponsor Partnership Expansion
New strategic partnerships with pharma and biotech sponsors, preferred provider agreements, and multi-study deals
Therapeutic Area Expansion
New therapeutic area entries, center-of-excellence launches, and capability investments that signal strategic growth direction
Decentralized Trial Adoption
Investments in remote monitoring, ePRO platforms, virtual site networks, and hybrid trial infrastructure
Regulatory & Compliance Changes
FDA guidance updates, ICH harmonization changes, and new regulatory requirements that drive technology and process investments
Leadership & Organizational Changes
CEO transitions, Chief Scientific Officer appointments, and functional leadership hires that indicate strategic direction shifts
Cytel's sales team was researching clinical research and biostatistics accounts across five different tools, spending excessive time gathering intelligence about trial pipelines, sponsor relationships, and therapeutic area focus. Coverage was limited and reps lacked the context needed to engage CRO buyers credibly.
Salesmotion consolidated five tools into one, cutting research time by 50%. Reps now access comprehensive CRO account briefs — including trial wins, sponsor partnerships, therapeutic area expansion, and leadership changes — in minutes. Account planning accelerated by 30%.
“All of the vendors that I've worked with, all of the onboarding that I have had to deal with, I will say, hands down, Salesmotion was the easiest that I have had.”
Lyndsay Thomson
Head of Sales Operations, Cytel
Cytel results
less research time
tool consolidation
faster account planning
Everything your reps need to research accounts, spot buying signals, and craft relevant outreach.
Monitor clinical trial contract wins, new study starts, and trial milestone achievements across target CROs. Understand which therapeutic areas are growing and where capacity is expanding.
Track which pharma and biotech sponsors are partnering with which CROs. Identify when new partnerships are forming, preferred provider agreements are shifting, and multi-study collaborations are expanding.
Detect when CROs invest in decentralized trial capabilities — remote monitoring platforms, virtual site networks, and hybrid trial infrastructure. These investments create vendor evaluation cycles for supporting technology.
Monitor FDA guidance updates and regulatory changes that impact CRO operations. Regulatory shifts drive technology investments, process changes, and new vendor needs across the clinical research ecosystem.
Generate messaging that references specific trial wins, therapeutic area investments, and sponsor partnerships at each target CRO. Demonstrate the clinical research fluency that CRO buyers expect from credible vendors.
Understand how target CROs position themselves — full-service vs FSP, therapeutic specialization, geographic reach, and technology differentiation. See our guide to signal-based selling for clinical research.
See how Salesmotion stacks up against manual research and generic CRM data for your industry.
| Feature | Manual Research | Generic CRM Data | Salesmotion |
|---|---|---|---|
| CRO-specific intelligence | Tracking ClinicalTrials.gov, press releases, and industry publications manually | Basic company data with no clinical research context | Deep CRO profiles including trial wins, sponsor relationships, therapeutic focus, and strategic direction |
| Trial win tracking | Monitoring press releases and SEC filings individually for each CRO | No coverage of clinical trial contract activity | Automated alerts for trial wins, sponsor partnerships, and new study starts |
| Account research time | 2-4 hours per CRO across clinical databases and industry sources | Surface-level data that misses clinical research dynamics | Complete CRO intelligence in minutes with AI-generated talking points |
| Sponsor relationship visibility | Manually tracking pharma-CRO partnerships across press releases | No visibility into sponsor-CRO relationship dynamics | Automated monitoring of sponsor partnerships, preferred provider agreements, and multi-study deals |
| Regulatory awareness | Manually monitoring FDA.gov and regulatory publications | No regulatory context or compliance intelligence | Proactive alerts for regulatory changes that impact CRO operations and vendor needs |
Common questions about Salesmotion for Clinical Research (CROs)
CRO buyers expect vendors to understand the clinical trial lifecycle, sponsor dynamics, and therapeutic area specialization. Salesmotion provides comprehensive account intelligence including trial wins, sponsor partnerships, regulatory changes, and leadership movements — enabling reps to engage CRO decision-makers with genuine clinical research fluency.
Yes. Salesmotion monitors trial win announcements, sponsor partnership expansions, and preferred provider agreements across your target CROs. When IQVIA wins a major oncology trial or Parexel expands a sponsor relationship, your team is alerted in real time with contextual talking points.
Salesmotion tracks CRO positioning and service model shifts. When a CRO expands FSP capabilities or launches new functional service offerings, these signals indicate changing vendor needs for technology, training, and operational support. Understanding each CRO's service model focus helps sellers position their solutions accurately.
Cytel, a life sciences analytics company that sells to CROs and pharma, cut research time by 50% and consolidated five tools into one with Salesmotion. Their team now accesses comprehensive clinical research account intelligence in minutes and accelerated account planning by 30%.
Yes. Salesmotion provides intelligence across the pharma value chain including pharma companies, biotech, and life sciences organizations. Sellers targeting the clinical research ecosystem get comprehensive coverage of sponsors, CROs, and supporting vendors.
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