# Generative AI-Enabled Lead Scoring Drives $120M+ Revenue for Clinical Research Organisation

> Clinical Research Organisation · SaaS & Tech · QuantSpark Labs

QuantSpark modernised a Clinical Research Organisation's deal origination with a GenAI-augmented lead scoring system, reducing outreach time from weeks to minutes and projecting over $120M in increme…

## At a glance

- **$120M+** Incremental Revenue

## What was the problem?

The organisation faced significant operational challenges that were constraining sales performance and limiting growth potential:

*   **Manual Deal Origination**: Opportunity identification was manual, slow, and inconsistent – taking weeks.
*   **Limited Market Insight**: Existing sales decisions were being made with limited information – missing opportunities.
*   **Poor Management Visibility**: Leadership lacked core strategic insights from the sales process.

## What did QuantSpark do?

QuantSpark modernised the organisation’s deal origination by combining traditional Machine Learning (ML) lead scoring with a Generative AI (GenAI) augmentation layer. The approach involved:

*   **Data Enrichment**: Key external indicators were identified and mapped to existing data sources to augment predictive capability.
*   **Generative AI Taxonomy Mapping**: Mapping between internal capabilities and clinical requirements for upcoming trials was enabled by a medically specialised GenAI.
*   **Lead Scoring & Insight**: A scoring engine was built to automatically score and rank leads, outputting prioritised leads to the Business Development (BD) team.

## What changed?

*   **Reduced Time to Outreach**: Time to outreach was reduced from weeks to just 30 minutes.
*   **Incremental Revenue**: Predicted to drive $120M+ in incremental revenue over the next 12 months, representing an ROI of 100+.
*   **New Business Pipeline**: $127M awarded in new business pipeline.
*   **Speed Increase in Lead Scoring**: 80x speed increase in lead scoring, saving 5-8 days per month per sales representative in research time. This is based on a ~30-minute end-to-end model run versus 40+ hours spent manually collating and analysing data.
*   **Increase in RFP Value**: Approximately 25% increase for Request for Proposal (RFP) value.
*   **Increase in Response Rate**: 10% increase in response rate.

> "We are reading the market the way the market is moving. Not the way it was moving last quarter."
>
> Chief Commercial Officer, Clinical Research Organisation

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