Executive Summary
This case study explores the transformation of a Top 10 global biopharma innovator that had long been recognized for its scientific leadership in oncology, immunotherapy, and rare disease therapies. Despite its clinical success and global footprint, the company faced mounting challenges in scaling its commercial operations. Fragmented CRM and ERP systems across 18 countries created data silos that hindered visibility and forecasting accuracy. Sales teams operated reactively, with inconsistent territory planning and manual contract renewal processes that led to missed opportunities and revenue leakage. With investor pressure intensifying and no plans to expand headcount, the company needed a scalable, intelligent solution to modernize its revenue infrastructure and drive predictable growth across its $12 billion portfolio.
To address these challenges, the company partnered with OTLEN to deploy its ClariMedIQ AI-powered RevOps engine. The platform unified seven disparate data systems, harmonized global sales workflows, and introduced predictive analytics to improve pipeline management and forecasting precision. Within 12 months, the company achieved a 38% increase in Annual Recurring Revenue (ARR), a 47% improvement in pipeline-to-close conversion, and a 29% reduction in forecasting error. These measurable outcomes not only strengthened investor confidence but also earned board-level endorsement for continued AI investment, positioning RevOps as a strategic pillar of the company’s future growth strategy.
At a Glance: Client Overview
- Client: Prestigious Top 10 Global Biopharma Innovator
- Industry: Biotechnology & Pharmaceuticals, specializing in oncology, immunotherapy, rare diseases, and advanced clinical development
- Scope: Operations across 18 countries, 3,000+ commercial staff, 45+ marketed therapies
- Annual Encounters: 4 million+ global patient engagements
- Annual Gross Revenue: $12 Billion
- Technology Challenge: Fragmented CRM and ERP systems, inconsistent forecasting, and siloed commercial infrastructure
- Solution: OTLEN’s AI-Powered Revenue Operations (RevOps) Engine (ClariMedIQ Platform)
- Timeline: 6-Month Phased Rollout
- Focus Area: Oncology and Rare Disease Pilot, Global Commercial Expansion
Company Profile: Global Biopharma Innovator
Innovator specializing in immunotherapy, oncology & rare diseases
Operations across 18 countries with 3,000+ commercial staff
45+ marketed therapies and $12 Billion annual gross revenue
The Challenge
Fragmented CRM and ERP systems across geographies
Pressure to scale revenue without expanding headcount
Inconsistent forecasting and siloed commercial infrastructure
The company needed to bridge its scientific excellence with scalable commercial operations.
Company Background & The Challenge: Bridging Scientific Excellence with Scalable Revenue
A prestigious Top 10 global biopharma company, known for its breakthroughs in oncology, immunotherapy, and rare disease therapies, found itself at a crossroads. Despite its scientific dominance and expanding clinical pipeline, its commercial operations lagged behind. Sales teams operated in silos across continents, relying on fragmented CRM systems and manual forecasting methods that couldn’t keep pace with the complexity of global biotech markets.
The company faced several hurdles:
- Fragmented Infrastructure: Seven disparate CRM and ERP systems across 18 countries created data silos that hindered visibility.
- Operational Friction: Inconsistent territory planning, manual contract renewals, and revenue leakage became a growing concern.
- Cultural Resistance: There was hesitation to integrate AI into high-stakes revenue decisions, which slowed adoption and posed a barrier to innovation.
With mounting pressure from investors to scale revenue without expanding headcount, the company recognized the urgent need to modernize its revenue infrastructure and rethink how its commercial teams operated.
Fragmented Infrastructure
Seven disparate CRM and ERP systems across 18 countries created data silos that hindered visibility.
Operational
Friction
Inconsistent territory planning, manual contract renewals, and revenue leakage.
Cultural
Resistance
Hesitation to integrate AI into high stakes revenue decisions slowed adoption.
Strategic Imperative: Modernizing Revenue Operations for Scalable Growth
To sustain its leadership in a rapidly evolving biotech landscape, the company identified a critical need to modernize its revenue operations. The strategic imperative was clear: drive predictable, scalable revenue growth across global markets while improving forecasting accuracy, territory planning, and renewal efficiency. Achieving this required building a resilient RevOps infrastructure capable of supporting biotech’s long sales cycles, complex regulatory demands, and high-value commercial engagements. However, the path forward was obstructed by deep operational friction. Addressing these barriers was not optional—it was essential to unlocking growth, restoring investor confidence, and aligning commercial execution with the company’s scientific excellence.
The Solution: OTLEN’s ClariMedIQ Platform
To address the company’s fragmented commercial infrastructure and unlock scalable growth, the biopharma leader partnered with OTLEN to implement its ClariMedIQ platform. The transformation strategy centered on building a unified infrastructure that could support real-time decision-making and scalable execution through four key steps:
1
Comprehensive Diagnostic
OTLEN’s team mapped existing processes, identified bottlenecks, and quantified the impact of data silos across global operations.
2
Unified Infrastructure
Data from seven disparate systems was harmonized into a single global data layer, enabling predictive revenue forecasting.
3
Intelligent Automation
Natural language processing (NLP) algorithms were trained to analyze contracts, emails, and meeting notes, automatically flagging renewal risks and surfacing high-value opportunities.
4
Phased Implementation
The rollout began with a pilot in the oncology and rare disease divisions and later expanded across commercial teams in 12 countries, with hands-on training for over 200 team members.
Results and Impact: Measurable Gains and Strategic Momentum
The transformation led by OTLEN delivered measurable, enterprise-wide results that redefined how the biopharma company approached commercial execution. Within the first 12 months, the organization achieved a 38% increase in Annual Recurring Revenue (ARR), driven by improvements in CRM workflows, predictive forecasting, and streamlined RCM operations. All results were achieved without expanding headcount, demonstrating the scalability of AI-powered RevOps.
Financial and Operational Impact
38%
Increase in Annual Recurring Revenue
29%
Reduction in forecasting error
47%
Improvement in sales pipeline conversion
80%
Automated RCM processes reducing manual rework
10x
Stronger cash flow from accelerated contract renewals
2x
Enhanced quarterly performance and investor credibility
5x
Unified visibility across territories and pipelines
3x
Shortened Sales Cycle
All achieved without expanding headcount, demonstrating the scalability of AI-powered RevOps.
Cultural and Strategic Transformation
Beyond the numbers, the transformation reshaped how the organization thought about commercial execution.
RevOps as Strategic Growth Engine
Evolved from back-office function to central pillar of commercial strategy with metrics embedded in executive dashboards.
Cross-Functional Collaboration
Harmonized CRM environment fostered alignment between sales, marketing, finance, and medical affairs teams that previously operated in silos.
AI Adoption
Mindset
Cultural resistance faded as teams experienced tangible workflow improvements, leading to board endorsement for continued AI investment.
A Blueprint for Success
This transformation serves as a blueprint for biotech organizations aiming to scale revenue without increasing headcount. The key pillars of this success were:
1
Harmonizing Data Systems:
Aligning seven disparate data systems to create a unified infrastructure.
2
Optimizing CRM Workflows:
Streamlining CRM workflows across 12 countries for efficiency.
3
RevOps Training:
Training over 200 team members on new RevOps protocols.
4
Streamlining RCM Processes:
Improving billing processes and accelerating cash flow for financial resilience.
Future Roadmap and Conclusion
With RevOps now embedded into its commercial DNA, the company is expanding its capabilities. Plans include:
- Expanding Analytics: Extending capabilities into medical affairs and market access analytics.
- Real-time Pricing: Implementing optimization based on payer behavior patterns.
- Generative AI: Enhancing CRM-driven sales enablement and clinical-to-commercial storytelling.
By transforming its CRM systems, streamlining RCM operations, and embedding RevOps as a strategic growth engine, the company built a scalable, repeatable model for biotech revenue excellence. The call to action is clear: embrace AI-powered RevOps to unlock precision growth in complex, regulated markets.
Future Roadmap and Conclusion
Expanding Analytics
Extending capabilities into medical affairs and market access analytics.
Real-time Pricing
Implementing optimization based on payer behavior patterns.
Generative AI
Enhancing CRM-driven sales enablement and clinical-to-commercial storytelling.
OTLEN’s ClariMedIQ platform enabled a 38% increase in ARR, transforming CRM systems and embedding RevOps as a strategic growth engine for biotech revenue excellence.