CASE STUDY — bIOTECH TO CRO

Repositioning a Preclinical Company to Win With Pharma Buyers

Yoanne adapts fast, conceptualizes complex issues and delivers creative solutions on time. She has a knack for creating processes that enable systematic approaches and improve efficiency.

Wenlan Hu, VP of Marketing

InVivo Biosystems had years of real scientific credibility and a messaging problem. The way they described their platform made sense in academic contexts. It wasn't landing with the pharma development teams they needed to reach.

That gap was costing them business.

The Challenge

The company had expanded into CRISPR-based models and alternative model systems. The science was strong. The problem was the story hadn't kept pace. Research teams described what they did in academic language. Commercial conversations required a different frame entirely. The two versions of the same platform created confusion for buyers who needed to justify the investment internally.

Approach

Working with the leadership team, I developed messaging that translated the scientific offer into pharmaceutical language without losing the rigor that made it credible. Sales enablement materials followed from that foundation. The shift: from 'research tools' to "preclinical solutions that de-risk your development timeline".

Outcome

Annual product sales increased over 140% year over year.

Expanded platform into neurology and rare disease.

Increased market recognition: Named a “Most Innovative Health Startup” by CB Insights; secured $5M in funding; expanded platform into neurology and rare disease research.

Why it Matters

Our go-to-market efforts were interconnected strategic maneuvers that reshaped the company’s identity, audience, and value delivery, laying out the foundation for sustainable growth and increased credibility in a highly competitive preclinical market.

Today, InVivo Biosystems is a recognized partner for early-stage preclinical studies, with a portfolio built for biotech-scale questions.

Schedule a Strategy Call with a Scientist

Yoanne is incredibly communicative, attentive, and progress-focused.

Tanner Feustel, Research Associate

Here's how we help our clients maintain credibility before milestones.

Narrative Risk Audit

See where your story fragments before partners do.

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Standards Concept. Word on Folder Register of Card Index. Selective Focus.

Narrative Alignment Sprint

One science. One story. Zero conflicting versions.

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Policies Concept. Word on Folder Register of Card Index. Selective Focus.

Truth Architecture Build

Infrastructure that makes consistency inevitable, not aspirational.

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