Biocartis aligns a fast-growing global salesforce with tailored, customer-centric content

THE CHALLENGE

A first product launch with no digital sales tools to support it

Biocartis launched its first commercial product in September 2014. The company was growing fast, but its sales infrastructure hadn’t kept up.

“We didn’t have a digital sales tool yet. We worked with brochures, emails, and PowerPoints, which made it difficult to keep everything updated and ensure aligned communication among everyone working on the same product, with the same goal in mind,” says Caroline Collard, Marketing Director at Biocartis.

The company needed a unified solution that could scale across Europe and beyond — one that would replace version confusion with consistency.

THE SOLUTION

One platform that sellers adopted quickly — and actually wanted to use

Biocartis chose Showpad to centralize content and create a single source of truth for the entire salesforce. The transition from scattered emails, PowerPoints, and brochure versions was smoother than expected.

“Showpad offers so many advantages that it was quite easy to get everyone on board with implementing the tool,” says Collard.

Sellers can now share tailored information customer by customer — and at conferences, the team uses Showpad throughout events rather than relying on stacks of printed brochures. When customers at the booth ask specific questions, reps pull up the answer and send it directly.

“For any specific questions, we can easily use Showpad and immediately send the information to our customers. That is a very customer-centric way of engaging with them,” adds Collard.

THE IMPACT

A motivated salesforce, aligned messaging, and more efficient meetings

Showpad has become a tool the salesforce genuinely wants to use. Beyond adoption, it has changed how the team prepares for and runs sales meetings.

“During product training, our sales teams already have the presentations available on their Showpads, which saves us a lot of time and reduces the need for brochures, printouts, and so on,” says Collard.

The platform has also given marketing visibility into what customers actually read and where they focus their attention — feedback that was impossible to capture with printed materials and email attachments.

For Collard, the environmental impact matters too. Reducing print across a global operation has been a meaningful benefit alongside the commercial gains.

WHAT’S NEXT

Scaling aligned communication as the business grows

Biocartis is still ramping up and growing fast. As the salesforce expands, consistent communication becomes even more critical.

“A good communication tool is crucial to ensure aligned communication across our entire salesforce,” says Collard. “Showpad will definitely remain a partner of ours moving forward.”