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Campaign Duration
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No of SDRs
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PharmX runs Australia's pharmacy ordering gateway and PharmXchange, a B2B marketplace that connects pharmacies with suppliers, promotions and point-of-sale ordering. PharmX engaged Whistle to get more pharmacies registered and active on PharmXchange, with the longer-term aim of turning registrations into transactions. Over a 6 month outbound calling campaign, Whistle's SDRs delivered 707 successful signups and $5.3million in pipeline.
707 successful pharmacy signups over the 6 month campaign.
The team contacted over 2900 pharmacies.
The team reached an average of 20 registrations per day, in line with the minimum team benchmark of 20 per day.
With registrations established, PharmX's stated strategy is to nurture those pharmacies towards regular transactions on PharmXchange. During the campaign, two potential new point-of-sale supplier integrations were identified that would embed PharmXchange directly into pharmacies' POS systems, removing the need for a separate registration email or account validation questions. If progressed, these integrations would reduce onboarding friction and support further growth towards the 1300 registered pharmacy target.
Pharmacies are busiest during trading hours. Calling in the early morning reached staff when they had the time and headspace to engage, which directly addressed the most common "too busy" objection.
In an industry wary of unsolicited calls, offering verification credentials at the start of the conversation headed off spam and scam concerns before they ended the call.
Pharmacy is a relationship-led industry. Perseverance over multiple calls, and drawing on existing strong pharmacy relationships, helped move hesitant pharmacies from interest to registration.
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