The Strategy Behind a Pharmaceutical Company’s $1.9M in Influenced Revenue
Client Overview
Ascendia specializes in the invention and development of specialty pharmaceutical products and novel formulation technologies. As a mid-market pharmaceutical company serving the drug development industry, Ascendia provides formulation development, manufacturing, and commercialization services across multiple dosage forms, including biologics, analytical services, and contract development.
Industry: Specialty Pharmaceuticals & Novel Formulation Technologies
Solution Delivered: HubSpot CMS Implementation, CRM Configuration, Custom Reporting Dashboards, SEO-Optimized Content Architecture
HubSpot Products Used: Marketing Professional, Sales Professional, CMS Hub
Timeline: 12-month initial engagement (ongoing partnership)
Key Outcomes
$1.88M in Influenced Revenue
Marketing visibility and attribution improvements drove over $1.88M in influenced revenue within the first year.
133 New Deals Generated
High-performing organic HubSpot programs produced 133 new opportunities for the sales team.
245 Qualified Contacts Captured
Precise lead capture and tracking surfaced 245 qualified contacts directly in HubSpot CRM.
30%+ Growth in Organic Traffic
A fully optimized HubSpot CMS structure delivered sustained increases in high-intent organic visitors.
Full Marketing Visibility Restored
Integrated reporting replaced zero visibility, giving the team complete clarity across all marketing performance.
The Challenge
Ascendia faced a critical operational gap: no marketing technology infrastructure, no CRM system, and zero capability to measure marketing ROI or track the customer journey. As their service offerings evolved and expanded, they needed a unified platform that could support both immediate operational needs and future growth.
List TitleNo Marketing Technology Foundation
Ascendia's sales and marketing teams operated in silos with no shared visibility into pipeline, lead sources, or campaign performance. Manual processes and disconnected tools prevented the company from understanding which marketing investments were driving actual business results.
Zero Attribution or Reporting Capabilities
Without integrated reporting, Ascendia could not connect marketing activities to revenue outcomes. Leadership had no line of sight into deal sources, campaign effectiveness, or ROI, making data-driven decisions about marketing investments impossible.
Limited Digital Presence and Discoverability
The website relied almost entirely on direct traffic, with minimal organic search visibility. Their blog and resource center were virtually invisible in search results, limiting their ability to reach potential clients during the critical research and vendor selection phase.
Inflexible Web Infrastructure
The existing website architecture lacked the flexibility needed to support Ascendia's evolving service portfolio. As the company expanded into new dosage forms and capabilities, they needed a content management system that could scale without requiring extensive developer resources for every update.
Robert Bloder
Chief Commercial Officer
Key Deliverables
CMS Migration
Unified sales and marketing in HubSpot for pipeline visibility.
Attribution Reporting
Real-time dashboards connect campaigns to revenue.
Automation Framework
Automated lead routing, follow-up, and segmentation.
CMS Replatforming
Migrated to modular, ADA-compliant HubSpot CMS.
Team Enablement
Trained teams and codified best-practice playbooks.
The Solution
Mole Street partnered with Ascendia to implement a comprehensive HubSpot ecosystem that would serve as the foundation for their marketing and sales operations. This transformation centered on five strategic pillars: platform implementation, attribution infrastructure, website replatforming, content enablement, and team adoption.
Unified HubSpot Ecosystem
Mole Street implemented a complete HubSpot CRM and marketing automation setup to centralize operations. Custom workflows and segmentation aligned sales and marketing for improved efficiency.
Real-Time Attribution & Reporting
Custom dashboards and multi-touch attribution connected marketing activity to revenue for the first time. Leadership gained real-time insights into pipeline performance and campaign impact.
Scalable HubSpot CMS Replatforming
The website was migrated to HubSpot CMS, replacing a rigid infrastructure with a flexible, SEO-optimized foundation. Modular templates and ADA-compliant design enabled rapid publishing and updates.
Strategic Content Program
A HubSpot-driven content strategy introduced optimized blogs, assets, and service pages to support the buyer journey. Competitive keyword research enhanced visibility and authority.
Team Enablement & Adoption
Internal teams were trained on platform usage, reporting, and content management to ensure long-term adoption. Clear processes were established for campaigns, lead handling, and optimization.
