Case study

AlphaSales logoQualification intelligence for biotech sales teams

The qualification engine behind AlphaSales

AlphaSales helps biotech sales teams know which deals are real. We built the platform it runs on: from call transcript to qualification map, coaching map and forecast, end to end.

alphasales.ai
Client
AlphaSales
Industry
Biotech and life-science sales
Scope
Full platform and AI analysis engine
Stack
Backend, data pipeline, deployment
Hosting
UK-based, GDPR-compliant

The challenge

Biotech deals don't qualify like other deals

In biotech, the person who loves your product is rarely the person who signs. Budgets come from grants or capital expenditure, each with its own timing. A lab head can be convinced while the deal is still a year from a purchase order. Standard qualification frameworks miss all of this, so pipeline reviews run on gut feel and forecasts wobble.

AlphaSales had the domain expertise to fix that. What it needed was a product: something that could research every prospect, listen to every sales call, apply biotech-specific qualification logic consistently, and show reps and managers where each deal actually stands. That meant an analysis engine, a data pipeline, integrations with call recorders, and a UI a sales team would use every day.

What we did

We built the product, not a prototype

We took AlphaSales from concept to a running platform. Prospect research and the first touch are automated, so the team talks to people instead of digging through databases. Recordings from Gong, Zoom and Microsoft Teams flow into a pipeline that transcribes, anonymises where required, and runs each conversation through a qualification engine tuned for biotech: grant versus CapEx budgets, scientific champions versus budget holders, and the clinical and research milestones that gate a purchase.

The output isn't a score. It's a map. Every opportunity gets a qualification map showing what is confirmed, what is assumed and what is missing. Every rep gets a coaching map built from their own calls. Managers get a forecast-confidence view across the pipeline and reports they can take into a board meeting. We built the backend, the data pipeline and the deployment, and hosted it in the UK with an anonymisation option so the product meets GDPR requirements from day one.

Deliverables

What we built

Six pieces that together make up the product AlphaSales runs on.

  1. 01

    Prospect research and first touch

    Automated account and contact research with a generated first message, so reps start every conversation informed.

  2. 02

    Transcript ingestion

    Connectors for Gong, Zoom and Microsoft Teams pull recordings in automatically, so nothing depends on a rep remembering to upload.

  3. 03

    Biotech qualification engine

    Analysis tuned to how life-science deals are really won: budget source, decision roles, and the milestones that gate a purchase.

  4. 04

    Opportunity qualification maps

    One view per deal: what's confirmed, what's assumed, what's missing and what to ask next.

  5. 05

    Rep coaching maps

    Patterns across a rep's own calls, turned into specific coaching points rather than generic advice.

  6. 06

    Forecasting, reporting and infrastructure

    Forecast-confidence views, report generation, the data pipeline underneath, and UK-hosted, GDPR-compliant deployment with an anonymisation option.

The engine

What makes the engine biotech-specific

Generic sales tools score calls. This one understands how a life-science purchase actually happens.

  • Budget source, not just budget

    Distinguishes grant-funded from CapEx purchases, because the timing and the decision path are different for each.

  • Persona-aware

    Separates the scientific champion from the budget holder and flags when a deal only has one of them.

  • Milestone-gated

    Ties deal progress to clinical and research milestones, so "next quarter" means something.

  • Private by design

    Anonymisation option, UK-based hosting and GDPR compliance built into the pipeline rather than added later.

Results

What it's worth

AlphaSales publishes a simple model of what better qualification is worth to a sales team. These are their figures, not ours, and they are illustrative rather than a measured result of this engagement.

Illustrative model
additional won revenue per year
£243,000
additional deals won per year
5.4

AlphaSales' own illustrative model, assuming a team of 6 reps with a 30% win rate and a 10% uplift from better qualification. Not a measured outcome of Agenthos' work. See AlphaSales' model

What changed

  • Every recorded call becomes a qualification map without anyone typing notes.
  • Managers review the pipeline on call evidence, not stage names.
  • Coaching is grounded in each rep's own conversations.
  • Reports are generated, not assembled.
  • GDPR compliance and UK hosting handled from day one.
“Biotech sales means researching every single prospect. Agenthos automated the research and the first touch, so our team now talks to people instead of digging through databases.”
Michal LipkaCEO, AlphaSales

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