Elsevier Clinical Solutions generates $1M+ pipeline with Outreach sales automation and machine learning
Elsevier's Clinical Solutions team was spending excessive time on manual, non-selling tasks — mail merges, Excel, and creating custom templates — leaving too little time for the creative, customer-focused work that drives new business. Post-pandemic email volume made it even harder for reps to reach customers effectively.
How it works
Common implementation structure
How this type of workflow is generally built, generalized across documented cases — not tied to any one vendor's stack. Click any stage to read what happens there. Specific products that implement these stages appear in “Tools commonly seen” below.
Stage 1 · Daily prospecting queue
Reps receive a clear view of exactly what they need to do each day to stay on top of their prospecting activities.
Tools used
Outreach
Outcome
Elsevier's Clinical Solutions Division generated over a million dollars of pipeline directly from Outreach sequences and closed about a quarter of that. Reps now send customized emails to highest-priority contacts in 15 minutes or less, and seller adoption remained strong eighteen months after initial deployment.
What failed first
The existing approach was entirely fragmented and manual: each rep independently developed their own pipeline with no shared system, relying on mail merges and Excel, with no smart way to prioritize contacts or adapt to the post-pandemic digital-first environment.
Results
Time saved15 minutes or less
Volumeat least an hour or more
Cost replacedover a million dollars
Running sinceat least 18 months before case study date