Mitchell
Saalfeld

Drug discovery at global pharma firms is stalled by a 15-step, 139-week Target Identification & Validation (TIDV) process plagued by data silos, manual workflows, and researcher burnout. Scientists spend more time reconciling spreadsheets than doing science.

Conducted user research and synthesized findings into three detailed researcher personas (Dr. Maya, Sarah, Ben) that mapped pain points, daily frustrations, and technology relationships across the R&D workflow. Used this foundation to define an AI-enablement framework, including a Data Optimization Platform, Generative Molecule Designer, and Explainable AI Dashboards, that addressed each pain point with a specific Infosys capability.

Delivered a final executive presentation and marketing-ready script assets projecting a 33% reduction in the TIDV timeline (139 weeks → 93 weeks). Recommendations were scoped across $1B+ in innovation initiatives and presented to senior stakeholders as a blueprint for Infosys's life sciences go-to-market strategy.

Inbound demo conversions were underperforming; prospects were dropping off between initial interest and booked meetings, and no-show rates were eroding pipeline efficiency.

Analyzed funnel data in partnership with Marketing Ops and RevOps to pinpoint drop-off stages. Identified gaps in lead qualification visibility and implemented targeted process changes to tighten the handoff between marketing and sales, improve follow-up sequencing, and reduce friction in the booking experience.

Demo bookings increased 34%, no-show rates dropped 29%, and inbound lead generation grew 17% through improved competitive positioning and messaging, contributing to a measurable improvement in overall pipeline health.

CCI Mechanical lacked visibility into its customer lifecycle, making it difficult to forecast accurately, qualify leads consistently, or hold teams accountable to shared operational goals.

Conducted stakeholder interviews across executive, operations, and fabrication teams to surface workflow inefficiencies and growth constraints. Used those findings to map the existing process gaps and design a structured framework tied to measurable KPIs.

Delivered a KPI-driven customer lifecycle framework to improve forecasting accuracy, lead qualification consistency, and cross-team operational accountability — providing a scalable foundation for growth.

Rhize Tech was bringing a new B2B cybersecurity offering to market with limited brand recognition among SMB buyers. Early onboarding was creating friction that slowed adoption and muted the product's value proposition.

Analyzed customer feedback, onboarding friction points, and usage patterns to identify where messaging and the customer journey were falling short. Used these insights to refine positioning and improve lifecycle engagement touchpoints for newly onboarded customers.

Contributed to 18% customer growth through improved onboarding messaging and engagement strategies, strengthening early retention and laying the foundation for product-led expansion.