Accumulus gives a lean commercial team the research depth of a full revenue operations function.
Four agents on KORA turn pharma prospecting into a connected workflow, from account screening to buyer research, outreach briefs, and deal support in HubSpot.
- One commercial suite
- 4 agents
- Three prospecting agents and a revenue copilot
- Connected prospecting
- 3 stages
- Company screening, buyer research, outreach briefs
- Shared system of record
- HubSpot
- Accounts, contacts, deals, and briefs in one place
- CRM and outreach control
- Human-led
- Approval before writes; people review and send outreach
Overview
Selling a platform to a global pharmaceutical company starts well before a first meeting. A commercial team has to understand the organization, identify the people who influence a purchase, and connect its message to work those people already care about. Research depth matters because a regulatory leader, a manufacturing executive, and a finance buyer each approach the same decision from a different direction.
Accumulus Technologies provides a cloud platform that helps life sciences organizations and regulatory authorities collaborate across the drug development lifecycle. Spun out of the nonprofit Accumulus Synergy, the company set out to bring that platform to the broader life sciences market. Its buyers include large, global pharmaceutical companies. Reaching more of them required a prospecting operation that could cover complex accounts without growing headcount at the same pace.
The challenge
Every account begins as a research project. Someone builds a candidate list, checks each company against the ideal customer profile, and determines which accounts deserve attention. Then the work moves inside the organization: find the regulatory, manufacturing, digital and innovation, commercial, and finance stakeholders who shape a platform decision.
Finding a name is only the start. The team needs to know what each person works on, which company initiatives matter to them, and what might make a conversation useful. Turning those findings into an opener, talking points, and likely objections takes another pass. Done manually, this work consumes days per account and limits how much of the market a small team can cover.
The research also has to reach the rep in a usable form. An account list in one place, contact notes in another, and a brief outside the CRM create work before outreach can begin. Accumulus wanted deeper coverage with a lean team, while keeping its approach specific enough for busy pharma executives to recognize that the sender had done the work.
The solution
Accumulus built a four-agent commercial suite on ACTAVA KORA. Three background agents carry an account through qualification, buyer research, and outreach preparation. A conversational Revenue Copilot works alongside them on the same HubSpot data, helping reps understand their pipeline and prepare for the next conversation.
HubSpot connects the work. Each prospecting stage hands its findings to the next through company, contact, and deal records, so the commercial team can use the research where it already manages its accounts. The copilot brings that accumulated context into a conversation when a rep needs it.
How the commercial suite works
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Step 1: Screen the market
The first agent scans public industry sources, builds a candidate list of pharmaceutical companies, and screens them against Accumulus's ideal customer profile. It ranks the accounts that fit and prepares company and deal records for approval in HubSpot.
Step 2: Map the buying committee
The second agent identifies decision-makers across the functions involved in a platform purchase. It builds evidence-based profiles and enriches the corresponding contact records, carrying the account context into the buyer research.
Step 3: Prepare the conversation
The third agent turns each profile into an outreach-ready brief: a natural opener, relevant talking points, and likely objections. The brief draws on the company's initiatives and the person's public work, then returns to the deal and contact records.
Step 4: Support the rep in the deal
The Revenue Copilot answers questions about stalled deals, lead priorities, and existing account knowledge. It can draft outreach and propose record updates, showing the exact change and waiting for confirmation before it writes.
The agents cite their findings and flag low-confidence information instead of inventing a name, title, or quote. The prospecting pipeline pauses for approval before committing a batch of records. The copilot confirms each proposed change, and deletions require explicit double confirmation. A person reviews and sends every piece of outreach.
KORA coordinates the stages and makes the work traceable. Evaluation before and after changes helps the team improve one agent without breaking the rest of the pipeline. Run traces, audit trails, and cost dashboards show what the suite did and what it spent. Requests about a rep's own deals stay scoped to that rep.
“ACTAVA's agents run our top-of-funnel — company screening, lead research, and outreach — while the Revenue Copilot keeps my team sharp in every deal. We got the output of a full revenue operations function without hiring one.”
The result
Accumulus's commercial team opens HubSpot to qualified accounts, researched contacts, and prepared briefs. Work that previously required days of desk research per account now flows through a coordinated suite, with a continuously refreshed worklist ready for the team to review and act on. Reps can move from identifying an account to understanding a buyer without assembling that context from scratch.
Mervyn Hall describes the benefit as getting the output of a full revenue operations function without hiring one. That is an operational expansion in what the team can cover: account screening, buyer research, conversation preparation, and live deal support now sit together.
The same evidence follows the account into outreach and the deal. Accumulus can approach a broader market with informed conversations while retaining control over the CRM and every message it sends. Its commercial reach depends less on how many research projects the team can complete by hand.
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