Inova Reaps the Benefits of its New Business Model

Inova, software editor of a CRM dedicated to pharmaceutical companies, has followed software trends, moving into a SaaS model. “The technological shift represents a dual strategy,” explained Gilles Toulemonde, Inova CEO, “to generate recurrent revenues and to adapt ourselves to new clients, such as small biotechs who prefer this model.” The drawback: the turnover suffered during the transition period. “The breakeven point will be reached in October, and then we will experience a period of growth.” Today, two-thirds of Inova’s 70 clients have made the switch to SaaS.
Inova counts among its clients Sanofi, AstraZeneca, Boehringer-Ingelheim, Bayer, Merck, Pierre Fabre, Roche and Takeda. Based in Lyon and New York, 80% of its sales occur internationally. The company recruited 6 new people in Lyon and New York in 2015 and signed 20 new clients including two Top 10 American pharmas, the Swiss pharmaceutical company, Ferring, French companies the Centre Leon Berard and Expanscience, as well as biotechs such as Innate Pharma, New Link Genetics and Chimerix. Inova is currently recruiting 5 new colleagues this year.
This article originally appeared in Bref Rhône-Alpes Auvergne and has been translated from French. To view the original article visit here.