Marwane built a real LinkedIn acquisition engine for Agatha by combining structured prospecting, content, social proof, and multichannel sequences, all from scratch.
About Marwane
When Marwane Bouchouicha joined Agatha, a young software company serving pharma, biotech, and medical device quality directors, LinkedIn wasn't part of the company's growth strategy.
There was no system, no audience, and no social proof. He built everything from scratch.
The Challenge: Selling a Niche SaaS to a Hard-to-Reach Audience
Quality directors in pharma and biotech are notoriously difficult to reach. They're senior, risk-averse, and constantly targeted by vendors. Agatha had no brand awareness on LinkedIn and no proof points to back up their sales pitch.
On top of that, convincing leadership to invest time in LinkedIn — posting, building their personal brand — was a battle of its own.
Rather than jumping straight into outreach, Marwane first built the social proof layer that would make every message land harder.
He produced studio-quality video interviews with three clients representing three personas: pharma Quality Director (QD), biotech QD, and medical device QD.
He published them in both long and short formats on YouTube and converted them into PDF case studies.
Using Sales Navigator, he built segmented lists by job title and persona. For high-intent prospects, he also extracted LinkedIn users engaging with competitor posts.
His core sequence:
Precise audience selection
FYI: no note needed if it was from a C-level/founder (higher acceptance rate), short personalized note for inside sales senders.
3 short, prospect-centered messages with a site link or calendar link in every signature
Email Finder feature of Waalaxy to retrieve emails → sync with HubSpot → enrollment in nurturing campaigns
When prospects replied, Marwane handled conversations manually, booked calls, and managed the sales team's calendars.
A lightweight Slack automation alerted the team in real time with the company name, context, and website.
Marwane’s 3 key takeaways
1
Pull the right people into your network before you ever pitch them.
2
Automation fills the network. Content builds the trust.
3
You don’t need a sales pitch to get accepted.
