Confidential Project (Commercial Prospecting)

Context

Startup in the commercial structuring phase, with a small team and an imperative for rapid market entry. The primary care medicine market, fragmented and poorly accessible through traditional prospecting tools, required a different approach to identify the right opportunities.

Business Problem

Two major obstacles blocked commercial efficiency:

Opaque market. Standard tools (B2B databases, LinkedIn scraping) did not allow access to key players in primary care medicine.
Need for precision for an ABM approach. The team had to identify Key Opinion Leaders (KOLs) and map their connections to personalize the approach to strategic accounts (laboratories, clinics, innovative players). With limited resources, every contact had to count.

Stakes

A small sales team could not absorb inefficient prospecting. Every hour spent on a poorly qualified prospect delayed commercial traction. The challenge: build a system capable of qualifying massively and intelligently, without mobilizing additional human resources.

Approach

Rather than a generic tool, we designed a custom platform leveraging generative AI and knowledge graphs:

GraphRAG + Neo4j architecture to model relationships between players, institutions and KOLs, and reveal connections invisible to traditional tools.
Generative AI (OpenAI + LangChain) to automatically analyze public content, publications and sector data, then generate relevant qualification labels.
React interface allowing the sales team to visualize and prioritize opportunities without technical skills.
Serverless infrastructure to ensure scalability and cost control.

Structural choice: build a reusable proprietary asset, not a throwaway solution.

Implementation

Duration: 3 months
Pando Studio team: 2 experts (AI engineering, development)
Client contact: Founding CEO
Budget: €48,000

Results

Platform delivered on time and budget.
Unlimited identification capacity for opportunities within a given geographic perimeter.
Automatic prospect qualification with contextual data usable for ABM approach.
The client is now considering transforming the solution into SaaS for other sector players.

What this case demonstrates

An SME with limited resources can access enterprise-level prospecting capability through a custom-designed AI solution. The GraphRAG approach, still uncommon, reveals opportunities structurally invisible to traditional methods. A lasting competitive advantage for the client.