BioPharma Go-To-Market

for

TechBio, CRO, and BioTool Companies

Commercial Focus

Many TechBio, CRO, and BioTool companies miss their revenue budgets. Leadership responds by calling this a “sales execution problem”. Their response is pushing the sales team harder- more meetings, more emails, more incentives, more busyness. But if that worked then companies would pay commissions for these actions. And sometimes they are execution problems, which are almost always addressable. But that’s not the root cause of missed budgets. It’s because of Go-To-Market (GTM) design decisions that were never made, communicated, or enforced. When they are, the whole GTM ecosystem knows who to target, what problems matter, what “no” looks like, how to engage in a consultative B2B process, and what success looks like. Without GTM clarity, busyness replaces commercial focus and budgets are missed.

How We Help

PROJECTS

Consulting projects according to your needs:

  • Go To Market Strategy (how you’ll win)

  • Market research (e.g., TAM, competitor landscape, ideal biopharma client, unaddressed needs, value proposition, sales team strategy, lead gen)

  • Meetings with biopharma (VoC, present capabilities, uncover need, advance opportunities, attending conference, validate GTM plan)

  • Bookings forecast (best case, realistic, worst case)

  • Custom biopharma target list for sales team (e.g., company, drug modality, therapeutic area, phase of clinical trial, biomarkers, decision makers- names & contact info)

  • Drive your pipeline to close biopharma deals and formalize your team’s playbook

  • Design a business development partnering strategy, aiming for biopharma deals (stronger together)

  • Conference attendance and Inbound marketing strategy for ROI

  • Measurable and teachable pipeline playbook to affect sales funnel and sales team execution

  • Commercial alignment and training for technical experts and junior team members

ADVISORY

Provide a strategic understanding of collaborating with biopharma in clinical trials and preclinical development R&D and how they onboard new external collaborators. Understand your commercial operations and goals to answer questions and provide solutions based on what I’ve experienced and observed for 10+ years

FRACTIONAL

Embedded head of sales and strategic business development, working hand in hand with your team