A big success factor in life science engagement is a burning platform or priorities that address a critical customer need.

Account management must identify each organization's medical, legal, and regulatory stakeholders, who can provide deeper insights into priorities. 

Petauri Kinect uses disease specificity to present information that doesn't tell but makes people think.

Sample resources:

• Customer needs hypothesis brainstorming
• Disease specificity engagement deck support
• Functional objectives guide

Taking it to the next level:

Case study

A large life science company created a customer engagement deck to present specific data about the cardiovascular patient population's impact on a particular health system. As a result, the health system customer validated the problem with its data, and the pharma field team immediately gained trust. 

The next step became clear to the customer: How can you help us fix this?