While there has been a resurgence in account management and emphasis on more scalable, digital models – specialization is by no means dead.
Deploying scientific and product-oriented specialists can be an extremely effective strategy if done correctly and discerningly. Part four of Alexander Group’s Life Sciences & Analytical Instruments six-part Winning Go-to-Customer Practices explores the value of specialization.
Watch Arshad Carim discuss the ways leaders are being judicious with when and how they deploy specialists:
- New and Novel Technologies – Ensure technology gets the required customer coverage and seller mindshare by using dedicated, product-oriented sales forces.
- Growth Markets – Specialist teams deliver focus on important components of growth strategy.
- Virtual – Extend the reach of specialization via virtual specialists armed with tools such as virtual labs and AR/VR.
For more information on where and when to deploy specialists, sign up for a briefing or contact a life sciences and analytical instruments practice leader.
Learn more about all the topics in the series and join the discussion at an upcoming virtual roundtable session.
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Author
Arshad Carim is a principal in the San Francisco office, with over 24 years of business and consulting experience. Arshad leads the firm’s health care efforts in the Western region. He also leads consulting engagements and teams, manages key account relationships, drives business development activities and supports talent development. With experience across multiple industries including life sciences, health insurance, medical device, high technology, and general B2B, Arshad leverages his cross-industry depth to create and implement high-impact solutions.
