Blog

Perspectives on Life Sciences commercial strategy, go-to-market planning, and sales operations from the team at Monona Technical Resources.

Go-to-Market Strategy

Featured

Validating Product-Market Fit in Life Sciences: Why Voice of Customer Is Non-Negotiable

Many Life Sciences companies launch products with strong clinical data but weak commercial traction. The missing link is almost always a rigorous Voice of Customer process — and it needs to happen before you build your sales team.

John TobinApril 14, 2026

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Go-to-Market Strategy

Startups & Early Stage

Building a Commercial Ramp-Up Strategy for Life Sciences Startups

Hiring a full sales team before you have validated product-market fit is one of the most expensive mistakes a Life Sciences startup can make. Here's a smarter approach to commercial ramp-up.

John TobinMarch 28, 2026

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Commercial Strategy

The Three Reasons Life Sciences Companies Miss Revenue Targets (And How to Fix Them)

After working with dozens of Life Sciences organizations, the same three root causes appear again and again when revenue targets are missed. Understanding them is the first step to fixing them.

John TobinMarch 5, 2026

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Sales Operations

CRM Optimization: Why Your Sales Team Hates Your CRM (And What to Do About It)

A CRM that your sales team doesn't use is worse than no CRM at all. Here's how to turn your CRM from a reporting burden into a genuine sales tool.

John TobinFebruary 18, 2026

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Investment & Due Diligence

Commercial Due Diligence for Life Sciences Investors: What to Look For

Before reinvesting in a Life Sciences portfolio company's commercial organization, investors need an honest assessment of what's working, what isn't, and why. Here's a framework for getting that assessment right.

John TobinJanuary 30, 2026

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Blog

Validating Product-Market Fit in Life Sciences: Why Voice of Customer Is Non-Negotiable

Building a Commercial Ramp-Up Strategy for Life Sciences Startups

The Three Reasons Life Sciences Companies Miss Revenue Targets (And How to Fix Them)

CRM Optimization: Why Your Sales Team Hates Your CRM (And What to Do About It)

Commercial Due Diligence for Life Sciences Investors: What to Look For

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