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How (and Why) to Maintain a Customer-Centric Focus When Planning Your Exit | Glenn Hanner
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In this episode of LifeSci Continuum, I'm thrilled to reconnect with Glenn Hanner as we dig into a critical challenge that many life science leaders face: the danger of tunnel vision when planning for an exit. Often, the excitement of an exit strategy can overshadow the need to establish a strong foundation and deliver on the promised value to customers. Glenn and I pull from our experiences to discuss how companies can balance long-term strategic goals with immediate customer-centric needs to avoid costly oversights.
Glenn and I explore how companies can get so fixated on the endgame that they neglect the foundational work necessary for sustainable growth, from quality assurance to customer satisfaction. Glenn shares examples from his career, illustrating how failing to invest in fundamentals can derail even the best-laid plans for an IPO or acquisition. This episode is a must-listen for life science professionals aiming to build lasting value, not just chase short-term wins.
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#LifeSciences #HealthcareInnovation #ProductMarketing
00:00 Intro
01:45 Examples of Investors Affecting a Life Science Company’s Exit Strategy
04:40 Mistakes Caused By Rushing an Exit
06:37 Regulatory Oversight in Med Tech
08:25 Example of a Med Tech Product that was Rushed to Market
09:58 Lessons & Regrets from a Med Tech Marketing Associate
12:34 The Most Important Asset for a Med Tech Start Up Company
13:52 Delivering on the Value Proposition
14:14 Life Science Career Mistakes & Regrets
15:20 Examples of a Good Exit Strategy
17:00 The Ins & Outs of Life Science Regulation
18:56 The Value of Good Leadership
20:35 Why Marketing Function is Different in Every Industry
22:05 Alignment Between Marketing & Business Goals
24:42 A Book that Every Marker Should Read - Positioning by Al Ries & Jack Trout
25:24 Psychology & Bad Landing Pages
26:07 Storytelling
26:55 Your Customer’s Needs
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