The When and How of Specialization

Specialization is by no means dead despite emphasis on digital models.

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.