Pipeline problems aren't about tactics.
They're about strategy.
For biotech, pharma tools, lab equipment and medical device companies, demand generation built around how scientific buyers actually make decisions. Long sales cycles. High deal values. Complex procurement. Without the full-time hire.
Excellent science. Leaking pipeline.
The same problems appear in life sciences businesses of every size. Not because the product isn't good enough. Because demand generation isn't built around how buyers actually buy.
Long cycles, no nurture
18-month sales cycles left to sales alone. Marketing generates leads then disappears. No content, no sequences, no stage progression support.
Scientific buyers, generic content
Procurement committees, lab managers and CSOs need credible, specific content. Generic demand generation doesn't survive contact with a scientific buyer.
Martech nobody uses
HubSpot, Salesforce, Marketo — set up, never optimised. Expensive infrastructure that isn't connected to pipeline or commercial outcomes.
Tactics without strategy
LinkedIn campaigns, email blasts, trade show presence, none of it connected by a strategic framework. Activity gets measured. Pipeline doesn't move.
Sales and marketing misaligned
Marketing reports on MQLs. Sales reports on revenue. Different scoreboards, different conversations. The gap is where pipeline disappears.
No pipeline attribution
Marketing can't prove its contribution to revenue. Budgets get cut because nobody can connect activity to commercial outcomes.
Complete life sciences demand generation. Nothing you don't need.
A Chartered Marketer working inside your business. Strategy, execution and commercial alignment. AI powers the output. A decade in life sciences validates every decision.
Demand generation strategy
Situation analysis, ICP, positioning and a 90-day plan built around your specific buyers, geography and sales cycle. SOSTAC-led. Nothing generic.
Scientific buyer personas
Lab managers, procurement committees, CSOs and R&D directors, how they search, what they read, what makes them move. Content calibrated to each stage.
Content and messaging
White papers, application notes, case studies, LinkedIn and email, written with scientific credibility. Specific enough to pass a subject matter expert review.
Lead nurture across long cycles
Email sequences, content programmes and retargeting that hold pipeline together over 12-18 month sales cycles. Buyers stay warm. Sales has something to follow up with.
Events and congress strategy
Pre-event outreach, congress content, post-event follow-up sequences. Turning trade show spend into actual pipeline rather than badge scans.
Pipeline reporting
Marketing attributed to pipeline. Stage progression, cycle velocity, conversion rates. Reporting that sales and leadership actually want to see.
Strategy built around how scientific buyers decide.
Set your commercial goal, select your focus areas, and the platform builds a complete strategy playbook — calibrated to life sciences buying cycles and reviewed by a Chartered Marketer before it reaches you.
From first conversation to pipeline contribution.
Free demand generation diagnostic
Answer three short sections about your current programme. Get a scored breakdown across lead capture, content, nurture, martech, sales alignment and pipeline contribution. Life sciences specific. Free.
Discovery call — with Rashid directly
Not a junior. Not a chatbot. A Chartered Marketer with 10+ years in life sciences who reads your audit before you speak and arrives with a clear opinion about what to fix first.
SOSTAC analysis and 90-day plan
Complete strategic analysis, where you are, where you need to be, exactly how to get there. Built around your buyers, your EMEA markets and your sales cycle. Nothing generic.
Fractional engagement — 2 to 3 days a week
Strategy, content, campaign oversight, LinkedIn, congress planning, pipeline reporting. Senior life sciences marketing without the full-time cost or notice period.
Measure what matters
Pipeline contribution, stage progression, cycle velocity. Reported in commercial language that connects marketing to revenue. Every cycle builds on the last.
A decade in life sciences. Now working differently.
I spent over 10 years in B2B marketing inside life sciences, biotech, lab equipment, pharma tools, medical devices. Complex products, demanding buyers, high commercial standards. I learned what effective demand generation looks like when there's real accountability behind it.
Zero6 uses AI to generate strategy, content and analysis at speed, and a Chartered Marketer to validate every output and take responsibility for every recommendation. Faster than an agency. More accountable than a tool.
"Marketing that earns credibility in life sciences has to be specific. Scientific buyers see through generic content immediately. The only way to build pipeline in this sector is to understand the buyer deeply, and that takes time and experience, not just good copywriting."
— Rashid Patel, CMktr
FAQ
Your pipeline should be doing more.
A free demand generation diagnostic or a direct conversation. Either way you'll come away with something specific enough to act on.