Papers & Reports
Free research and practical guides for life science tools and services companies — marketing, distribution, and commercial strategy.
August 2012 (updated January 2025)·6 pages
10 Key Questions & 5 Core Rules for Building Digital Communities
Branded communities can strengthen reputation as a field leader — but most fail. This updated guide covers ten questions to answer before you build, and five rules for creating communities that deliver value to users and to your company.
August 2011 (updated June 2024)·13 pages
Life Science Marketing on a Low Budget
Appropriate for start-ups or small companies with highly limited marketing budgets, this primer discusses low-cost, high-ROI marketing for small life science tools companies — channels, integration, and costs supported by external data.
May 2012 (updated January 2024)·6 pages
The Scientist Buying Cycle & How to Market to It
Traditional feature-and-benefit pitching misses much of the target market. This updated paper reframes the life science buying cycle and shows how to market in ways that build brand and drive long-term revenue growth.
November 2015·16 pages
Scientific Conferences Survey Report: In the age of hyper-targeted digital marketing, are conference exhibitions still worthwhile?
With input from over 50 life science marketing professionals, this study asks whether conference exhibitions are still worth the cost — or whether teams are over-investing at the expense of higher-ROI opportunities.
May 2014·6 pages
Superior Experiences — How Small Life Science Companies Can Out-Compete Large, Established Competition
Entrenched competition can be dug out. This paper shows how market entrants can use superior customer experiences to build brand value faster than established competitors — and outpace them on acquisition and retention.
February 2014·6 pages
How Decision Engines Will Reshape the Life Science Buying Journey
An overwhelming amount of choice is creating decision paralysis in life science purchasing. This paper introduces decision engines — tools that streamline selection — and where they can create disruptive change in tools and services.
May 2013·9 pages
9 Things Every Life Science Marketer Should Know About SEO
Almost all scientists considering a purchase search the web at some point in their buying journey. This paper covers nine practical SEO fundamentals every life science marketer should know — plus bonus guidance for smaller companies competing with incumbents.
March 2013·15 pages
Marketing Strategy for Life Science Start-Ups
Practical, do-it-yourself guidance on marketing strategy for life science start-ups — and for existing companies launching new product lines or services — focused on the areas that most often go wrong for small teams.
November 2011·11 pages
2011 Life Science Manufacturer-Distributor Relationship Report
BioBM surveyed 47 manufacturers and 35 distributors of life science tools to understand what makes distribution relationships succeed or fail — and how both sides can improve partnership performance.
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