Join us on 1 October 2026, 15:00 CET for a live session for CDMO and CRO commercial and marketing leaders.
Most CDMOs describe themselves the same way: full-service, flexible, quality-driven. A sponsor comparing three shortlisted CDMOs reads the same words on all three websites, so the words stop doing any work.
The gap is rarely the science. It is how that science becomes a message a buyer can use to choose. Segment the audience by need. Find the one claim a competitor cannot credibly make, back it with proof, and a value proposition starts doing its job: get a CDMO onto the shortlist, then get it picked.
If your homepage and your sales deck could belong to any CDMO in the category, you are competing on half the story.
What this session covers
Clarita Havermeier and Patrick Anderson from Simon-Kucher open with the strategic perspective: why value communication needs to change, and how needs-based segmentation replaces one-size-fits-all selling. They cover how competitive benchmarking finds where a CDMO has a credible right to differentiate. Sciential’s Jade Dangel then picks up the handover, showing how that strategy becomes a messaging pillar, a rebuilt website and sales deck, and a campaign that holds the message together across channels.
You will learn
- How needs-based segmentation moves beyond broad labels like “biotech” or “large pharma” to reveal the needs and trade-offs that truly drive CDMO choice
- How to combine segment-specific purchasing priorities with competitive benchmarking to identify where you can credibly differentiate and build preference
- How to translate technical capabilities into differentiated, benefit-led value stories that resonate with the priorities of each customer segment
- How to audit corporate communication against those value stories to identify gaps, inconsistencies, and unsupported claims
- How to carry one core message consistently across channels and measure whether it strengthens recognition and preference
Who should attend
- CDMO and CRO commercial, business development and marketing leaders
- Teams responsible for brand positioning, communication and sales enablement in life sciences outsourcing
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