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Product commercialization for life science tools
Engineering growth for
TechBio
Life Science Tools
HealthTech
Deep Tech
AI x Bio
KlarBio is the executive go-to-market sidekick for life science tools companies developing innovative products. We expand your commercial capabilities with proven frameworks that accelerate traction, improve win rates, and speed commercial learnings as a team.
KlarBio de-risks GTM strategy with data, informing better decisions.
Book a discovery callOperating globally from Lund and Minneapolis
Who I've worked with
Claude can automate emails, but can it fix your broken sales cycle?
I started KlarBio after seeing teams pour gasoline on a fire and then drink out of the firehose. The fire was the disconnected GTM motion that only got worse with more manpower and AI (the gasoline). I think you can complete this analogy. Tools change, fundamentals don't.
The core problems we solve:
No repeatable sales process
No repeatable product development process
Unclear what marketing strategies to invest in
Improving visibility across AI search and at events
Phase I
Market and Customer Foundations
• Step 1: Market prioritization
• Step 2: Customer segmentation
• Step 3: ICP and buyer personas
Phase II
Positioning & Messaging Refinement
• Step 4: Product positioning
• Step 5: Messaging
Phase III
Implementation & GTM
• Step 6: Customer journey analysis
• Step 7: Sales enablement assets
• Step 8: Go-to-market plan
Phase IV
Deployment & Surveillance
• Step 9: Quarterly review and iteration
• Step 10: Marketing team leadership
Phase I: Market Validation & Prioritization
Find the market worth focusing on.
Three decisions build a market strategy: where the opportunity is, where your solution is strongest, and who needs to believe in it.
Illustrative market shortlist
Core facilities
Start
Platform biotech
Test
Academic labs
Explore
Market size · Need · Fit · Access
Step 01
Market sizing & segmentation
Compare opportunity size, use cases and buying conditions. Rank the segments worth pursuing first.
Customer need: more urgent ↑
Validate fit
Prioritize
Revisit
Develop demand
Strength of solution →
Step 02
Solutions mapping
Map solution strength against customer need. Agree where to prioritize, validate or pause.
Step 03
Ideal customers & buyer personas
Define the organization that fits, then distinguish the scientific user, internal champion and economic buyer.
Phase II: Positioning and Messaging
Make the value clear. Keep the story consistent.
Connect your science to what customers value, then equip the whole team to tell the same credible story.
Step 4 / Positioning Hypothesis
Step 5 / Messaging House
Scroll to explore the two steps ↓
Step 4
Positioning and Competitive Analysis
Positioning involves customer feedback, competitive analysis, and a bold stance on where you wish to stand. It’s an alteration of the position you hold in the prospect’s mind and must be consistent.
Illustrative value curves, not measured customer results.
Step 5
Messaging & brand consistency
Build one messaging house for the website, deck and outreach. Consistency reduces confusion and makes content easier to maintain.
One core value proposition
Why your solution matters to this buyer
Customer outcomes
What gets better
Differentiation
Why this approach
Credible proof
Why believe it
Consistent claims, language and brand cues across every channel
Phase III: Sales Enablement and Execution Plan
Step 6
Customer touchpoint map
Map where buyers discover, evaluate, purchase and seek support. Put the right evidence at each step.
Where the buying journey happens
Touchpoint
Discovery
Evaluation
Purchase
Afterwards
Search & AI
Peers & events
Website & demos
Sales & partners
Support & reviews
Blue = priority touchpoint · Illustrative map · Swipe on small screens
Phase IV: BD and GTM Execution and Monitoring
Transition away from founder-led sales and maximize visibility
We help you partially automate founder-led sales using AI tools like Clay. We also build website content designed for AI search engines and SEO (there is some overlap). We also evaluate your site’s code and recommend a way to improve it if necessary. Most importantly, we track KPIs like form submissions, meetings booked, and website analytics.
Target account map
Signal feed
Tailored outreach
Weekly KPIs & review
AI search scoreboard
SEO content & site readiness
Scroll to explore the six panels ↓
Account map
Prioritize companies by fit and timing, with a clear reason behind each recommendation.
ILLUSTRATIVE ACCOUNT MAP · FIT AND TIMING SCORED 0–100
Timing ↑
A
B
C
D
E
0
Fit → 100
A
Core facility · Flow
92 · 88
Prioritize
B
Academic lab · Immunology
86 · 74
Review now
C
Pharma team · Cell therapy
81 · 52
Develop
Example accounts, not client results. Fit and timing stay separate so the next action has a clear rationale.
Signal feed
Tools such as Clay help track signals automatically. We filter the noise and share what is worth your attention.
Illustrative signal feed
Funding
A translational grant is awarded
Check the program, budget scope and workflow fit.
Science
A new paper reveals a relevant method
Understand the problem before suggesting a solution.
People
A facility appoints a new lead
Validate whether priorities or purchasing plans are changing.
Tailored outreach
Turn relevant evidence into a useful opening. Human review keeps the science, tone and timing aligned with your relationships.
Illustrative outreach
Human review
To: Scientific lead at a matched account
From: Your team, your domain
Subject: Your new translational program
Verified signal → Relevant opening → Reviewed before sending
Weekly KPIs & review
Review conversations, evaluations and pipeline movement. Decide what changes next, with fractional support to keep execution moving.
Illustrative weekly view, not client results
12
Qualified conversations
4
Active evaluations
3
Accounts advancing
This week’s decision
Prioritize the strongest evaluation. Agree the next experiment, owner and follow-up.
AI search scoreboard
Track buyer questions, mentions and citations. See where better evidence or clearer explanations could improve visibility.
Illustrative AI visibility review
Buyer question
Citation status
Which tools fit this workflow?
Cited
How do the alternatives compare?
Opportunity
What evidence supports adoption?
Track next
Defined prompts · Brand mentions · Citations · Search rankings
SEO articles with the next question in mind
Plan metadata, alt text and schema alongside the article, including related questions AI systems may explore through query fan-out.
Content built for the full question
yourcompany.com/resources
Choosing a workflow for your next study
Workflow image
← Title + metadata
← Descriptive alt text
← Schema markup
Related questions: alternatives · validation · implementation cost
Search rankings and AI citations are not the same.
Separate Ahrefs studies found that 37.1% of AI Overview citations overlapped with Google’s organic top 10 (March 2026), versus 8% of ChatGPT in-text citations in its July 2025 dataset. These are different research snapshots, not fixed rates.
Both AEO and SEO need attention. We connect visibility, content engagement and enquiries to build a clearer picture of what contributes to leads.
How we work together
Start with a two-week GTM audit.
Start with a standalone two-week GTM audit. You can stop after the audit, with no commitment to a longer engagement. Continue only if the priorities and support make sense for your team.
Weeks 1–2
Week 3
Weeks 4–13
Weeks 14–26
Week 26+
GTM Audit
Weeks 1–2
Two weeks
GTM Roadmap Decision
Week 3
One week
Implement
Weeks 4–26
90-day GTM roadmap
180-day GTM roadmap
Fractional Commercial Leadership
Week 26 onward
Ongoing →
What each step involves
GTM Audit
GTM Audit
A 2-3 week process that uncovers opportunity areas to generate more revenue and improve marketing and RevOps.
GTM Roadmap Decision
GTM Roadmap Decision
Based on the final deliverable, the GTM Roadmap, leadership can decide what to implement, with what resources, and how we can execute.
Implement
Implement
KlarBio supports your team in staying on track of KPIs while filling in the gaps identified between Phases I-IV of our framework as identified in the audit.
Fractional Commercial Leadership
Fractional Commercial Leadership
After GTM capabilities have strengthened, KlarBio can stick around to support the team in a capacity that is most suited to the needs of the team, or assist in hiring and training new hires to build upon the progress made.
Stop after the audit, take the roadmap to your team, or continue with KlarBio.
The GTM audit, day by day
Meetings
Analysis & desk work
Deliverables
Pre-work: Intake form filled out
Week 1
Day 1
5 C’s analysis exercise with CEO*
Pre-workshop meetings with team
With other C-suite executives and product teams
Days 2–4
Pre-workshop meetings cont’d
If necessary
Analysis
KlarBio analyzes information presented thus far
Day 5
Sales workshop
Potentially cross-functional meeting to evaluate past sales, learnings, and opportunities
Week 2
Days 6–7
Draft roadmap preparation
Sent on day 7
GTM Gap Score
Identified gaps based on scoring criteria
Days 7–9
Feedback
Evaluate draft roadmap before final workshop
Day 10
GTM Roadmap Finalization
Discussion on feedback and implementation
Final GTM Roadmap
Activation Deliverable†
*5 C’s analysis refers to understanding the company, customers, competitors, collaborators, and business climate.
†A deliverable of the client's choice related to the core objective: can include email sequences, a target account list, or a new website messaging for one landing page
€4,000
Seed-stage or earlier and <2 million EUR in revenue
€8,000
Series A or <10 million EUR in revenue
€16,000
Mature organizations
Let's talk
In a first call with KlarBio, we learn about your goals, the challenges, and I'll share my initial thoughts on some approaches to take. If it seems like working together would be a good fit, we can schedule a follow-up with more concrete ideas for how we could work together.
Free download. No email required.
Ebook
Make sure the fundamentals are in place.
Not sure how to go-to-market with an upcoming product, or if your current marketing and product strategy are capturing maximal value? The Product Marketing Ebok for B2B Life Sciences will explore the fundamentals your organization should have in place. It explains the process of product marketing and who can be responsible for it.
Download the e-book (PDF)“
We spent many years working with marketing experts in an effort to convey our sophisticated tools to an ever-evolving scientific audience. It wasn't until Avi joined our team that those ambitions were fully realized.
Regan Baird, PhD
Chief Research Solutions Officer at Visiopharm