Enterprise GTM

Helping technology companies sell into life sciences and healthcare markets across EMEA

Helping technology companies sell into life sciences and healthcare markets across EMEA

Best suited for founder-led SaaS, AI and technology companies seeking enterprise growth across Europe.
Best suited for founder-led SaaS, AI and technology companies seeking enterprise growth across Europe.
Drawing on 12+ years of enterprise software experience across Medidata, Benchling and Healthcare AI to help founders and commercial leaders navigate complex regulated buying environments.
Drawing on 12+ years of enterprise software experience across Medidata, Benchling and Healthcare AI to help founders and commercial leaders navigate complex regulated buying environments.

Discuss Your EMEA Growth Strategy

Discuss Your EMEA Growth Strategy

A consultant brainstorming with a manager
A consultant brainstorming with a manager

The real problem

Selling into life sciences is fundamentally different from selling into most industries.

Selling into life sciences is fundamentally different from selling into most industries.

Many technology companies underestimate these realities

Many technology companies underestimate these realities

A team brainstorming

Key Challenges

Complex buying committees

Procurement hurdles

Data governance concerns

Long enterprise sales cycles

Local trust requirements

Value based outcomes

Areas of Advisory Support

Select Strategic Advisory Engagements

Supporting a limited number of founders, GTM leaders and executive teams navigating growth within healthcare and life sciences.

Typical engagements include one-off strategy sessions, short diagnostic sprints, and fractional GTM advisory support.

Typical Outcomes

Shorter enterprise sales cycles

Stronger executive engagement

Better EMEA market prioritisation

More effective navigation of regulated buying environments

A clock

EMEA Market Entry

Country prioritisation, target account selection and stakeholder mapping

A modern building

Enterprise Sales Strategy

Qualification frameworks, deal progression and executive engagement

A game of chess

Life Sciences Buying Dynamics

Procurement navigation, compliance readiness and value-led selling

Coins floating

Strategic Growth

Partnerships, regional expansion and commercial scaling

About the Founder

Practical GTM guidance for EMEA expansion

Practical GTM guidance for EMEA expansion

A portrait of a businessman

Michael is an enterprise GTM leader with 12+ years experience helping technology companies scale across healthcare and life sciences. Career highlights include commercial responsibility at Citeline, Medidata and Benchling, where he built market presence across EMEA and closed some of the region's largest enterprise software opportunities. Today he advises founders and commercial leaders navigating complex regulated markets, helping bridge the gap between innovative technology and successful enterprise adoption.

Michael Richards | Founder