September 1, 2025By Dr. Elena Vance
Clarity over velocity: why most GTM problems are prioritization problems
Executive Summary
"Success in Biotech GTM isn't about moving faster; it's about moving in the right direction. This article explores how to identify and resolve common prioritization bottlenecks that stall commercial growth."
go-to-marketexecutionleadership
The real constraint: prioritization
Most GTM teams don't suffer from a lack of activity—they suffer from unclear priorities across ICP, motions, and handoffs.
Three failure patterns we see
1) Fuzzy ICP and segment ownership. 2) Leaky handoffs between SDR → AE → CS. 3) No weekly visibility on leading indicators.
What good looks like
Crisp ICP, explicit stage definitions, defined roles/handoffs, and a cadence that makes reality visible weekly.
Scientific & Strategic References
- [1]LuminOne Internal Benchmarking: GTM Efficiency in Mid-Market Biotech (2025)
- [2]Harvard Business Review: The Strategy-Execution Gap