Abby Sorensen
- Director of Strategic Partnerships, Life Science Connect
Friuli Venezia Giulia
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Articles by Abby Sorensen
07.29.24 -- How Mechanistic Modeling Eases Wet Lab Dependence
Discover our Mammalian Biologics CDMO services that bring your program to the next stage. Our experts ensure flawless process and analytical method transfer, fitting, and optimization for your large-scale manufacturing success. Learn more here. Mechanistic modeling mimics process steps in a computational environment, thereby substantially reducing the dependence on physical experiments.
05.20.24 -- WuXi AppTec Responds To BIOSCURE Act
Webinar: Key Elements of Process and Analytical Development to Support Biologics Tech Transfer In this webinar our expert panel discusses the intricacies of technology transfer, drawing from real-life case studies. Investigate critical components for success, risk assessment, and effective mitigation strategies. Learn how to optimize your timeline and enhance efficiency in your transfer processes. Click here to learn more.
05.14.24 -- A Deeper Look At What's Driving Dependence On Biotech Contract Manufacturers
Are you struggling to find CDMO capacity? Here are some of the drivers behind the contract manufacturing market's exponential growth. Four Challenges That Stall Advanced Therapy Development Many challenges can stall an advanced therapy’s development, the vast majority of them tied to inadequate preclinical planning and partner vetting.
05.03.24 -- NK Cell Therapies: How Artiva Biotherapeutics Leverages Its "Manufacturing First" Approach
Circular RNA with Orna Therapeutics' Tom Barnes, Ph.D. and Advancing RNA's Anna Rose Welch As if Orna Therapeutics' CEO, Thomas Barnes, isn't enough to draw you in to the Business of Biotech, we teamed up with Advancing RNA’s Anna Rose Welch to co-host.
03.04.24 -- Tracking 4 Payload Trends In Drug Delivery Development
Webinar: The Increasing Demand For Sterile Filtration Of High Concentration Drugs Industry experts share the current trends and challenges associated with the manufacture of high concentration drug products and provide an overview of their preferred approach to perform extensive filterability trials without the need to generate a high quantity of expensive product. Click here to learn more.
How a Biologics CDMO Adds Value to mAbs Development & Manufacturing Programs
Infographics Released by Scorpius BioManufacturing A look at a CDMO’s value throughout a monoclonal antibody (mAb) therapeutic's lifecycle. By Abby Sorensen, Marketing Manager, Scorpius BioManufacturing The growing number of monoclonal antibodies (mAbs), and the maturation of their process development and manufacturing, have led to contract development and manufacturing organizations (CDMOs) playing an increasingly important role in expediting these programs’ path to commercialization.
Top 6 Questions To Ask When Evaluating A Biologics CDMO
Article | December 15, 2023 By Abby Sorensen, Marketing Manager, Scorpius BioManufacturing Bringing a biologic drug to market is a complex journey, and selecting the right Contract Development and Manufacturing Organization (CDMO) is pivotal to ensure the safe, timely, and cost-effective delivery of drug products. This article delves into six vital considerations when selecting a CDMO partner.
5 New Questions To Ask Before Signing With A Biologics CDMO
Article | December 15, 2023 By Abby Sorensen, Marketing Manager, Scorpius BioManufacturing The contract development and manufacturing organization (CDMO) sector has undergone significant changes, requiring a new approach to selecting a CDMO for biologics manufacturing. In the past, CDMOs focused on efficiency and capacity management for established products.
The Data Problem Marketers Don’t Know They Have
By Abby Sorensen, Chief Editor Imagine that your favorite hobby is maintaining a sparkling clean kitchen floor. You sweep, you mop, you run your robot vacuum, you deal with your dog’s muddy paw prints before they even start to dry. You could quite literally eat off your kitchen floor. But what about that small patch of the floor under your refrigerator? Is it full of crumbs and dog hair? Is there a small leak that caused mold to build up?
The Sales Funnel Is Not The Buyer’s Journey
By Abby Sorensen, Chief Editor The sales funnel is not the buyer’s journey. It’s not. No matter how badly we want our buyers to trickle cooperatives through our funnels, they won’t. Because the sales funnel is not the buyer’s journey. Here it is one more time, a little louder for those in the back: The sales funnel is not the buyer’s journey. We’ll use a lot of pictures to explain why. Here it goes. First, there was a time when the funnel worked. When buyers needed sales reps to give them information.
5 Stages Of B2B Content Marketing Maturity
By Abby Sorensen, Chief Editor There are lots of theories and models about evolving as an individual content marketer or as a content marketing operation. For example, this one from TopRank Marketing is pretty good. You can pay Gartner to access this one. And Kapost’s “Content Operation Maturity Model” is couched with this excellent, brutally honest introduction: “Millennials aren’t the only group affected by Peter Pan Syndrome.
From The Editor: What A Marketer Learned From Sales Meetings
In "Marketers Are From Mars, Sales Reps Are From Venus,” I outline some amusing stereotypes about the people who make up both sides of the B2B commercial coin. I consider myself a “marketer” (albeit in air quotes because I’m really more of a writer, but that’s not the point). And as a “marketer,” I am fortunate to have a good relationship with our sales team. Those stereotypes I wrote about – sales reps are overconfident, territorial, lazy, etc. – aren’t the case for my sales team.
B2B Content Marketing Is The New And Improved Trade Show Floor
The buyer’s journey has changed. And the declining effectiveness of B2B trade shows is directly correlated. Buyers do most of their research anonymously. They don't interact directly with suppliers until late in the buyer’s journey. That means buyers are already 50 to 75 percent certain of what solution they’ll choose by the time they drop a business card in a fishbowl or scan their badge at your booth.
Give Your Lead Scoring A Soul
Most organizations go through five stages of B2B content marketing maturity. Making the jump from stage three to stage four is often the most difficult – and the most critical – to generate ROI from content marketing. With the right approach to lead scoring, commercial teams can use content to build pipelines, increase brand awareness, and ultimately grow revenue. To recap, in stage three of this maturity curve, marketing teams realize their sales teams aren’t getting real value from leads.
Leads Aren’t Buyers: Why Tracking Companywide Engagement Is Crucial In B2B Marketing
Many B2B marketers are obsessed with leads. The problem is, sales teams can’t sell to a lead in long, complex B2B sales cycles. Instead, they have to sell to multiple personas within large buying groups. Yet marketers obsess over tracking lead activity, which is relatively easy to measure. A lead can click an email or a banner ad, download a white paper, or visit your booth at a trade show. A lead can be nurtured and automated and scored.
Sales Follow-Up: Where B2B Content Marketing Goes Wrong
The following is based on a true B2B content marketing story. The company and sales rep name, along with the industry and product/service category, have been hidden to protect the identity of what is likely a very frustrated marketing team. Warning: this content may hit close to home if your sales follow-up isn’t focused on helping your buyer.
Channel Partners Need Your Help (But Not Via Another Email About Your Software’s Latest Features)
By Abby Sorensen, Chief Editor Image via @Jim_Roddy on Twitter When BlueStar invited me to join them at their ISV Connect Summits in 2019, I jumped at the chance to help steer education sessions. Why? Because I know many software companies want to have successful partner programs, but they struggle to execute when it comes to selling their software through indirect channels.
Avoiding Sales Channel Conflict 7 Software Experts Weigh In
By Abby Sorensen, Chief Editor Selling more software through indirect channels sounds nice in theory, until you start thinking about the headaches it can cause between your direct reps and those partners. Working with resellers can have a huge upside for software companies looking to expand their reach. But what happens when your channel partners and your direct sales reps call in to the same account, or when they start undercutting each other on price?
Inside The Acquisition Of A 10-Year-Old Startup
By Abby Sorensen, Chief Editor The aftermath of the CaterTrax acquisition proves software companies can find long-term solutions without needing headline-grabbing VC-backed exits. In 2015, Jeff Luchetti became CFO of CaterTrax, a company that described itself as a “10-year-old startup.” The catering management software company is all grown up now, thanks in part to Luchetti’s guidance through its acquisition by Volaris Group, an operating group of Constellation Software Inc.
4 Quick Hits From Epson’s ISV Partner Conference
By Abby Sorensen, Chief Editor Epson’s annual ISV Partner Conference is geared towards ISVs in the retail and hospitality space, but the takeaways below can apply to software companies in any vertical. Here are some of the high-level themes from my two days in Phoenix networking with 70+ software companies and technology executives. 1 – Faster is not always better. As a software company, you might be reading this bullet point thinking this philosophy is a recipe for disaster.
Retail Resellers Build Your Business Around Hardware Not On It
Retail Resellers: Build Your Business Around Hardware, Not On It Source: Channel Executive Magazine Instead of lamenting over shrinking hardware margins, Technology Recovery Group (TRG) continues to diversify with unique offerings that keep its tier-one retail clients coming back for more. Sibling Revelry Brewing is nestled in the Cleveland suburb of Westlake, just 1.2 miles down the road from Technology Recovery Group’s (TRG) headquarters.
Day One Takeaways From The Business Of Software Conference
Day One Takeaways From The Business Of Software Conference My flight to the Business of Software conference departed at 6:30am on Monday, October 1.
Why A New SaaS Entrepreneur Ditched His Financiers
Why A New SaaS Entrepreneur Ditched His Financiers Source: Software Executive magazine Joel Ragar didn’t know there were alternatives to raising money when he dropped out of college to cofound a golf course management software company – and since then his philosophy of how to run a successful, profitable, sustainable business has changed drastically. Joel Ragar didn’t know anything about writing code when he dropped out of Brigham Young University to cofound a software company.
Companies To Watch PHP POS
A one-off custom project that Chris Muench developed while still in high school has blossomed into a full-time job and point-of-sale software with thousands of users across the globe. Chris Muench’s first client didn’t even know he was building software for them. While in high school, he played tennis at a local club in Rochester, NY and would help the owner with tech support. He was asked to help source a new POS software but couldn’t find one within the club’s price range.
How VARs Can Make Customers Raving Fans
We dedicate a good amount of editorial to encouraging VARs to innovate, to add to their line cards, and to transition their business models. We should spend more time reminding VARs the importance of keeping existing customers happy (assuming, of course, that those customers are the right fit for your business). After all, it’s much more difficult and expensive to bring on a new account than it is to grow an existing one.
Why A VAR Was Unexpectedly Forced To Become An MSP
Why A VAR Was Unexpectedly Forced To Become An MSP Back when Channel Executive was named Business Solutions and VARinsights.com was BSMinfo.com, those publications used to host Channel Transitions conferences. The name of those events was quite literal – they were designed to help VARs in the IT channel transition to a managed services business model. Our brand names have changed, but we are still providing content to help break/fix VARs transition to the wonderful world of recurring revenue.
Let’s Talk About The Channel’s Lack Of Diversity
Let's Talk About The Channel's Lack Of Diversity For nearly two months I’ve started to type a reflection about the diversity problem facing the IT channel. Then I’d delete it and start over. Admittedly, this issue is top of mind for me when I get frustrated by the release of CRN’s annual Women of the Channel list, then a few weeks go by and I forget about it. I’ve struggled to write about this topic because the lack of women and minorities in our space is such a complex problem.
New Podcast For POS VARs The Challenger Sale
New Podcast For POS VARs: The Challenger Sale There are more than 20 different podcasts automatically downloaded to my iPhone every week. I caught the podcast bug about two years ago, and ever since my ears have been happily filled with business, politics, sports, leadership, coaching, and even the occasional pop culture discussion. If nothing else, it’s allowed my dog to enjoy longer walks because I can never leave an episode unfinished.
How Firing Clients Spurs Growth
Mythos Technology is still projecting double-digit growth in 2018 despite its initiative to trim off the lowest-performing part of its customer base. James Laszko had an awakening in 2014. He realized the Southern California-based MSP he owned with his wife, Stefani, was a lifestyle business – and that wasn’t the kind of business he wanted to run. Founded in 2010, Mythos Technology was an amalgamation of Laszko’s expertise in IT consulting, data center infrastructure, and internet services.
VARs MSPs Just Say ‘No’ To Bad Customers
By Abby Sorensen, Chief Editor When James Laszko founded Mythos Technology in 2010 he likely didn’t expect he’d be able to afford to fire the lowest performing 20 percent of his customers in 2018. But that’s exactly what he has set out to do this year. You can read more about his customer rightsizing initiative in the May 2018 issue of Channel Executive magazine.
VARs MSPs Just Say ‘No’ To Bad Customers
VARs & MSPs: Just Say ‘No' To Bad Customers When James Laszko founded Mythos Technology in 2010 he likely didn’t expect he’d be able to afford to fire the lowest performing 20 percent of his customers in 2018. But that’s exactly what he has set out to do this year. You can read more about his customer rightsizing initiative in the May 2018 issue of Channel Executive magazine.
Why A POS Solutions Provider Is Building A 10 Million Office
Brady Nash and the co-founders of BNG Holdings started dreaming of building a Google-like work environment in Fargo, ND while they were still 18 and 19-year-old college kids selling telecom and cable services for a multi-level marketing company. Fast forward a little more than 10 years later, and the technology company broke ground on what will be a 34,000 square foot office building.
Quick Tips From A SaaS Marketing Expert
Andrus Purde knows firsthand how to scale SaaS marketing teams. Purde is the founder of Outfunnel, and was previously the head of marketing at Pipedrive and a product marketing manager at Skype. During his tenure at Pipedrive, he built a marketing team of more than 20 people and was along for the ride as the company grew from zero to more than 50,000 paying customers.
Software Partnering Success Getting Past Press Release Mode
This global software company’s growth hinges on North American partnerships built around metrics, incentives, and engagement – not by collecting as many new partner announcements as possible. Butch Langlois is a CPA by training. He’s not your stereotypical bean counter though. Spend five minutes listening to him talk about scaling tech companies, and you’ll quickly realize he’s not an introverted numbers nerd.
Winning The Government Vertical
How one MSP transitioned from “random acts of solutioning” to total solutions provider for a piece of the big government . GovTech Navigator puts total federal, state, and local government IT spending at $182 billion in 2017.
MSP Opportunity Application Performance Infrastructure
How an IT staffing company transformed into a nine-figure solutions provider. BlueAlly’s story isn’t one commonly told in the channel. Before growing into its current state as a $150 million MSP, the company was an IT staffing agency. While somewhat unique, the company’s history isn’t really surprising, given the synergies and market opportunities in each sector. MarketsandMarkets research puts the total U.S. managed services size of market at $152.45 billion as of May 2017.
Companies To Watch FastSensor
Slimming down and specializing its team after shifting from direct sales to a reseller model has set this SaaS company up to double revenue every quarter. Most founding stories start with a pain point. The idea for DropBox was formed when one of its cofounders kept forgetting a USB drive as a college student, which was long before the company hit a $1 billion annual revenue run rate.
Embracing Optimizing A Remote Work Mentality
How a solo entrepreneur grew his software startup more than 4,000 percent in less than 10 years, thanks to a globally distributed workforce. When Giacomo “Peldi” Guilizzoni founded Balsamiq in March 2008, he technically was working out of an office (his bedroom) in Italy. The former senior engineer at Adobe amassed more than 1,300 paying customers and $150,000 in revenue within six months and was operating at a healthy 80 plus percent margin as a solo entrepreneur.
Accelerating MSP Operations And Culture From Good To Great
Accelerating MSP Operations And Culture From Good To Great Source: Channel Executive Magazine How an MSP with $650K+ in monthly recurring revenue keeps improving. When Tom Douglas, president and CEO of JMARK Business Solutions, first reached out to Todd Nielsen in 2013, he thought he was hiring a business coach (not that he needed one – JMARK has been on the Inc. 5000 list since 2010, and Douglas was named the Missouri Small Business Person of the Year in 2013).
VAR Rescue A Hospitality Insider Shares Where Resellers Go Wrong
Jon Taffer, host of Spike TV’s “Bar Rescue,” tells VARs how to win more hospitality business. Jon Taffer has filmed nearly 150 episodes of “Bar Rescue” on Spike TV. Off camera, he’s helped turn around almost 10 times as many hospitality establishments. Taffer isn’t just a reality television personality — the man knows his industry, and he knows where technology providers and technology operators within hospitality are falling short.
Playbook For Growing A Software Sales Team From 0-50
How a software company expanded to the U.S. and grew 1,700% in 18 months When David Duncan graduated with a law degree in England in 2011, he probably never imagined himself doing push-ups on the sales ?oor of the software of?ce he was running in Orlando, Florida six years later.
Getting Out Of Your Own Way
Getting Out Of Your Own Way Source: Channel Executive Magazine Learning to delegate helped an MSP owner achieve double-digit growth, more engaged employees, and two new side businesses. Rashaad Bajwa assumed he’d graduate from college and head to law school. A fortuitous speeding ticket changed that fate. At the time, Michelle Yan (now his wife, Michelle Yan Bajwa) was interning for a law firm. Bajwa would occasionally pick her up from work, and the firm caught wind that he had a knack for IT.
Why Your On-Site Employees Can Benefit From A Remote Mentality
Why Your On-Site Employees Can Benefit From A Remote Mentality If you think the rise in remote work options is a result of millennials demanding flexibility, Wildbit would beg to differ. The 16-year-old software company builds products designed to make developers more efficient, and notes, “We’ve been doing the ‘remote thing’ since 2000. Half of the team works out of Philadelphia, with the rest spread out around the world.
6 Takeaways From Corum Group’s Software MA Briefing
I recently attended a Merge Briefing in Philadelphia hosted by Corum Group, and walked away with a notebook full of insights and tips software executives need to consider as they prepare to sell a company. Corum works exclusively with software and tech companies, so this was more in-depth than a generalized M&A crash course. The briefing was led by Ivan Ruzic, VP at Corum Group, who has held executive positions at, and successfully sold, several software companies throughout his career.
4 Great Presentations You Missed At Retail IT VAR Of The Future
4 Great Presentations You Missed At Retail IT VAR Of The Future The Business Solutions Retail IT VAR Of The Future conference on April 4-5 at the DoubleTree Orlando at SeaWorld featured 21 solutions provider executives, consultants, and channel thought leaders sharing insights on sales best practices, security trends, preparing your business for a successful exit, scaling to nationwide growth, KPIs for solutions providers, and the transition to managed services.
Hiring Business Payment Advice For POS Solutions Providers At Retail IT VAR Of The Future
Hiring, Business, & Payment Advice For POS Solutions Providers At Retail IT VAR Of The Future Jim Roddy, Reseller & ISV Business Advisor for Vantiv’s PaymentsEdge Advisory Services, sat down with Business Solutions Associate Editor Abby Sorensen for a Q&A breakout session at the Retail IT VAR Of The Future conference on April 4 in Orlando. For more information on the conference, visit www.RetailITVAROfTheFuture.com. We only have 15 minutes, so let’s dive right in.
Business Solutions ISVSoftware Developer Executive Survey Results
Business Solutions regularly conducts surveys so our editorial team can better understand what topics and trends are important to our readers. We recently closed a survey for our ISV/software developer audience to help us improve our editorial coverage and shape our 2017 ISV IQ Live! conferences.
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