How to sell to Product leads at Biotech companies
Product leads in biotech are primarily measured on time-to-market for new therapies. They respond to outreach that demonstrates a clear understanding of regulatory hurdles and clinical trial timelines, showing how your solution can accelerate processes and reduce delays in product development.
Written and maintained by the SoloRiff team, who build outbound software and run outbound with it. The figures below are our own: we measured 573 biotech company domains over public DNS on 2026-09-03. Last updated 2026-09-03.
What actually hurts
- delays in clinical trials
- regulatory compliance issues
- market access barriers
- resource allocation challenges
The playbook
- 01
Identify recent FDA approvals
Use databases like FDA's official site to find biotech companies that recently received FDA approval. Target product leads at these companies, as they are likely to be under pressure to expedite new product launches and may be more receptive to solutions that streamline their processes.
- 02
Research clinical trial data
Utilize platforms like ClinicalTrials.gov to identify companies currently running late-stage clinical trials. Product leads at these firms may be facing challenges with trial management and could be interested in tools that enhance efficiency or improve trial data analysis.
- 03
Pinpoint industry regulations changes
Monitor news sources for recent changes in biotech regulations that could impact product development timelines. Highlight how your outreach can help navigate these complexities, which is a critical pain point for product leads dealing with compliance.
- 04
Leverage peer connections
Check LinkedIn for mutual connections with product leads at targeted biotech firms. A warm introduction from a respected peer can significantly increase your chances of getting a response, as product leads often trust recommendations from within their network.
- 05
Offer insights on competitive landscape
Analyze the competitive landscape and identify companies that are gaining market share. Present insights on how your solution can help product leads stay ahead of competitors, particularly in areas like innovation speed and regulatory compliance.
Can biotech companies even receive your mail?
We measured the DNS of 573 biotech companies, sampled evenly across company sizes, to see how many authenticate their own email. It matters in both directions: a domain that does not authenticate is a domain whose team is used to mail going missing — and if your own domain is in the gap, yours is the mail going missing.
Publishes a DMARC policy of quarantine or reject — the domain actually asks receivers to act on failures.
The gap is the finding: 27% of 1–10-person companies against 84.3% of the largest — 57 points apart. Small companies are where the unauthenticated domains are, and small companies are who most cold outreach is aimed at.
Where does your domain sit?
Same three lookups, run live against your domain. Nothing is stored and nothing is emailed to you.
How this was measured
Company domains were sampled within employee-count bands, then queried over public DNS for SPF (TXT at the apex), DMARC (TXT at _dmarc.) and MX. One domain per company, deduplicated. Anyone can reproduce any single row of this with dig.
DKIM is deliberately absent. A DKIM key lives under a selector that cannot be enumerated from outside the domain, so a company with flawless DKIM under a name we did not guess would be counted as having none. That would measure our guess list, not the industry.
Domains with no MX record are excluded rather than counted as failures — parked and redirect-only domains would otherwise drag every figure down and make the result an artefact of the sample.
Sampled within bands, so this describes the population of companies, not of employees: a 10-person company counts once, as does a 10,000-person one. Each band is at least 60 domains; bands below that are not published. Figures are percentages of the sample, not of the whole industry, and we publish no company names — only counts.
Measured 2026-09-03. Re-measured monthly.
The full census across every industry — sortable, with sample sizes, free to reuse under CC BY 4.0.
Subject lines that fit
- Streamline your clinical trials
- Navigating biotech regulations
- Accelerate your product launch
Questions
- Why do product leads in biotech ignore outreach about project management tools?
- Product leads are often inundated with generic outreach that fails to address their specific challenges, like regulatory compliance and clinical trial timelines. If your message doesn't directly relate to their immediate needs or pain points, it risks being overlooked.
- What metrics do product leads prioritize in biotech?
- Product leads typically prioritize metrics such as time-to-market, trial success rates, and regulatory approval timelines. They are focused on minimizing delays and ensuring that products meet compliance standards efficiently.
- How can I engage product leads at biotech firms effectively?
- Engaging product leads requires a tailored approach that demonstrates an understanding of their unique challenges. Sharing insights on recent regulatory changes or offering solutions that directly impact their product timelines can capture their attention.
- What common objections do biotech product leads have to new solutions?
- Common objections include concerns about integration with existing workflows, the perceived complexity of implementation, and the cost versus benefit analysis. Addressing these objections with clear, relevant examples can help overcome resistance.
Or have it run itself
SoloRiff does every step above on its own — finds the companies, finds the people, writes each of them individually, and handles the replies. Drop your URL and watch it work before you sign up for anything.
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