12 of 18 years above quota. $3M pipeline built in six months at Huma from a cold start, navigating buying committees at Gilead, Genentech, and Amgen. The years since have been spent building something from nothing with no brand and no budget. The challenges haven't gotten smaller. The muscle doesn't atrophy. It compounds.

Your rep will never meet everyone voting on the outcome. They are reliant on champions but champions have limits. My time building marketing systems taught me one thing: more touchpoints equals greater success. Your marketing team should be closing pipeline before your rep ever gets in the room. That's not two hires. That's one.

BD. The marketing fluency exists because closing enterprise deals in 2025 requires it. Eighty percent of the buying decision happens before your rep is ever in the room. If you can't build the content infrastructure that shapes that early consideration, you're showing up to a conversation that's already over. I learned that the hard way. Now it's a competitive advantage.