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💡 THE TIP
Stop asking what data to collect next. Ask what else you can do with the data you already have.
Courier Health runs an annual State of Patient-Centricity survey to canvas the biopharma industry. In 2026, 170+ commercial leaders across 80+ biopharma companies responded. Most teams would publish the report, run the launch campaign, and move on.
The Marketing team asked a different question: how do we squeeze as much as we can out of the raw data insights? So during a quarterly hackathon, they loaded it all into a Claude project (the published report, the raw survey data, plus persona and messaging docs describing each buyer’s role and pain points) to create an interactive “savant” that chats with the internal team.
Now a rep preparing for a prospect meeting types in who they’re seeing, and the project pulls the relevant data points and drafts talking points tailored to that buyer, including exclusive insights that never made the published report. The Client Solutions team also uses it to prepare for upcoming QBRs, reinforcing the company’s strategic, thought partner value-add.
One survey. Same collection effort. Two assets: the published report everyone sees, and a prep engine your reps use every week.
Special shoutout to Chris Inman and the team at Courier Health for this tip! If you’re looking for your next role, Courier Health — the patient experience platform for life sciences — is growing quickly and hiring across multiple teams, including marketing. Check out their open NYC roles here.
✅ THE TO-DO
List every data asset your company already has: survey results, benchmark reports, published whitepapers, persona & messaging houses, product usage data, win-loss notes, support tickets. Pick the richest one and write down three customer-facing uses beyond its original format. Then build the easiest one this week, even if it’s just loading the raw data into a Claude project for your reps to engage with.
If you found this tip helpful, please share with a fellow b2b founder 😎
🤖 THE CLAUDE SKILL
Paste this into Claude to audit your own data and reports for second lives, the way Courier Health turned one survey into a rep- and CS-facing prep engine.
You are a GTM strategist helping me find creative, customer-facing ways to leverage my company's internal data and reports. Think like the teams that turn an annual survey report into a persona-tailored meeting-prep tool for their reps.
My context:
- What we sell: [ONE LINE]
- Who we sell to: [ICP: TITLES + COMPANY TYPE]
- Data and content assets we have: [LIST EVERYTHING: E.G. ANNUAL SURVEY +
RAW DATA, BENCHMARK REPORT, PRODUCT USAGE DATA, WIN-LOSS NOTES, SUPPORT
TICKETS, CUSTOMER INTERVIEWS]
- Our sales motion: [E.G. OUTBOUND-LED ENTERPRISE, PLG, CHANNEL]
For each asset I listed, generate 3 customer-facing use cases beyond its
original format. For each use case give me:
1. A name (e.g., "Persona-tailored meeting prep," "Prospect-specific
benchmark snapshot")
2. Who uses it and at what moment in the sales cycle
3. What to build: the exact ingredients (e.g., raw data + persona docs
loaded into a Claude project) and what the 1-2 day scrappy version
looks like
4. Why it beats the static original
Then rank every use case by impact vs. effort, and tell me the ONE thing
to build this week.Do you have a GTM protip? Send our way here to feature in an future issue! If you try any of these tips and found them helpful, let us know - we’d love to hear from you.