S2 Ep5: The Capture Gap: What Conference Prep and Portfolio Reviews Have in Common

Most life science teams show up to conferences with product specs and TAM models built on market size. Both fail for the same reason: they prove something exists without proving you can win.

This episode is for product managers and marketers preparing for their next conference or portfolio review. Matt Wilkinson and Jasmine Gruia-Gray unpack data from the ELRIG Drug Discovery 2025 exhibitor survey and dissect why competitive revenue triangulation without capture strategy kills viable products.

Preparation without presence fails at conferences, and TAM without capture strategy fails in portfolio reviews.

What you will learn:

• Why 86% of exhibitors lack battle cards and how AI collapses the preparation gap from days to minutes
• The authenticity risk when AI prep becomes a script instead of a launchpad for listening
• Why leading with TAM size gets you stumped by "why would anyone switch?" in portfolio reviews
• How pain point differentiation prevents conservative TAM analysis from killing $60 million opportunities
• The three executive objections every product manager must answer: unique pain solved, economic switching benefit, and beachhead proof

Keywords: life science marketing, conference preparation, battle cards, AI-assisted prep, TAM analysis, market sizing, pain point differentiation, beachhead strategy, portfolio review, ELRIG survey, competitive intelligence, customer discovery

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