Bridging scientific vision and commercial velocity
We partner with biotech, life sciences, medical device and healthtech companies.
How we work
- 01
Tell us about your project
2-minute form
- 02
Discovery call
A brief conversation to confirm fit
- 03
Technical session
An in-depth look at your scientific challenge
- 04
Session recap & next steps
Within 2 business days you'll receive a one-page recap of your priorities, our recommended next 90 days, and clear options to work together.
Who This Is For
Founders and commercial leads at life science and health-tech companies who have validated science or a working product, and no repeatable way to acquire paying customers.
If you're pre-data, or you already have a working commercial team, we're probably not your best call.
The person who loves your technology usually can't buy it.
In life science, the scientist who gets excited about your data is almost never the person with a budget line. They're a champion, and champions are necessary, but a champion with no capital authority will walk your deal into a pilot and leave it there. Indefinitely.
The buying decision sits somewhere less flattering: a core facility director tracking throughput, a procurement lead comparing service terms, a VP who has to defend the capital request to finance. None of those people care that your assay is more elegant. They care whether it survives the budget cycle.
Companies with better data lose to worse competitors on payment terms and service coverage constantly. That's not a marketing problem, and it's not a sales-rep problem. It's a commercial design problem, and it gets solved before anyone starts selling. When the better technology loses, patients wait longer than they should, which is the part of this that actually keeps us up at night.
Emma Payne-Carr, Founder
Biotech-trained. Years carrying a bag in life science sales before building the systems behind it.
How We Do It
We find the language your buyer actually responds to
Positioning is the whole game. It goes way beyond your data package.
We build the commercial motion that turns cold accounts into signed contracts
We run it with you until it's repeatable, then hand it off
What it takes to work together
- You have validated science or a working product, and at least one customer who has paid you something.
- Engagements run three to six months, structured monthly.
- If you're not sure you're there yet, say so on the call. We'll tell you honestly.
Not ready for a call? The scorecard takes about four minutes.
Some Recent Results
2
annual contracts
Diagnostics startup
Moved from three stalled pilots to two signed annual contracts in 90 days after we rebuilt the buyer case around lab throughput economics.
1/3
shorter sales cycle
Research tools company
Repositioned the platform around throughput rather than sensitivity, which cut the sales cycle by roughly a third.
<60
days to first revenue
Health-tech platform
First paying customer in under 60 days after eighteen months of unpaid pilots, once we set a paid entry offer and a single beachhead.
50%
of budget reallocated
Early-stage biotech
Defined the ideal customer profile and killed two channels that were consuming half the commercial budget without producing qualified pipeline.
Why R-Terra Consulting
I spent years watching brilliant science lose to worse science with a better commercial motion. Not occasionally. As the default outcome. The founders were never lazy or naive. They were solving the problem they were trained to solve, and nobody had told them that the last mile is a completely different discipline.
So I learned that discipline the unglamorous way: carrying a bag in life science sales, sitting in the procurement meetings, losing deals I should have won and figuring out exactly why. That's what R-Terra Consulting is built on. Not a framework we read about, a set of scars.
Background in biotechnology and business management from UC Davis, and several years in life science commercial roles before founding R-Terra Consulting.
What working with us actually looks like
A brief discovery call, an in-depth technical session, and a one-page recap of your priorities with clear options to work together. Then a build that ends with your team running the motion.
- 01
Discovery call and technical session
Start with a brief 15-minute discovery call to confirm fit. Qualified leads are invited to a private technical session for an in-depth look at their scientific challenge.
- 02
Session recap & next steps
Within 2 business days you'll receive a one-page recap of your priorities, our recommended next 90 days, and clear options to work together.
- 03
Two week diagnostic
We interview your team and a sample of your buyers, review pipeline and positioning, and rank the constraint. You get findings in writing.
- 04
Build the commercial motion
Beachhead market, positioning, pricing, buying committee map, and a written sales motion with qualification and forecast criteria.
- 05
Run it with you, then hand it over
We stay through a full buying cycle, coaching live deals until your team owns the motion. Most engagements run three to six months.
What a health tech client can expect
- Senior people on your account. We take four clients per quarter.
- Positioning changes show up in call quality inside the first month.
- Pipeline effects take a full buying cycle, which in health systems is rarely under a quarter.
- You keep everything: the written motion, the assets, the qualification criteria.
- We work where commercial success and patient outcomes point the same direction.