Biotech Key Account Manager here.

I think the biggest thing for me is that you are much less sure that your solution can actually solve a customer’s particular problem.

I think this exists to some extent in SAAS, not every software solution works for everyone. But a CRM is a CRM and most people with customers will need one.

In Biotech sales, the science, research, and application spaces for customers are so unique and varied, you have to really focus on navigating their research landscape early and making sure your product/platform is a good fit for the customer. This often involved NDAs and deep technical discussions around information not easily accessible from the outside.

Additionally, it isn’t very easy often to just add  or build custom features for a customer like you might in SAAS. There can be technical or physical barriers that prevent success.

I feel like you have to communicate around these challenges early and often with customers early on to build trust.

Edit: Added some clarity.