A signed contract is not adoption.

Most life sciences software companies know this. Very few build their strategy around it.

The scientists who will use your platform every day weren't in the room when the decision was made. They inherited it. If they weren't part of the conversation that led to it, they have no particular reason to make it work. And busy scientists do exactly what you'd expect when something new lands on their desk without context: they carry on as before.

More BD or better onboarding won't change that. The gap between a technically capable platform and one that's genuinely embedded in how scientists work isn't a sales problem or an implementation problem. It's a strategic one, and it opens earlier than most companies realise.

I've been working on this problem long enough to know where it usually breaks down. It's rarely the technology.

Through Mansley Scientific, I work with life sciences software companies on the adoption gap — as a strategist, a sounding board, or sometimes the person in the room making sure a pilot becomes adoption.