Vice President of Global Solution Consulting
Lindsay Lorenzen is a vice president of global solution consulting at Norstella. She leads teams of product and subject matter experts, going in-depth on our methodologies and how we build our data and solutions. Lorenzen works across Norstella’s brands, spearheading the launch of solution consulting at Evaluate in 2022. Working closely with colleagues across Norstella, Lorenzen supports go-to-market strategy for new and synergistic solutions.
How did you join the company?
I started at MMIT in 2011, so I’ve been with the company through many different stages of growth. That’s been really exciting. My undergraduate degree is in pharmaceutical marketing, so when I first entered the job market I was looking at pharma specifically, and I landed at MMIT within a year of graduation. When I started at MMIT, we had 40 employees, so now to get on Norstella townhalls with thousands of people is mind-blowing.
What does your day-to-day usually look like?
It’s never really the same! Most of my team has deep tenure with the company, because we are representing as product experts, so we’re often the people who can help you find an answer. In the last year or so I’ve gotten to spend a lot of time on revenue synergy across Norstella. As we bring our different brands together, we’re also trying to bring together different elements of data, insights, and technology to answer questions in a different way for clients or provide new value to them. I’m in a lot of conversations about how to solve those challenges better, and it’s really fun.
What are some of the larger projects you’re working on?
Revenue synergy is a big one. We recently launched “better together” packages for Evaluate and Citeline. We’re bringing to market these combined product offerings that can support clients in a more holistic way, especially in the emerging biotech sector. We’re hoping it helps speed innovation across the global pipeline and brings products to market faster, especially in rare and orphan conditions. It’s been really exciting to see that work.
What are some of the common challenges of your role?
We have high aspirations in terms of what we want to go do, and we work with really complex data and technologies. It takes a certain level of specialized expertise to be able to get our work done. We want to move fast as an organization, and we have done well with rapid innovation, but it can still be challenging!
What’s been your career highlight to date?
That’s a hard question! I’d say it’s the career development I’ve been able to see across my teams. Over the last 11 years, I’ve been able to work with a lot of talent across Norstella teams. What’s unique about global solution consulting is our consultants often come from other teams within a company, like client success, market research or account management. They’ll move into solution consulting as a second or third job here, so I often get to take experts from other areas of our business and show them how to bring their skills into the sales engagement world. I get to see people grow in their roles, and it gives me a lot of satisfaction and energy seeing a colleague take on a new role or challenge.
What trends are you seeing across the industry that Norstella is in a unique position to help with?
Bringing a drug to market is complex, and it’s only getting more complex as science and technology evolves. New products that are coming to market are more expensive for patients and providers, and that makes access a continuing challenge, especially in areas like cell and gene therapies. The Dedham Group in particular does a lot of strategic work to be able to support those manufacturers that have more complex go-to-market strategies. I think more broadly, we’re seeing approvals move through quickly. Orphan drug designations and accelerated approvals require a different level of funding and investment. For pharma companies to be able to see their pipeline come to fruition, and to be able to do that well, they need datasets that can answer their burning questions, and we have them.
Which company principle resonates most with you?
Humility, gratitude and learning. Go-to-market strategy is a big part of my role, and learning is really important across our commercial teams, so I try to champion that. When solution consulting reaches out across our teams, we try to be the face of going into the unknown. We’re often the first people to pitch new offerings to clients, so learning is a big piece of that. And it gives you permission to make mistakes and own them. Norstella empowers people to make decisions, but it’s not held against you if it’s not the right one.
What would you tell someone just starting their career with Norstella?
We solve a lot of problems across brands and product lines, so never be afraid to ask a question. If a client asks for something and you don’t think we can do it, we might be able to now, because Citeline is here, or maybe it’s something Dedham specializes in, so don’t miss that opportunity. The more questions you ask, the more you’ll learn, and the more you learn, the more opportunity you’ll get to grow in your own career.
Where do you see Norstella this time next year?
We’ve got five powerhouse brands underneath Norstella that are all outstanding in their own way. A year from now, I hope all five of these brands are continuing to grow as individuals, but that we’re leveraging the differentiated things we can do in the market as one company. I’m looking forward to responding to the market’s needs with all that we can now accomplish!
What do you like most about working at Norstella?
My favorite part of my job is watching my teams go out in front of clients to test something to see if it works. I think it’s the coolest part of my job, I’ve done it myself. Whether we’re testing new messaging, a new package, or we’re taking a new dataset to a persona we don’t typically work with, it’s really fun. I love watching back recorded calls and seeing my team members put themselves out on a limb to get that initial client feedback. It can be intimidating, so to watch my team do it with confidence and grace is the best part of my job.
What do you like to do outside of work?
I have a 4-year-old and a 4-month-old — I just got back from maternity leave! So, when I’m not solving all of Norstella’s complex go-to-market challenges, I am usually at the playground or a playdate. I’ve lived in Philadelphia my whole life, and I have a lot of family and friends here. We spend a lot of time together, and I feel really lucky for that.
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