Life, Science, and Marketing Podcast: Episode 12 Guest: Paul Kippax, Sales Operations Director at Malvern Panalytical Paul's Background: PhD in physical chemistry25+ year career with Malvern Panalytical in various roles spanning product management, marketing, and salesKey Discussion Points: Collaborating deeply with customers to uncover hidden insights and new analysis approachesBuilding cross-functional understanding between technical and commercial teamsLeveraging scientific knowledge to extract more value from analytical instruments in customer workflowsDelivering sustained value to your core customer “tribe”Continuously experimenting to drive incremental marketing improvementKey Quotes: "I need to do a job where what I do means something.""Curiosity drives your interest in the customer. You start asking questions about the customer rather than yourself.""If you try to appeal to everyone who doesn't get you, you'll dilute the unique value you could offer." "I want the grit. The grit polishes the stone - it reveals the beauty.""Most people don't deliberately come to work to do a bad job. Approach things assuming people want to succeed."