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Discovery Questions That Resonate with Product Heads in Diagnostics & Labs

Summary:

For Product Heads in diagnostic labs and testing companies, success hinges on delivering accurate results faster, managing product pipelines efficiently, and driving innovation in a highly competitive and regulated space. Your discovery questions should uncover challenges around integration, test accuracy, throughput, competitive differentiation, and technology adoption while positioning your healthcare products as enablers of smarter, scalable, and more impactful lab operations.

Here’s a set of 30 tailored discovery questions to guide high-impact conversations.

1. Product Development and Innovation Challenges

  1. What’s the biggest bottleneck in bringing new diagnostic products to market?
  2. How do you currently evaluate which tests or offerings to prioritize for development?
  3. Are you facing limitations with your current testing platforms or product infrastructure?
  4. How quickly can you pivot your product strategy in response to emerging diseases or market demands?
  5. If you could remove one recurring issue in product R&D or rollout, what would it be?

2. Market Positioning and Competitive Differentiation

  1. How do you differentiate your diagnostic offerings from competitors in your space?
  2. What trends in the diagnostics industry are most influencing your product roadmap?
  3. Are cost or turnaround times becoming key decision criteria for your customers?
  4. How do you gather feedback from labs or clinicians to inform product updates?
  5. What competitive gaps do you see in the market that your team hasn’t yet addressed?

3. Workflow Integration and Lab Compatibility

  1. How seamlessly do your current products integrate into existing lab workflows and systems (LIMS, EMR, etc.)?
  2. Are you hearing friction from labs about usability, calibration, or compatibility issues?
  3. What challenges do you face in designing products that work across both central and satellite labs?
  4. Are delays or errors in test results traceable to product configuration or setup gaps?
  5. If you could simplify one aspect of lab adoption or setup, what would it be?

4. Compliance, Quality, and Validation

  1. How do you ensure product compliance with changing diagnostics regulations and global standards?
  2. What’s your process for managing product validation and documentation across different regions?
  3. Are there recurring quality issues or user errors being reported from the field?
  4. How do you track and resolve post-market complaints or usage issues?
  5. Where do regulatory requirements slow your ability to innovate or deploy new features?

5. Cross-Functional Collaboration and Product Scaling

  1. How well are your product, marketing, and commercial teams aligned during launches?
  2. Do you feel you have the operational support needed to scale successful products rapidly?
  3. Are there internal handoffs or decision delays that affect your go-to-market timelines?
  4. How do you gather real-world performance data once your products are deployed?
  5. What are the main challenges in supporting product rollouts across diverse lab networks?

6. Future-Readiness and Tech Enablement

  1. How are AI or automation influencing your product strategy in diagnostics?
  2. Are you actively exploring connected devices or remote diagnostics as part of your roadmap?
  3. What role does interoperability play in your long-term product vision?
  4. As diagnostics evolves toward personalized medicine, how are you preparing your product line?
  5. If you could solve one product-led growth challenge this quarter, what would it be?

How Pepsales AI Helps

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Pepsales AI helps teams selling to diagnostics product leaders ask smarter questions, faster. It delivers intelligent, persona-specific discovery prompts in real time tailored to the high-stakes, innovation-driven world of diagnostics and lab testing.

What it delivers:

 ✅ A growing library of proven questions by healthcare segment and role
✅ Dynamic prompts that adapt to product maturity, challenges, and objections
✅ Built-in sales coaching for navigating technical conversations with confidence
✅ Automation of discovery prep so every rep shows up strategic and relevant

Whether you’re supporting a molecular diagnostics launch or selling into a fast-scaling lab chain, Pepsales AI equips your team to spark meaningful dialogue and uncover deeper needs fast.

Ready to Level-Up Discovery in Diagnostics Sales?

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Uncover product priorities, earn credibility faster, and position your solutions where they matter most.

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