Dr. Barbara Kinnaird is CEO of Response Biomedical, a point-of-care testing solution helping to diagnose acute diseases. A microbiologist by trade, Barb stepped in as CEO after a significant company downsize, and she soon discovered there were many other problems in the business that needed fixing. 

One of the big ones? Lack of clarity on who the core customer is. 

Research in this area led Barb (and the company) to a huge mindset shift: from focusing on product features and end users, to concentrating on channel partners.

"I think we're on the right path with the core customer being the channel partner," says Barb. "It's a little bit differentiated in this industry, so I think it helps us because they feel the love." During this episode of Sales Talk for CEOs, you'll learn about Barb's journey, including moving from public to p ...