Account-based marketing trends to watch in 2026 for healthcare and life sciences in Latin America

This edition of the Growth Broker playbook is written for commercial leaders at healthtech, medtech, and life-sciences companies operating in Latin America. In this market, LATAM buyers reward hands-on partnership, local presence, and clear commercial terms, so the way you install account-based marketing has to be shaped to that reality from day one.

Account-based marketing in 2026 is not the same discipline it was in 2024. Seven shifts are worth naming, three of them worth acting on this quarter.

Shift one: buyers reward specificity more than ever. Generic coverage is now negative signal, not neutral. This is the single biggest lever change.

Shift two: tooling is consolidating. The horizontal all-in-one platforms are absorbing the point tools; plan for fewer vendors and more integrated data.

Inside healthcare and life sciences, the binding constraint is almost always regulated-sale cycle length, not intent, and in Latin America it is compounded by the fact that local partnership depth, not marketing spend is what actually gates growth. Account-based marketing is only useful here when it is pointed at both constraints at once.

Shift three: AI is now assumed. The differentiator has moved from having AI to running it under a disciplined operating model.

Shift four: pipeline created inside the named-account list is becoming a board-level metric across categories. Instrument it whether or not your board asks yet.

Shifts five to seven affect specific segments — enterprise governance, category creation, and vertical specialisation. Read them if they touch your business; ignore them if they do not.

The trend most likely to bite: confusing ABM with lead scoring on inbound MQLs, dressed up in whatever this year's language happens to be. Watch for it.

Concretely for healthcare and life sciences in Latin America: the healthcare teams that install this get past procurement instead of dying in it, and one properly-installed LATAM account becomes a reference across the region. That is the reason it is worth installing account-based marketing deliberately for this market rather than importing a playbook designed for somewhere else.