Sales Effectiveness

As affordability, access, and transparency reshape U.S. healthcare, manufacturers are rapidly redefining direct-to-patient drug distribution as a core strategic capability, one that demands fully integrated, data-driven platforms to secure control, competitiveness, and long-term value creation.

Start managing the transformation now to secure every benefit.

How the Metsera deal extends Pfizer’s 25-year blueprint for growth.

As the three models converge, expect a bigger role for sales reps, minimal impact on incentive compensation, and a boon to the healthcare system.

From CRM saturation to commercial orchestration.

The model imagines a new future in which traditional pharmacy distribution and access channels are bypassed.

The importance for pharma in recognizing integrated data sources as necessary infrastructure—not just a competitive edge.

Pharmaceutical companies embrace direct-to-consumer sales and price cuts amid tariff changes and Trump's push for lower drug costs in the US.

At the heart of this moment is a growing unpredictability in how U.S. healthcare policy is being shaped.

With ever-increasing costs to put a single molecule on the market, the pressure to reach clinical milestones quickly and efficiently often drives a focus on short-term gains that can create significant long-term liabilities, jeopardizing the path to commercial viability.

Kitamura discusses implementing cost management initiatives and positioning the company to weather near-term challenges.

The key steps for pharma in pivoting from proof-of-concept experimenting to enterprise-scale value.

With healthcare at a key crossroads of policy, technology, and science, Sanofi CEO Paul Hudson shares the Big Pharma’s formula for navigating the new age of innovation, where running from risk is not an option.

Outlining the key touchpoints for embracing change and opportunity in the “messy, tough—and fun” R&D-to-commercial transition journey.

Executives are exploring various strategies to prepare for an uncertain pricing environment in the coming months and years.

As the GLP market begins to settle, pharma companies and investors are looking to predict what comes next.

Pharma can embrace product iteration over one-time launches—and enhance agility and responsiveness through effective roadmaps, feedback integration, and communication strategies.

Strategies for biopharma in integrating agentic AI—to achieve incremental gains in efficiency, while delivering meaningful progress in how data insights inform commercial decision-making.

Despite steady innovation and solid new drug approvals, the first half of 2025 was marked by a break from historical norms in financing, stock performance, and M&A for the pharma and biotech sectors.

Challenging six misconceptions that have characterized product strategies in Central and Eastern European markets.

Health plans face challenges in risk arrangements for orphan drugs, but increasing competition may open doors for innovative pricing strategies.