Sales Effectiveness

How organizations can gain an edge in the enterprise transformation to unified analytics that's accelerating across pharma.

As therapeutic complexity increases, life sciences companies should cultivate open mindsets toward innovative data sources beyond traditional claims and electronic medical record data.

By giving small and mid-size biotechs access to real-world data and advanced analytics once reserved for large pharma, AI platforms are leveling the playing field by enabling lean teams to de-risk clinical strategy, strengthen fundraising narratives, and make faster, more confident decisions across the development lifecycle.

A Harvard Business School (HBS) Healthcare Alumni Association Q&A with Andy Timmerwilke, Managing Director at Merrill (Bank of America).

When approaching cell and gene therapies (CGT), investors want to back companies that demonstrate operational foresight. Here are five levers for building a CGT operating model that can tackle the category’s unique commercialization complexities.

Pharmaceutical manufacturers must address the question of how exactly does value get created and destroyed inside these organizations and how will AI fundamentally shift that equation?

Ascension of agonist class touching all parts of the market—from science to strategy.

With patent cliffs fast approaching, asset differentiation will be king.

How pharma marketers can time brand messages to prescribers when it matters most.

The European pharmaceutical market, representing 20% of the global pharmaceutical market, is not a fortress to be feared but an opportunity to be seized.

A successful transition from clinical development to commercial launch in cell and gene therapy requires early, structured collaboration with health systems to address operational, financial, and workflow challenges that shape real-world patient access and therapy adoption.

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.