The traditional pharmaceutical commercial model was built for a market that no longer exists. Greater scrutiny of value, more complex customer relationships, new channels of engagement and mounting pressure on margins are forcing companies to reconsider how they organize, invest and compete. But recognizing the need for change is easier…
The rumored $400 billion merger discussions between AstraZeneca and Bristol Myers Squibb didn’t get very far, but the episode offered another indication of the strategic pressure facing large pharmaceutical companies as they confront patent expirations and an increasingly demanding commercial environment. The question for pharma leaders is no longer simply…
This year brought major shifts in the pharmaceutical landscape as the Trump Administration negotiated directly with manufacturers, used tariff threats to force lower prices and reshoring, issued new executive orders on affordability and introduced a national direct-to-consumer pricing model. With policy pressure rising, 2026 will require manufacturers to translate the…
The pharmaceutical industry is navigating one of the most complex and consequential shifts in its history. The environment for launching new products has changed dramatically, and the legacy model – once the cornerstone of commercial success – is increasingly misaligned with the realities of today’s healthcare ecosystem. Historically, drug launches…
It’s no secret that the healthcare industry is under growing pressure to reduce the cost of care while improving health outcomes. Linkage of reimbursement to cost and outcomes is the idea behind value-based payment frameworks and is the driving force behind today’s rapidly changing healthcare landscape. Such linkage will likely…
In a previous column, I discussed how pharmaceutical and medical device companies are adapting their commercial model approaches in critical areas to address growing economic, market and other competitive pressures. This adaptation is underscored in our new Numerof & Associates 2023 Commercial Model Report, which reveals the strategic changes that…
