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The Vital Intersection of Medical and Commercial Teams in Life Sciences

Evi Cohen, Vice President, Global Life Sciences & Healthcare, Appian
April 2, 2024

There is a growing need for pharmaceutical companies to prioritize collaboration between their medical and commercial teams. Operations are becoming increasingly complicated, and both teams rely heavily on data to perform. There is also growing demand for cross-functional data integration in commercial processes.

Here are three key benefits that come from strong collaboration between medical and commercial initiatives:

  1. Translating science into commercial success: Medical teams generate scientific evidence and clinical data that form the foundation of commercialization efforts. Collaboration ensures that this evidence is effectively communicated to stakeholders, such as healthcare providers and payers, to demonstrate the value of products and facilitate market access
  2. Aligning strategies: It is essential to align product development strategies with market needs and opportunities. Medical insights help commercial teams understand the therapeutic benefits and competitive advantages of products, enabling them to tailor marketing messages and commercial strategies accordingly.
  3. Driving patient-centric solutions: Ultimately, the goal of both medical and commercial teams is to improve patient outcomes and access to healthcare. By working together, they can develop patient-centric solutions that address unmet medical needs, enhance treatment adherence, and improve quality of life for patients.

[Learn more about the benefits of medical and commercial collaboration: View the whitepaper.]

As the life sciences landscape continues to evolve, collaboration and communication between medical and commercial teams is key to unlocking new opportunities in the pursuit of better healthcare for all. However, the pathway to improved collaboration can prove challenging.

Here are some common obstacles inhibiting commercial and medical team integration:

Cultural resistance: Outdated attitudes in established pharma departments  foster legacy mindsets and discourage innovation.

Compliance: As medical teams take on more prominent field roles, the line between their operations and those of sales reps will inevitably be called into question by regulators.

A lack of tools: While specified solutions have helped how each team operates, these tools are typically varied and mismatched, meaning that teams haven’t been able to easily interact, access, and share data cross-functionally..

These challenges are creating roadblocks for effective medical and commercial collaboration and preventing growth and innovation for many pharmaceutical organizations. Thought leaders from ImPatient Health have addressed these challenges in a new whitepaper, “The Commercial-Medical Love Story”, and have identified comprehensive approaches for tackling these issues and enabling successful relationships between medical and commercial teams.

Want to learn how to improve medical and commercial collaboration in life sciences? View the whitepaper.