By 2030, pharmaceutical companies are expected to double their product launches without a proportional increase in headcount or budget. This "grow without growing" pressure necessitates a fundamental shift towards technology-driven efficiency and productivity.
For the first time, a life sciences CRM provides a single database and architecture for all customer-facing functions. This eliminates disparate views of the customer, fostering alignment and preventing uncoordinated interactions with healthcare professionals.
Shifting from text to voice for CRM data entry will fundamentally change data quality. It enables the capture of conversational nuances from doctors that are lost in text summaries, leading to richer insights for content and strategy.
The pharmaceutical industry invests $20 billion annually in producing content, yet over three-quarters of it is never or rarely used by field teams. This highlights a massive disconnect between content creation and its relevance to customer engagement.
The increasing volume of new therapies requires pharma companies to stop treating each launch as a unique event. Instead, they must develop a scalable, repeatable, and excellent launch capability to handle the future pipeline efficiently and consistently.
The traditional pharma leadership model focused on minimizing risk through tight, linear control is no longer competitive. The future requires a shift to agile coordination, allowing leaders to reallocate priorities quickly in a data-driven, connected way.
Applying traditional, broad primary care launch strategies to highly targeted specialty therapies is a major risk. The complexity of stakeholders and decision-making in areas like oncology means old playbooks can make a company's efforts completely irrelevant.
AI's value is limited by the system it's built on. Simply adding an AI layer to a generic or shallow application yields poor results. True impact comes from integrating AI deeply into an industry-specific platform with well-structured data.
The pandemic acted as an unavoidable wake-up call, compelling the slow-moving pharmaceutical industry to rapidly adopt digital engagement models and embrace a more agile, customer-focused commercial approach, achieving in one year what would have taken ten.
Veeva moved its industry-leading CRM onto its own purpose-built Vault platform after outgrowing Salesforce. This strategic shift highlights that generic platforms struggle with the unique content, compliance, and data needs of the highly regulated life sciences sector.