Case Study • Healthcare
Pharma Commercialization Platform Insights
How Avenor helped a global life sciences advisory firm gain strategic clarity on omnichannel engagement platforms through fast, flexible, and precise expert recruitment.
Case Study: Pharma Commercialization Platform Insights
Client: A global life sciences advisory firm
The Challenge
Understanding Commercialization Platforms
The client sought to deepen its understanding of the pharma commercialization technology landscape, with an urgent need to gather insights on leading omnichannel engagement platforms. The initial priority was to connect with former employees and customers of two providers, to validate how these platforms support brand commercialization, HCP targeting, and digital orchestration.
As the project advanced, the scope expanded to include additional niche vendors, requiring perspectives from both current and former employees as well as customer-side decision makers.
Key Questions to Address:
The role of technology platforms in pharma commercialization
Key capabilities around HCP targeting, digital orchestration, and rep engagement
Competitive positioning of leading providers and emerging players
Customer experiences with implementation and day-to-day usage
The Avenor Solution
Fast, Flexible, and Precise Recruitment
Avenor launched a custom recruitment program to identify and screen senior stakeholders with direct experience in pharma commercialization platforms. Each expert was pre-vetted through ~15-minute live screening calls to confirm their exposure to HCP targeting, orchestration tools, and commercialization strategy before introduction.
Adaptive Strategy:
1
Clarified Screening
Emphasized omnichannel commercialization products and services rather than broad advisory roles.
2
Balanced Sourcing
Mixed former insiders (product design, customer success, sales) with customers (implementation and ROI perspectives).
3
Expanded Outreach
Included smaller vendors, flagging sourcing constraints early and securing approval to include current employees where necessary.
Experts Sourced and Delivered
Former Global Customer Success Executive
At a leading pharma technology platform, had direct oversight of client adoption across U.S. and European markets, offering a unique view into how top pharma accounts measure ROI from orchestration tools.
Former Head of Product Design
At a commercialization platform, shaped the roadmap for digital engagement capabilities and explained how user experience drove adoption among pharma sales and marketing teams.
Senior Business Development Leader
At a healthcare data provider, outlined how payer and HCP targeting data integrates into commercialization workflows and what differentiates data-driven vendors.
Senior Marketing Director
At a top-10 pharmaceutical company, brought the customer perspective on evaluating digital orchestration platforms, including factors that influence vendor selection, rollout success, and budget allocation.
U.S. Medical Affairs Executive
At a global pharmaceutical company, validated how field teams interact with engagement platforms and provided candid comparisons across vendors based on real-world performance.
The Impact
Actionable Perspectives Across Platforms
By engaging this curated mix of formers and customers, the client gained:
Strategic Clarity
A clear view of how leading and emerging vendors position themselves in the pharma commercialization ecosystem.
Operational Perspective
Insights into implementation hurdles, user adoption, and value delivery from customer-side stakeholders.
Comparative Views
Differentiation between established and emerging platforms on key dimensions such as rep orchestration, HCP targeting, and digital engagement.
Validated Coverage
Balanced perspectives that gave the client confidence in its Phase 2 commercialization strategy.
Key Takeaways: Avenor's Agility in Complex Projects
Move Quickly
Deliver urgent expert calls within days of project launch.
Adapt in Real Time
Adjust sourcing strategy as client needs evolved from formers-only to include customers and current employees.
Guarantee Relevance
Vet every expert live to confirm direct experience with commercialization platforms.
Deliver Balance
Provide both insider expertise and customer-side validation to fully address client objectives.
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