Insights / Function
Field notes on Commercial Strategy in pharma — segmentation, positioning, launch readiness, and the new digital-first playbooks.
10 posts in Commercial Strategy
6 Aug 2026 · 3 min read
Icon just wired Anthropic's Claude into its clinical trial platform across four production capabilities, and I think this validates my April argument that CROs combining frontier AI with operational data and global execution get more valuable — not less. The commercial question is still open, but the switching-cost dynamic I underweighted in April may be the most consequential part of this deal.
25 Jun 2026 · 1 min read
Sanofi and Pangaea Data's AATD collaboration shows where pharma AI may create near-term value: finding undiagnosed patients already visible in clinical records. In rare disease, patient identification can create patient value and market expansion at the same time.
28 Apr 2026 · 3 min read
OpenEvidence has withdrawn from the EU and UK citing regulatory uncertainty around the EU AI Act, making the geography of clinical AI access officially American. I break down what this means for US and European pharma, and why the AI Act's first observable market effect may be pushing physicians toward less-grounded AI alternatives.
9 Apr 2026 · 3 min read
Rock Health quietly retired the AI deal category in their Q1 2026 digital health report. The reason: the distinction between AI-enabled and non-AI digital health no longer holds. AI is table stakes. The companies pulling in nine-figure checks share something else — workflow integration depth.
2 Apr 2026 · 3 min read
CRO stocks dropped sharply on AI fears: IQVIA, Medpace, Charles River. The market may be right that AI changes trial economics. It’s wrong about where the disruption lands. CROs are infrastructure companies, and AI should make them more valuable, not less — if they can break free from the cost-plus model.
23 Oct 2025 · 1 min read
The Menlo Ventures report on AI in healthcare confirms that the sector is now one of the fastest adopters of enterprise AI, with ambient scribes leading the charge — but commoditization and pricing pressure are already reshaping the competitive landscape. My bet for the next battlefield is RCM.
7 Aug 2025 · 1 min read
Hinge Health is up 50% in share price since its IPO while posting 55% revenue growth — a rare combination that digital health genuinely needs more of. I'm asking which other digital health companies are quietly building towards a breakout moment like this.
10 Jun 2025 · 1 min read
I look at Omada Health's IPO following Hinge Health's successful public debut, noting that the valuation reflects a new market reality prioritizing a clear path to profitability over hyper-growth. I'm encouraged by the early performance but remain cautious about declaring the IPO window truly open again given ongoing macroeconomic uncertainty.
29 Aug 2024 · 1 min read
Big Pharma is increasingly jumping on the direct-to-consumer bandwagon in the U.S., with Lilly Direct, Pfizer-For-All, and others following the trail blazed by Ro and Hims/Hers. I'm asking whether this could be the moment when Pharma's business model truly evolves — and whether these companies can finally engage directly with patients.
26 Jul 2024 · 2 min read
OpenAI's formal entry into search could mark one of the most fundamental shifts in the internet economy — and I think Google's senior team has real reason to be concerned. I've already moved away from Googling for most things, and SearchGPT may accelerate that shift for millions of others.