Industry Articles

Stories about what is happening in our market.

November 14, 2018

Navigating Novo: A Map for Selling to Novo Nordisk

Born from the 1989 merger between Denmark’s top two insulin producers, Novo Nordisk markets products to over 165 countries. Learn how and where they make decisions about outsourcing activities in clinical research, contract manufacturing, logistics, and more.

October 15, 2018

From A to Z: A map for Selling to AstraZeneca

The latest edition of our Sponsor Atlas: Selling to the Pharma Giants series, where we are taking a look at AstraZeneca.

September 7, 2018

Sponsor Pipeline Insights: The Most Active Drug Companies in France

Let's take a look at the most active clinical study registrants in France!

August 20, 2018

Breaking into Bristol, Myers, AND Squibb: A map for Selling to Bristol-Myers Squibb

In this edition of Sponsor Atlas: Selling to the Pharma Giants, we're visiting New York City's biopharma behemoth, Bristol-Myers Squibb (BMS). Their three-part name was born in 1989 merger between the Squibb Corporation and the Bristol-Myers Corporation, two NYC-based pharmaceutical companies founded in 1858 and 1887, respectively.

July 23, 2018

Started From Aspirin™, Now They’re Here: A map for Selling to Bayer

Part 2 of our Sponsor Atlas: Selling to the Pharma Giants blog series. It's off to Germany for the latest stop on our expedition, to visit Bayer and understand how they make their outsourcing decisions and how best to find opportunities.

July 13, 2018

Sponsor Pipeline Insights: The Most Active Drug Companies in the American Northeast

For this edition of our Sponsor Pipeline Insights, we're taking a trip up to the American Northeast to check out the top 10 most active clinical study registrants.

June 26, 2018

Sponsor Pipeline Insights: The Most Active Drug Companies in New York

We live in a time where lists make up much of the content that appears in our timelines each day. So, why not ride the wave? Everybody loves a good list, after all! Here's a list of the top 10 most active drug sponsor companies in New York State.

May 30, 2018

Allergan eats Kythera: Karan Therapeutics is born

(10/05/2015) There isn’t much out there about California’s newest biotech company, but here are a few clues to set you on your way.

May 30, 2018

Building your Sales Software Stack: Don't get Lost in the Noise

Choosing the right software tools for your team is a difficult task, especially when operating on a limited budget. Making smart decisions about what your team will actually use can lead to higher effectiveness.

May 30, 2018

Prospect Viscosity

(02/07/2014) We often get asked the question “how much prospecting should my Business Development team be doing?” The answer to this comes down to deciding what you want your sales pipeline to look like and how comfortable you are with risking a drought in deal flow.

May 30, 2018

CRIO Deals – Impact on Your Biotech Business Development Process

(04/08/2015) Contract Research and Investment Organizations (CRIOs) are an emerging entity in the biotech drug development space that can have an unforeseen impact on your team’s sales productivity. This article discusses critical considerations for teams that encounter a CRIO deal—ten real examples are included as a starting point to better understand this trend.

May 16, 2018

Marketing vs. Sales: Their Major Difference and How They Work Together

Do your sales & marketing teams stand united or divided?

May 16, 2018

5 Sales Prospecting Tactics that Work for Biotech and Pharma Professionals

Prospecting is typically a dreaded part of the sales process. It goes something like this: Identify target companies. Search LinkedIn to see if you know anyone at the company. Place cold calls or send out generic emails and hope that you get a response. Rinse and repeat.

May 16, 2018

Can I still cold email European pharma companies under GDPR?

A guide to GDPR for service provider companies selling to pharmaceutical & biotech companies in Europe. With strict new regulations being implemented, how can you reach your potential customers?

May 15, 2018

Coherus Biosciences' Outsourcing Strategy

(09/28/2014) With Coherus Biosciences’ $86 Million IPO announced last week, we wanted to take a closer look at the companies that stand to benefit the most from the upcoming injection of capital.

May 15, 2018

Decisions, Decisions: A map for Selling to Novartis

Multinational giants like Novartis can be a tough sell for service provider companies when they don't know where to target. Understanding where decisions about different kinds of outsourced activities take place can help you close more new business. Join us for part one of our new series Sponsor Atlas: Selling to the Pharma Giants!

May 15, 2018

What has your CRM done for you lately?

Guest post by Ty Quinn. The Contract Research Organization (CRO) sector is complex. Business Development professionals are required to maintain accurate and organized records of any/all accounts, contacts, interactions and opportunities and to be able to call on them at a moment’s notice.

May 15, 2018

Racolta: Stay up to date on Pharma/Biotech Events

Stay informed of upcoming pharmaceutical & biotech events. For free!