Insights

Field notes from the analyst pods.

Playbooks, ops notes, and field research on niche-vertical B2B data, ABM, and demand-gen — written by the people doing the work.

PHARMA posts

7 posts

Pharma marketers are quietly redirecting event budgets toward targeted digital outreach — here's why, and what it means for HCP engagement…

Formulary access data shows what a payer allows, not what a prescriber actually does — treating the two as the same skews targeting badly.

As access shrinks, pharma field teams are quietly rewriting the rulebook on territory design, rep deployment, and what 'coverage' even…

Pharma marketers aren't abandoning events, they're rerouting incremental budget toward digital outreach that reaches the prescribers…

Formulary access data reveals payer constraints on a prescriber's patients—not the prescriber's own clinical preferences or loyalty.

A composite look at how one pharma team redesigned territory coverage once in-person rep access to key accounts dried up.

A physician list that isn't organized by territory and call priority creates more work for field reps than it saves. Here's how to…