Industry Solutions
See how Cytel cut research time by 50% and consolidated 5 tools into one. Patent expirations, drug launches, FDA approvals, and commercial leadership changes — ready in minutes.
Selling into pharmaceutical companies is one of the most complex B2B challenges. Procurement cycles are long, regulatory environments are strict, and buying decisions involve cross-functional stakeholders from commercial, medical affairs, and R&D. Sellers need to demonstrate genuine understanding of a company's pipeline, therapeutic focus areas, and competitive positioning before any conversation begins. Generic account research simply does not cut it.
The pharma landscape is shifting rapidly. The patent cliff of 2025–2030 puts over $200 billion in revenue at risk from patent expirations, forcing companies to accelerate biosimilar strategies, acquire new assets, and restructure commercial teams. The GLP-1 drug boom is reshaping competitive dynamics across metabolic, cardiovascular, and obesity markets. AI-driven drug discovery is compressing development timelines. Each of these changes creates buying opportunities — but only for sellers who can spot them in real time.
Pharma sales also requires multi-layered intelligence. When a company announces a new drug launch, that signals demand for commercialization partners, data platforms, and market access tools. When an FDA approval lands, the downstream vendor ecosystem activates. Tracking these signals manually across Pfizer, Roche, Novartis, J&J, Sanofi, and AstraZeneca is impractical without purpose-built sales intelligence.
Patent Expirations & Biosimilar Entry
Tracking patent cliff timelines, biosimilar approvals, and LOE (loss of exclusivity) dates that trigger commercial restructuring and new vendor needs
Drug Launches & FDA Approvals
New drug approvals, NDA/BLA submissions, and commercial launch announcements that create demand for launch support services and platforms
Clinical Pipeline Milestones
Phase transitions, pivotal trial readouts, and breakthrough therapy designations that signal upcoming commercialization needs
Commercial Leadership Changes
New Chief Commercial Officers, VP of Sales appointments, and head of market access hires that indicate strategic direction shifts
Earnings Call Pipeline Commentary
Executive commentary on pipeline priorities, revenue guidance, therapeutic area investments, and commercial strategy during quarterly calls
M&A and Licensing Deals
Acquisitions, licensing agreements, and partnership announcements that reshape therapeutic portfolios and create integration needs
Cytel's sales team was spending excessive time manually researching pharma and biotech accounts across five different tools. Coverage was limited, and reps lacked the clinical trial context and regulatory intelligence needed to engage pharma buyers credibly.
Salesmotion consolidated five tools into one platform, cutting research time by 50% and accelerating account planning by 30%. Reps now access comprehensive pharma account briefs — including pipeline status, regulatory milestones, and leadership changes — in minutes instead of hours.
“All of the vendors that I've worked with, all of the onboarding that I have had to deal with, I will say, hands down, Salesmotion was the easiest that I have had.”
Lyndsay Thomson
Head of Sales Operations, Cytel
Cytel results
less research time
tool consolidation
faster account planning
Everything your reps need to research accounts, spot buying signals, and craft relevant outreach.
Track FDA approvals, NDA submissions, clinical trial milestones, and regulatory decisions across your target pharma accounts. Know when a new drug launch creates downstream vendor opportunities.
Monitor patent expiration timelines and biosimilar competition for target accounts. These events trigger commercial restructuring, new vendor evaluations, and budget reallocation — prime selling moments.
Extract executive commentary on pipeline priorities, therapeutic area investments, and commercial strategy from quarterly earnings calls. Understand what pharma leadership is telling investors about their direction. See our guide to analyzing earnings calls.
Monitor Chief Commercial Officer, VP Sales, and market access leadership appointments. New leaders bring new strategies and new vendor evaluation cycles — the ideal time to engage.
Generate messaging that references specific pipeline milestones, regulatory events, and strategic priorities at each target account. Demonstrate the clinical and commercial fluency that pharma buyers expect.
Understand each account's therapeutic focus areas, competitive positioning, and market strategy. Identify which business units are growing, which are restructuring, and where your solution fits into their priorities.
See how Salesmotion stacks up against manual research and generic CRM data for your industry.
| Feature | Manual Research | Generic CRM Data | Salesmotion |
|---|---|---|---|
| Pharma-specific intelligence | Tracking FDA databases, press releases, and investor presentations manually | Basic firmographic data with no pharma or regulatory context | Deep pharma profiles including pipeline status, patent timelines, regulatory milestones, and commercial strategy |
| Drug launch tracking | Monitoring FDA.gov, ClinicalTrials.gov, and company press releases individually | No coverage of drug pipelines or regulatory events | Automated alerts for FDA approvals, NDA submissions, and commercial launch announcements |
| Account research time | 3-4 hours per pharma account across multiple specialized sources | Surface-level data that lacks pharma industry depth | Complete pharma account intelligence in minutes with AI-generated talking points |
| Earnings call insights | Listening to multi-hour calls and reading transcripts manually | No earnings call analysis capability | AI-extracted pipeline commentary, guidance changes, and strategic priorities from quarterly calls |
| Competitive landscape | Ad-hoc monitoring of competitor pipelines and market dynamics | Generic competitive data with no therapeutic area context | Automated monitoring of competitive dynamics, biosimilar entries, and market positioning shifts |
Common questions about Salesmotion for Pharma
Pharma buyers expect vendors to understand their pipeline, regulatory environment, and commercial strategy. Salesmotion provides comprehensive account intelligence including drug pipeline status, patent timelines, FDA milestones, leadership changes, and earnings call insights — enabling reps to demonstrate genuine pharma fluency from the first interaction.
Yes. Salesmotion monitors regulatory milestones including FDA approvals, NDA/BLA submissions, breakthrough therapy designations, and commercial launch announcements. These events create downstream demand for commercialization partners, data platforms, and market access tools — and Salesmotion alerts your team in real time.
Salesmotion tracks patent expiration timelines and biosimilar entry signals across target accounts. When a major product faces LOE (loss of exclusivity), pharma companies restructure commercial teams, evaluate new vendors, and reallocate budgets. These are high-value buying signals that Salesmotion surfaces automatically.
Cytel, a life sciences analytics company selling to pharma and biotech, cut research time by 50% and consolidated five tools into one with Salesmotion. Their team now accesses comprehensive pharma account intelligence in minutes and accelerated account planning by 30%.
Pharma companies are larger, more complex organizations with established commercial infrastructure, while biotech companies are often pre-commercial with different buying dynamics. Salesmotion covers both — see our biotech and life sciences industry pages for specialized intelligence tailored to each.
Yes. Many Salesmotion users sell across the pharma value chain including CROs, CDMOs, and clinical research organizations. See our dedicated clinical research page for CRO-specific intelligence capabilities.
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