Diagnostics for Sustainable Commercial Performance

JAIX Pulse Check for
Commercial Pharma –
Strategic Insight & Growth Levers

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Because excellence isn’t a given

In an increasingly complex market environment, sustainable performance is the result of seamlessly integrated functions – spanning Sales, Marketing, Market Access, and Medical Affairs. When these synergies are not optimally orchestrated, commercial potential often falls short. For executives, commercial leaders or investors seeking a robust assessment of organisational excellence, the JAIX Pulse Check offers a data-driven response to the key question: Where are the hidden efficiency reserves? We deliver strategic perspective and growth levers.

JAIX Pulse Check:
Commercial Diagnostics in 15 Days

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Focused Time Investment

A concise consultancy effort of 5–10 days – efficiently planned, minimally disruptive to day-to-day operations.

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In-Depth Analysis with Substance

A combination of document reviews, benchmarks, and targeted 1:1 interviews with key stakeholders – to provide a valid, comprehensive performance overview.

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Results That Drive Action

A clearly structured report with prioritised optimisation approaches, C-level presentation, and co-developed next steps.

Levers Not Hurdles:
Where untapped commercial potential hides in plain sight

In the day-to-day operations of pharmaceutical companies, critical performance levers often fly under the radar – with noticeable consequences for growth and market impact. Whether it’s vague target segmentation, stagnant brand plans, sales operations lacking outcome focus, or a Medical Affairs function disconnected from the overarching value narrative – such patterns often become the norm.

This is precisely where the JAIX Pulse Check steps in: a focused, evidence-based diagnostic tool that uncovers structural inefficiencies and translates them into clear development fields. Within weeks, you receive a robust, cross-functional performance picture of your commercial organisation – along with prioritised recommendations and benchmarks ready for immediate transformation. Turning observation into systematic impact.

The Value We Deliver

The Value We Deliver

360° Performance Perspective

Pulse Check reviews Sales, Marketing, Market Access, and Medical Affairs in both functional depth and systemic interlinkage – not siloed analyses, but integrated insights.

External Objectivity & Benchmarking

We identify root causes rather than symptoms – based on validated industry standards and scientifically grounded models.

Actionable Strategies

Prioritised recommendations, tangible quick wins and medium- to long-term growth options form a ready-to-execute roadmap – fit for restructures, relaunches or strategic refocus.

Reduced Decision Risk

Pulse Check offers decision confidence – data-driven, outcome-oriented, and fully aligned with transformation programmes or investment decisions.

Methodology: From Analysis to Activation

Our methodology combines qualitative deep dives with proven frameworks – from Zoltners’ Sales Force Effectiveness to neurocommunication models and Launch Readiness Assessments. Strategy, processes, resources, and KPIs are assessed in each function, both individually and in context.

We ask: How coherent are segmentation and customer journey? Do brand planning, channel mix and evidence-building align? Is Market Access proactively integrated or just an afterthought?

We don’t just identify bottlenecks – we pinpoint levers for improvement.

Methodology: From Analysis to Activation

The Four Functional Pillars

Sales

The objective is to calibrate sales effectiveness as a quantifiable performance driver – encompassing target physician segmentation, call frequency, territory efficiency, KPI alignment, and launch readiness. We assess whether current activities generate meaningful impact – or if resources require strategic reallocation.

calibrate sales effectiveness as a quantifiable performance driver

Marketing

The focus lies on the rigour of the brand strategy, precision in target audience definition, channel and content strategy, and executional strength. We evaluate whether brand plans are being actively implemented, whether neuromarketing principles are being leveraged, and how effectively Medical and Sales are integrated into brand leadership.

channel and content strategy, and executional strength.

Market Access

Market access begins well before the launch. We examine how early Market Access is integrated into product strategy and communication, whether economic value is being appropriately articulated, and whether pricing and reimbursement strategies are optimally positioned.

how early Market Access is integrated into product strategy and communication

Medical Affairs

Medical is not a support function – it is a strategic partner. We assess scientific communication strength, KOL engagement, publication strategy, and the quality of feedback loops to commercial teams. The goal: a medically sound, commercially viable value story.

cientific communication strength, KOL engagement, publication strategy, and the quality of feedback loops to commercial teams.

Sales – Customer Focus & Executional Excellence

As part of the JAIX Pulse Check, we analyse the strategic and operational alignment of your sales organisation – with a particular focus on target group precision, territory structure efficiency, and the effectiveness of field force activities. Our diagnostic approach goes well beyond surface-level KPI analysis.

The outcome:
A holistic assessment of sales effectiveness that shifts the spotlight from activity volume to the actual impact of resource deployment. This enables us to pinpoint exactly where your sales organisation stands – and which levers can systematically enhance its impact.

Segmentation & Prioritisation

Have relevant physicians, clinics, and decision-making centres been accurately identified and prioritised? We assess whether your resources are aligned with the most attractive customer segments – data-driven and needs-based.

Call Frequency & Quality

We assess whether your contact strategy is aligned with customer needs and strategic objectives. How well does call volume translate into conversion? Is the CRM experienced as a steering tool – or merely a box-ticking exercise?

Territory Design & Field Force Structure

Are your sales territories allocated fairly, efficiently, and in line with market potential? Are there structural over- or under-coverages impacting performance?

Performance Steering & Goal Architecture

We critically examine goal definitions, KPI logic, reporting structures, and incentive systems – and whether they genuinely contribute to strategic outcomes.

Sales Readiness & Capability-Gaps

How well is your sales team prepared for new products, indications, or shifts in the market? Are there skill gaps or training needs – for example, in omnichannel engagement or value-based selling?

Sales – Customer Focus & Executional Excellence

Marketing – Brand Leadership with Impact and Relevance

Effective pharma marketing today requires more than a well-written brand plan. The JAIX Pulse Check examines how focused and impactful your brand strategy truly is – from positioning through to customer experience.

The goal is a holistic assessment of marketing effectiveness – not just whether activities are happening, but whether they differentiate, activate, and drive conversion. In short, we reveal how effectively your brand leadership contributes to commercial success.

Brand Planning & Execution

Are your brand plans robust and execution-ready – or stuck at the PowerPoint stage? We assess whether the brand strategy is being brought to life in practice, or merely circulating in endless planning loops.

Target Audience Definition & Positioning

How precise is your customer targeting? Is the positioning communicated consistently across all touchpoints?

Channel-Strategie & Content-Mix

Are your communication channels orchestrated – or simply operating in parallel? We analyse the use of digital tools, personal engagement, and scientific evidence, evaluating whether the channel mix aligns with your target audiences' preferences.

Neuroscience & Emotional Engagement

Are you already leveraging insights from neurocommunication and emotion-based selling to deliver medical messages with real impact? We assess how memorable your communication truly is – both cognitively and emotionally.

Functional Integration

Is your marketing strategy a collaborative effort with Medical, Market Access, and Sales – or does it remain functionally isolated?

Marketing – Brand Leadership with Impact and Relevance

Medical Affairs – Scientific Impact with Market Relevance

Medical Affairs sits at the intersection of science, regulation, and the market – playing a vital role in credible communication, stakeholder engagement, and product differentiation. The Pulse Check provides clarity on the positioning and performance of your Medical team.

The objective is to evaluate how effectively Medical Affairs is integrated as an equal partner within the broader commercial strategy – and to uncover untapped potential for stronger alignment and increased impact.

Strategic Integration

Is Medical actively involved in commercial planning – or does it primarily serve as a scientific service provider with little strategic influence?

Communication & Knowledge Transfer

How effectively is scientific evidence translated into narrative storytelling for HCPs, KOLs, and payers? Are relevant market insights systematically fed back into the organisation?

KEE Engagement & Community Building

How strong are your relationships with key opinion leaders, professional societies, and clinical centres? We assess your presence, frequency of engagement, and content strategy.

Medical Engagement & Thought Leadership

Are educational programmes, publications, and digital medical channels actively used to expand reach and build trust?

Medical Affairs – Scientific Impact with Market Relevance

Market Access – Strategic Integrator in the Commercial Orchestra

In the JAIX Pulse Check, the focus is not on traditional operational access topics like pricing, health technology assessment, or dossier quality – but rather on the strategic role of Market Access as an integrative leadership function within the commercial organisation. We examine how effectively Market Access is embedded in overarching strategy development, positioning, and customer engagement processes.

The objective: To reveal whether Market Access is already acting as a strategic enabler within an integrated Commercial Excellence framework – or whether untapped potential remains due to fragmented collaboration and a lack of shared strategic architecture.

Early Integration

Is Market Access involved from the outset in product, launch, and communication planning – or only consulted as an afterthought?

Cross-Functional Alignment

Are narratives, objectives, and stakeholder strategies aligned across Sales, Marketing, and Medical – or do isolated logics continue to coexist in blissful disconnection?

Coordination & Governance

What role does Market Access play in cross-functional steering committees, KPI frameworks, and decision-making processes?

Value Story & Relevance

Is the health policy and economic value clearly and consistently communicated across all touchpoints – or is the red thread missing entirely?

Organisational Positioning

Is Market Access organisationally positioned to actively shape strategy – or is it confined to operational execution?

Market Access – Strategic Integrator in the Commercial Orchestra

Leadership Perspective: Optimising C-Level Steering

Beyond individual functions, we also assess the leadership-level operating model: governance, role architecture, KPI systems, and decision pathways. We examine whether commercial leadership is strategically aligned – or still operating in silos. The result is a big-picture view of organisational performance, with clear levers for leadership alignment.

Leadership Perspective: Optimising C-Level Steering

Output:
Structured Decision-Making Foundation for Leadership Teams

All results are consolidated into a focused management dossier:

Strengths and potential analyses for each functional area

Actionable recommendations – from quick wins to structural transformations

Prioritisation and KPI linkage for impact tracking

Executive presentation and leadership workshop for strategic anchoring

You gain clarity on the maturity level of your commercial organisation – along with a reliable roadmap to unlock its full potential.

Structured Decision-Making Foundation for Leadership Teams

Next Step:
From Diagnosis to Delivery

The Pulse Check often serves as the launchpad for deeper strategic initiatives – whether it's a Commercial Excellence programme, a go-to-market redesign, or targeted capability building. JAIX Consulting supports you beyond diagnosis: as a sparring partner, implementation team, or interim accelerator.

From Diagnosis to Delivery
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