Biotech companies are facing rapid shifts in how therapies are developed, funded and brought to market.
New modalities, compressed timelines and smaller patient populations are creating pressures that traditional commercialization models weren’t designed to support.
In a conversation with pharmaphorum during J.P. Morgan Week at the Informa Biotech Showcase, EVERSANA President Greg Skalicky and Precigen President and CEO Helen Sabzevari discussed how emerging innovators can rethink commercialization to meet this moment.
Why Commercial Models Must Adapt
During the discussion, Greg and Helen highlight why nearly 70% of launches fail to meet first‑year expectations — a challenge felt even more acutely in rare and niche indications. They explore how aligning development and commercialization strategies earlier can help biotechs optimize limited resources and make smarter decisions across shorter timelines.
“I thought that the focus was not in line with what was best for the product to succeed in market. So we created an integrated model — and we’re seeing the result in terms of better launch outcomes in year one, and most importantly, getting products to patients.” ~ Greg Skalicky, President, EVERSANA
This integrated approach reflects a broader shift away from fragmented, vendor heavy commercialization models toward strategies designed to improve launch readiness and accelerate patient access.
Biotech’s New Pressures and New Opportunities
Both leaders also discussed how new treatment modalities require different commercialization pathways, and how early operational planning is critical for smaller organizations.
As development timelines accelerate and budgets tighten, traditional commercialization approaches can slow progress and dilute accountability.
“You really cannot apply the classical way of commercialization. This is a new way for small companies to move very rapidly — being able to commercialize on your own.” ~ Helen Sabzevari, President and CEO, Precigen
The conversation underscores the importance of building flexible, data‑driven commercialization approaches that can adapt to fast‑changing therapeutic landscapes.
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Author Team
EVERSANA employs a team of over 6000 professionals across 20+ locations around the world. From industry-leading patient service and adherence support to global pricing and revenue management, our team informs the strategies that matter…