Pharma Navigator

The decision sits below the contact list.

Pharma Navigator is the configured account intelligence layer for teams selling complex capability into pharma. It maps the real buying committee inside an account, and how the decision actually moves, before procurement becomes the visible entry point.

Bring your priority accounts for mapping.

The challenge

By the time procurement picks up, the decision is mostly made.

In complex pharma accounts, the buying committee forms early, across technical, programme, and quality functions. A contact database shows you who exists. It does not show you who shapes the decision, or when the window is still open.

A buying decision, earliest to latest · tap a stage

Earlier · hidden · where the leverage is

Later · visible · where databases look

Technical read. Capability is assessed by technical and scientific evaluators. Most outreach never reaches them, yet this is where credibility is won or lost.

Earlier · hidden · where the leverage is

Later · visible · where databases look

Programme fit. Programme and asset owners judge fit for their specific work. The real go or no-go starts forming here.

Earlier · hidden · where the leverage is

Later · visible · where databases look

Functional alignment. Functional leadership shapes the brief, the budget, and the shortlist before anything reaches procurement.

Earlier · hidden · where the leverage is

Later · visible · where databases look

Commercial sponsor. A commercial sponsor backs the case internally and carries it forward. Without one, the decision stalls.

Earlier · hidden · where the leverage is

Later · visible · where databases look

Procurement. The decision becomes visible and formalises. By now it is largely shaped. This is where most sellers start, and where databases look.

Most intelligence platforms illuminate market activity: assets, trials, companies and contacts. Pharma Navigator reveals the decision architecture within an account. It uncovers who shapes technical and programme choices, where influence resides, and how decisions evolve long before procurement enters the conversation.

What we map

One method. Configured to your commercial motion.

Four motions, four buying committees, four decision routes. Select yours to see how the stakeholder layers are configured.

Contract Development & Manufacturing

The decision forms technically, long before procurement is engaged. We map the layers while it is still open.

Leverage window: technical & programme functions

VISIBLE ENTRY

Procurement & commercial

where you start

Mapped by Pharma Navigator

LAYER 01

Programme & asset teams

LAYER 02

CMC leadership

LAYER 03

Drug product dev

LAYER 04

MSAT & external mfg

LAYER 05

Quality & regulatory

Contract Research Organisations

Programme-relevance led. We surface which programmes are at the decision point, and who leads them at asset level.

Leverage window: asset-level programme leads

VISIBLE ENTRY

Vendor mgmt & outsourcing

where you start

Mapped by Pharma Navigator

LAYER 01

Clinical development

LAYER 02

Translational medicine

LAYER 03

Asset team leads

LAYER 04

Programme management

LAYER 05

Biometrics & data sciences

AI-driven solutions for pharma buyers

Technical validation and commercial buy-in run in parallel, with no shared owner. We map both, and the link between them.

Leverage window: evaluator and sponsor, mapped together

VISIBLE ENTRY

Commercial Excellence / procurement

where you start

Mapped by Pharma Navigator

LAYER 01

Insights & Analytics

LAYER 02

R&D Informatics

LAYER 03

Medical Affairs

LAYER 04

Digital & data strategy

LAYER 05

Brand & franchise teams

Strategy & advisory firms in pharma

Engagements form through influence, not tender. We map the sponsor and the network that can block, accelerate, or extend.

Leverage window: sponsor + surrounding influence network

VISIBLE ENTRY

Procurement for formal RFPs

where you start

Mapped by Pharma Navigator

LAYER 01

Insights & Analytics

LAYER 02

Therapeutic Area/Commercial & Brand

LAYER 03

Market Access & Payer Strategy

LAYER 04

Medical Affairs

LAYER 05

HEOR & Evidence

Account size is not the limiter. The same multi-source method applies across large pharma organisations as well as mid-size, regional, and specialty companies. Depth follows the commercial question, not how visible the account is on any single source.

How we solve it

Public sources in. Configured decision map out.

No single source defines the method. The method is the orchestration of public-domain sources against your specific commercial question, with analyst review on every record.

Analyst review is where source data becomes intelligence. Every record is verified, then scored with a confidence rating, role context, decision authority, and influence signals. What goes in is six raw public sources. What comes out is a ranked, evidence-backed view of who shapes the decision.

01 Multi-source orchestration

02 Analyst-reviewed per record

03 Configured per question

04 Quarterly refreshes + on-demand

In practice

What changes with configured intelligence

CDMO · Programme-fit

18

accounts with active or planned ADC assets surfaced for a European mid-size CDMO.

Within two quarters, structured outreach began across 6 accounts, with 2 entering substantive BD dialogue.

API supplier · Stakeholder depth

34

stakeholders across CMC, regulatory, and manufacturing surfaced across 7 priority accounts.

It explained why procurement-facing outreach had stalled. 3 accounts moved to active pipeline in year one.

AI / ML · Buying committee

2Sides

technical evaluators separated from commercial sponsors across the committee.

This shows where validation and budget authority sit, moving the team beyond title-based outreach.

Book a demo to map your priority accounts

We walk you through the commercial question you want the intelligence layer to support, your account scope, and how the configured intelligence view works for your commercial motion.

Configured account intelligence