Resources

Thinking on contract operations and AI.

Perspectives on formulary validation, gross-to-net leakage, and how AI changes what's possible for pharma commercial teams.

Pinned
Pharmaceutical Commerce Revenue Management Apr 24, 2026
How AI Agents Are Reshaping Pharma Revenue Management
Rahul Shah and Mack MacKenzie explain how to unlock the ROI that rules-based systems have left on the table — and why operational memory is the real unlock.
12 min read →
Key Takeaways
2–3% rebate leakageAt $500M in annual rebates, that is $10–15M in recoverable value per cycle.
Operational memoryAI that learns from analyst-resolved exceptions — not a smarter rules engine.
Compounding ROIEach cycle builds intelligence that widens the advantage at the contracting table.
Concept Apr 2026
What Is Operational Memory?
The analyst who's been there for years and just knows things. That knowledge is the real operational asset. And it's almost entirely undocumented.
5 min read →
Practical Guide May 2026
Getting Started with AI in Pharma Revenue Management
A practical framework for sequencing AI investment — from your first pilot to scaled operational intelligence. How to demonstrate early wins and avoid the pitfalls.
10 min read →
Technical May 2026
Why Agentic POCs Fail
RAG powers most enterprise AI demos. It also explains why many fail in production. Three fundamental failure modes for pharma contract operations.
6 min read →