Clinical data is captured in one place, analyzed in another, and sold against in a third. Most people spend a career in one of those seats. Sextant & Rule was built by someone who has worked in all three, and kept meeting the same unanswered question in each.
Selling into clinical development means working with incomplete information. Your win rate is strong when you engage early and poor when you arrive after scope is set. What you can't see is which programs are between studies right now, while the next protocol is being written.
Most tools describe the market and hand the judgment back to you: pull a list, apply someone else's filters, start calling. It is a definition problem. What makes a program real for your business is specific to your business, and it is almost never a field in someone else's database.
Not from a product roadmap. From twenty-five years in sales, strategy and data systems, fifteen of them in clinical development and its data.
One habit carried straight into commercial work: state what is known, what is assumed and what is unknown, separately. Every reading here is written that way.
Software sales where data decided where a sales team spent its week. Then clinical, at an EDC vendor: what trial data exists, what is standardized, and what never leaves the sponsor.
Built and ran the sales intelligence function for one of the largest CROs in the world, then added prescription and claims data through an acquisition. Development and commercial data are two ends of one roadmap. Five years leading regional account development followed.
Discovery through Phase I with emerging biotechs, then international clinical logistics. Still carrying a number, still needing the answer. Sextant was built because nothing on the market provided it.
Fifteen years across EDC, clinical trial data and commercial pharmaceutical data: what is reliable, and what only looks it.
Producing something a sales leader will act on Monday morning is a different craft from producing a report.
Business development today, not a decade ago. Every output here is designed by someone who has to use it.
Your market definition is built directly with the people who sell it.
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