Christian Kampf 康可安 💊

No exporter gets it right the first time, especially in B2B pharma. Your product might be perfect. Your factory might be compliant. But your first few orders in a new country? Almost always a struggle. We’ve seen this play out again and again. You misread what the buyer wants. You get the packaging wrong. Your COA format doesn't match their regulatory needs. Or your product needs revalidation because their government changed the rules halfway. In B2B pharma, product-market fit is not just about the molecule. It is about how well you understand the buyer’s system, their paperwork, audits, import laws, and even their way of communicating. And the truth is, most Indian exporters learn this the hard way. → Some give up after the first rejection. → Some try to shortcut their way in. → But the best ones fix it, file it again, and try until it works. That is how you build a lasting export business. Not just with good products but with patience, iteration, and a mindset that says: every failed order teaches us how to succeed next time. B2B pharma is not about going viral. It is about going back. Back to the buyer, the drawing board, and the market until your product fits.

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We hear it too often: healthcare systems are under immense cost pressure, and millions of patients still lack access to essential treatments. On October 13, I’ll be joining a panel of global health experts for the first ever @Sandoz Talking Biosimilars event, held at the World Health Summit in Berlin, in partnership with IQVIA. This discussion comes at a pivotal moment for healthcare systems worldwide. Over the next decade, biologic medicines worth more than USD 300 billion in peak sales are due to lose exclusivity. In Europe alone, an IQVIA study estimates that 110 biologics will lose IP protection by end 2032. However, the same study shows that approx. 80% of these products by value are currently unlikely to face competition, resulting in a missed opportunity for payers and patients: the so-called ‘biosimilar void’. Bringing together stakeholders from across the healthcare ecosystem, the session aims to drive action to address the biosimilar void and expand patient access to biosimilars. I’m looking forward to exchanging ideas with leaders who share our commitment to access and equity. 🔗 Register now to join online and in-person: https://lnkd.in/eCcX5jGV #WHS2025 #PioneeringAccess

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⚔️🔬 𝐂𝐨𝐯𝐚𝐥𝐞𝐧𝐭 𝐈𝐧𝐡𝐢𝐛𝐢𝐭𝐨𝐫𝐬 𝐓𝐚𝐤𝐞 𝐨𝐧 𝐀𝐥𝐤𝐚𝐥𝐢𝐧𝐞 𝐀𝐦𝐢𝐧𝐨𝐬! 💥💊 Targeting 𝐋𝐲𝐬𝐢𝐧𝐞, 𝐀𝐫𝐠𝐢𝐧𝐢𝐧𝐞 & 𝐇𝐢𝐬𝐭𝐢𝐝𝐢𝐧𝐞 𝐰𝐢𝐭𝐡 𝐧𝐞𝐱𝐭-𝐠𝐞𝐧 𝐰𝐚𝐫𝐡𝐞𝐚𝐝𝐬—𝐧𝐞𝐰 𝐜𝐡𝐞𝐦𝐢𝐬𝐭𝐫𝐲, 𝐧𝐞𝐰 𝐩𝐨𝐬𝐬𝐢𝐛𝐢𝐥𝐢𝐭𝐢𝐞𝐬! 🚀🧪 Covalent drugs are back in the spotlight—especially those targeting 𝐧𝐨𝐧-𝐜𝐚𝐭𝐚𝐥𝐲𝐭𝐢𝐜 𝐜𝐲𝐬𝐭𝐞𝐢𝐧𝐞𝐬 with acrylamides. Clinically proven hits like 𝐈𝐛𝐫𝐮𝐭𝐢𝐧𝐢𝐛 and 𝐀𝐟𝐚𝐭𝐢𝐧𝐢𝐛 showcase their power. Now, the frontier is shifting: 𝐧𝐞𝐰 𝐰𝐚𝐫𝐡𝐞𝐚𝐝𝐬 are unlocking 𝐥𝐲𝐬𝐢𝐧𝐞, 𝐚𝐫𝐠𝐢𝐧𝐢𝐧𝐞, and 𝐡𝐢𝐬𝐭𝐢𝐝𝐢𝐧𝐞 targets, pushing covalent strategies beyond cysteine and into 𝐮𝐧𝐜𝐡𝐚𝐫𝐭𝐞𝐝 𝐜𝐡𝐞𝐦𝐢𝐜𝐚𝐥 𝐬𝐩𝐚𝐜𝐞. Source: Xin Zhai et al., Research progress on covalent inhibitors targeting alkaline amino acids. 🔗https://lnkd.in/g3ExYdW8 https://lnkd.in/gw2wswfE

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Did you know that in the next 5 years there will be an estimated +$90B net sales lost in the US due to LOE? Many of the industries largest brands and classes will be impacted. Loss of exclusivity for a brand is not the end! Strategies can be used to help preserve patient volume and brand value. Check out our latest blog in IQVIA's Brave New World thought leadership series on how to find success in modern markets. We outline seven modern market strategies that manufacturers are using as brands near the end of their patent life. https://lnkd.in/eyBxfPgw Thanks to the authors and team for another great article! #SashaLauks #RossPerak #CollinGe #DanielLuft #JamieCatell

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Let’s talk about where Medical Affairs is headed… I’m noticing: 𝐓𝐫𝐞𝐧𝐝 𝟏: The increasing need for seamless Medical Affairs and Marketing alignment. ▪️ This is crucial for Medical Affairs impact and market success, and frameworks like CATALYST are becoming essential. 𝐓𝐫𝐞𝐧𝐝 𝟐: The growing emphasis on the strategic role of Medical Affairs beyond traditional post-marketing activities. ▪️ Medical Affairs is increasingly expected to contribute to early-stage development and cross-functional strategy. To do this they need to be heard. 𝐓𝐫𝐞𝐧𝐝 𝟑: The demand for Medical Affairs professionals to be strong cross-functional leaders with excellent communication and influencing skills. ▪️Navigating complex matrix organisations, and driving discussions within the brand team requires more than just scientific expertise. Staying ahead of these trends means Medical Affairs leaders need to develop their strategic thinking, leadership capabilities, communication and cross-functional collaboration skills. Achieving this means your impact becomes clear. Which trend stands out to you and your team? 🪢 I help Medical and Marketing align to deliver real results 🔔 Hit the bell to follow me.

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Gather around and let me tell you a story about science, real-world data, and weight-loss drugs!   I promise you that it’s got it all: High-profile presentations. Contradictory results. Bold claims. Huge investments. Major public health impact. Big pharma. And a guy called Nils.   The scene is the European Society for Cardiology’s 2025 congress held in Madrid.   A session is going on. New data is presented: How do the new weight-loss drugs  Wegovy and Mounjaro perform when it comes to protect the heart?   First up is a pharmaceutical company presenting post-hoc results from their open-label, 72 week SURMOUNT-5 trial. This trial showed that Mounjaro “won” over Wegovy regarding weight loss. In their new analysis, they translate this into a large reduction in “10-year risk of cardiovascular disease” and—after some extrapolation—estimate that millions of deaths could be prevented if the drug was widely used.   Next is another pharmaceutical company, presenting their observational STEER study based on US claims data. They found that Wegovy (semaglutide) was associated with a much lower risk of cardiovascular disease than Mounjaro (tirzpeatide). Up to 60%! They conclude that the cardiovascular preventative potential of Wegovy is huge.   Finally, there’s the guy called Nils. He presents results from a study conducted by an independent academic group, which has just been published in JAMA (DOI: 10.1001/jama.2025.14092). Their study shows that both drugs provide important cardiovascular benefits and that the two drugs are equally effective.   You might expect me to end the story here, declaring Nils the hero. But no...   The thing is that this situation is not particularly unique. Often, we are faced with several studies with conflicting results. And we need to decide what to do.   The situation can often not be resolved. "It’s probably slightly different patient populations". "The numbers are what they are". "Not much we can do about it".   But this time it was different. Because the independent study had one feature that made interpretation easier:   Transparency!   All of their decisions during the planning of the study were documented in a protocol that they pre-registered in a public repository. Amendments to the protocol were updated contemporaneously. And once the study was complete, they had also published all of their analytical code.   This level of transparency gives users of this evidence a much better understanding of what was done and why. And it is instrumental in allowing us to interpret differences between studies.   It also makes me much more trusting of the evidence generated.   For real-world evidence to realize its full potential, we need to do better in terms of transparency and reproducibility.   The path forward is the one so wonderfully illustrated by this independent group. I hope the field will follow! 

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Pharma Sales Leadership: Farming vs. Hunting There’s a big gap between aspiring to be a senior leader in pharma and actually executing like one. Most sales managers and marketing SPOCs get stuck in “farming mode” maintaining current customers, firefighting daily issues, and doing just enough to hit targets. Very few take on the role of hunters actively chasing new business, breaking into untapped markets, or driving exponential growth. Even after multiple trainings and strategy discussions, many still default to what’s comfortable: retention over expansion, safety over scale. But here’s the truth: You can’t lead the future of pharma by only protecting the present. If you want to grow — professionally and in business — hunting is no longer optional.

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