GSK - Digital Health partnerships for Clinical Trials
Pharma companies are increasingly looking to collaborate with health tech firms to improve efficiencies, enhance patient engagement, and advance clinical innovation. However, successfully navigating these partnerships requires a deep understanding of pharma’s internal structures and strategic priorities. This post distills key insights from a conversation with Tom Keith-Welsh, Senior Director, Digital Health & Innovation at GSK—covering everything from aligning with pharma’s value chain to leveraging digital health solutions—that can help health tech companies secure impactful collaborations and scale their innovations globally.
1. How to navigate the Pharma’s Value Chain and Organizational Structure?
Understand the pharma value chain—Pharma operates across R&D, clinical development, manufacturing, and commercialization. Identify where your solution fits and engage the right stakeholders at each stage.
Global vs. local engagement—Early in a product's lifecycle, global roles drive strategic direction, discovery, and market positioning. As products move toward trials, evidence generation, pharmacovigilance, and commercialization, local market entities become more pivotal for direct interaction with regulators, patients, and healthcare providers.
Medical Affairs as a strategic partner—Medical Affairs plays a growing role in validating scientific and clinical relevance, engaging key opinion leaders (KOLs), and supporting market access. Building relationships here strengthens credibility and market positioning.
Tailor outreach efforts—Align discussions with the appropriate stakeholders, whether strategic global teams or local implementation partners.
2. What are the key Digital Health opportunities?
Drive internal efficiencies—Optimize clinical trial processes, streamline data management, and reduce administrative burdens within pharma.
Improve trial design & interpretation—Use data-driven insights to enhance trial methodologies, delivery, and evidence generation.
Enhance patient engagement—Develop digital tools that support adherence, side effect management, and long-term retention.
Support recruitment & retention—Offer solutions that improve participant engagement, particularly in challenging therapeutic areas.
3. How to effectively engage with Pharma?
Show resilience—Pharma partnerships require patience, adaptability, and long-term commitment.
Prove clinical validity—Demonstrate robust scientific backing and regulatory alignment to build trust.
Secure cybersecurity & compliance—Strong data protection practices are critical, especially when dealing with patient information.
Take an experimentation approach—Start with low-cost, time-bound experiments to showcase value and generate measurable outcomes.
Build a strong business case—Use validated results to justify larger investments and broader implementation.
Navigate complex structures—Engage early with regulatory, compliance, and procurement teams to align expectations and streamline processes.
