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The sales CRM for life sciences and health care

Pharma, medtech & providers — evidence-led, compliant engagement.

Evidence- and compliance-driven selling for pharma, medical devices, diagnostics and providers. Adds HCP/HCO engagement, clinical & regulatory compliance, market-access and reimbursement tracking, and a tender/clinical-evaluation pipeline.

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Pipelines
3
Custom fields
17
Industry KPIs
12
Segments covered
6

Built for every part of life sciences & health care

Each segment sells differently, so the pack knows who is on the buying committee in each.

Pharmaceuticals & Biotech

Branded and generic therapeutics where formulary access and prescriber adoption drive revenue.

Typical buyers: Pharmacy Director, P&T Committee Chair, Medical Director

Medical Devices & MedTech

Capital equipment and consumables bought through value-analysis committees and GPO contracts.

Typical buyers: Value Analysis Committee Chair, Supply Chain Director, Chief of Surgery

Diagnostics & Laboratories

Assays, instruments and lab services sold on throughput, turnaround time and reimbursement.

Typical buyers: Laboratory Director, Pathology Chair, Head of Diagnostics

Providers & Health Systems

Hospitals and IDNs buying clinical, operational and revenue-cycle solutions under margin pressure.

Typical buyers: Chief Medical Officer, Chief Nursing Officer, VP Clinical Operations

Payers & Managed Care

Health plans and PBMs buying on medical loss ratio, member outcomes and network performance.

Typical buyers: VP Medical Economics, Director of Network Strategy, Chief Actuary

Digital Health & HealthTech

Software and connected-care products carrying both clinical evidence and IT security bars.

Typical buyers: Chief Digital Health Officer, CISO, Chief Innovation Officer

Pipelines with real stage gates

Each stage says what the rep is trying to achieve and what must be true before the deal moves on, so forecasts reflect evidence rather than optimism.

Clinical Sales

Evidence-and-tender driven healthcare pipeline

  1. 1Referral / Lead

    Identify the clinical sponsor who owns the outcome you improve.

    • A clinical sponsor has agreed to engage

  2. 2Clinical Qualification

    Confirm the clinical need, the current standard of care, and who sits on the committee.

    • Clinical need and current standard of care documented
    • Decision pathway (VAC, P&T, tender) identified

  3. 3Clinical Evaluation / Trial

    Run the evaluation on protocol. Their own data is what carries the committee.

    • Evaluation protocol agreed and running
    • Success measures defined with the clinical team

  4. 4Tender / Proposal

    Submit the clinical and economic case together — evidence alone does not clear finance.

    • Clinical evidence pack and economic model submitted
    • Reimbursement pathway confirmed

  5. 5Regulatory & Compliance

    Clear regulatory status, privacy, security and contracting review before award.

    • Regulatory status verified for the intended use
    • Privacy/security review complete

  6. 6Awarded / Adopted

Formulary & Tender

Formulary listing or public tender cycle with committee review

  1. 1Dossier Preparation

    • Clinical and HEOR dossier assembled

  2. 2Submission

    • Submitted before the published deadline

  3. 3Committee Review

    • Committee questions answered in writing

  4. 4Listed / Awarded

Capital Equipment

Capital purchase cycle with budget window and installation planning

  1. 1Capital Request

    • Request entered into the capital budget cycle

  2. 2Value Analysis Committee

    • VAC review scheduled with clinical sponsorship

  3. 3Budget Approval

    • Capital allocated in the approved budget

  4. 4Purchased

The fields your team actually needs

Added to your records when you apply the pack, alongside everything SalesOS already tracks. Custom fields are on the Professional plan and above.

Accounts

  • Facility Type

    Hospital · Clinic · IDN · GPO · Pharmacy · Lab

  • Bed Count

  • GPO Affiliation

    Group purchasing organisation whose contract pricing applies to this account

  • IDN / Parent System

    The integrated delivery network this facility rolls up to

  • EHR System

    Epic · Oracle Health (Cerner) · MEDITECH · Allscripts · athenahealth · Other

Contacts

  • Specialty

  • NPI Number

    National Provider Identifier

  • KOL Tier

    Key Opinion Leader influence level

    National KOL · Regional KOL · Local Influencer · Not a KOL

  • Transfer-of-Value Reportable

    Interactions with this HCP must be reported under Sunshine Act / EFPIA rules

Deals

  • Clinical Evidence Stage

    Preclinical · Pilot · Published Evidence · Standard of Care

  • Regulatory Status

    Pre-Submission · Under Review · Cleared/Approved · Off-Label

  • Value Analysis Committee Date

    The committee date the deal is actually gated on

  • Reimbursement Pathway

    Existing CPT / DRG · New Code Required · Capital Budget · Operating Budget · Self-Pay · Unclear

  • GPO Contract Reference

Products

  • Regulatory Class

    Class I · Class II (510(k)) · Class III (PMA) · CE Marked · Rx Drug · OTC · LDT

  • UDI

    Unique Device Identifier

Quotes

  • Contract Vehicle

    GPO Contract · IDN Direct · Public Tender · Distributor · Direct

The metrics life sciences & health care leaders run on

Formulary / Listing Wins

Products added to a formulary or approved list in the period.

Committee Approval Rate

Share of value-analysis or P&T submissions approved on first review.

Time to First Order

Days from committee approval to the first purchase order.

HCP Reach

Share of target healthcare professionals engaged at the planned frequency.

Evaluation Conversion

Share of clinical evaluations that convert to adoption.

Contract Compliance

Share of account purchasing that flows through the agreed contract.

Reimbursement Approval Rate

Share of cases reimbursed without appeal.

Win Rate

Closed-won opportunities as a share of all closed opportunities.

Average Deal Size

Mean value of closed-won opportunities in the period.

Sales Cycle Length

Median days from opportunity creation to close.

Pipeline Coverage

Open pipeline value divided by the quota it has to cover.

Forecast Accuracy

How closely committed forecast tracked actual closed revenue.

AI that knows the rules of your industry

Coaching, objection handling and email help are tuned to this industry, and every prompt carries rules the assistant may not break:

  • Never make or imply an off-label claim, or suggest a use outside the approved indication.
  • Never state or imply clinical superiority, safety or efficacy that is not backed by cited, approved evidence.
  • Never propose anything that could be read as an inducement to prescribe, purchase or refer.
  • Never include patient-identifiable information; keep everything at aggregate or de-identified level.
  • Do not give clinical or treatment advice — the clinician decides.

Practice against the buyers you meet

Chair, Value Analysis Committee

Cares about: Peer-reviewed evidence, not vendor studies; Total cost of care, not unit price; Clinician adoption without retraining chaos

Chief Medical Officer

Cares about: Patient safety and outcomes; Clinician workflow burden; Measurable quality improvement

Director of Supply Chain

Cares about: GPO contract compliance; Vendor consolidation; Supply resilience

Director of Pharmacy

Cares about: Evidence-based formulary decisions; Budget impact modelling; Safe substitution and stewardship

Features and plans

HCP / HCO Engagement

Professional plan and up · Life Sciences & Health Care workspaces only

Clinical & Regulatory Compliance

Enterprise plan · Life Sciences & Health Care workspaces only

Market Access & Reimbursement

Enterprise plan · Life Sciences & Health Care workspaces only

Approval Workflows

Enterprise plan

Customer 360

Professional plan and up

Compare plans for everything else included.

Speaks your language

HCP / HCO (Health Care Professional / Organization)
The individual clinician and the institution — engagement rules differ for each.
IDN (Integrated Delivery Network)
A health system of affiliated hospitals and clinics that buys as one.
GPO (Group Purchasing Organization)
An aggregator that negotiates contract pricing on behalf of member providers.
VAC (Value Analysis Committee)
The multidisciplinary committee that approves new clinical products — the real decision body in medtech.
P&T Committee (Pharmacy & Therapeutics Committee)
The body that decides formulary inclusion for medicines.
510(k) / PMA
US FDA device pathways — substantial-equivalence clearance versus full pre-market approval.
HEOR (Health Economics & Outcomes Research)
The evidence discipline that proves economic as well as clinical value.
Sunshine Act
US law requiring public reporting of payments and transfers of value to physicians and teaching hospitals.
HIPAA
US regulation governing the privacy and security of protected health information.
Off-Label
Use outside the approved indication. Promoting it is prohibited — full stop.
DRG / CPT
Reimbursement coding systems that determine whether and how a procedure gets paid.
UDI (Unique Device Identifier)
Standardised device identifier required for traceability and recall.

Questions

What does the Life Sciences & Health Care pack add to SalesOS?

3 ready-made pipelines (Clinical Sales, Formulary & Tender and Capital Equipment) with stage exit criteria, 17 custom fields across accounts, contacts, deals, products and quotes, 12 industry KPIs, a glossary and buyer personas for AI coaching. The interface also speaks your language: leads become “Referral”, accounts become “Healthcare Organization” and contacts become “HCP”.

Which Life Sciences & Health Care features need which plan?

The pack's pipelines and terminology work on every plan, including the free trial. Its custom fields need Professional or above. Industry features: HCP / HCO Engagement (Professional); Clinical & Regulatory Compliance (Enterprise); Market Access & Reimbursement (Enterprise); Approval Workflows (Enterprise); Customer 360 (Professional).

How does SalesOS keep its AI compliant in life sciences & health care?

Every AI prompt for a Life Sciences & Health Care workspace carries hard rules the assistant may not break, for example: Never make or imply an off-label claim, or suggest a use outside the approved indication. Never state or imply clinical superiority, safety or efficacy that is not backed by cited, approved evidence.

Can we change the pipelines and fields?

Yes. Applying the pack creates ordinary pipelines and custom fields in your workspace, so you can rename, reorder or remove them like any other. Re-applying it only adds what is missing.

How do we turn it on?

Pick your industry when you set up your workspace, or later under Settings → Industry Pack. Applying it sets up the pipelines, fields and buyer personas in one step.

Other industries

See it with your own pipeline

Start a free trial, pick Life Sciences & Health Care, and its pipelines and terminology are ready in one step.

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