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Thermo Fisher Scientific accelerates market access by prioritizing the right KOLs

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Thermo Fisher Scientific accelerates market access by prioritizing the right KOLs

When Key Opinion Leader (KOL) data lacks centralization and medical teams rely on manual, static lists, they miss key opportunities to build relationships and bring new treatments to market. Without a dynamic, unified view of expert activity, critical scientific discussions are missed, product launches are delayed, and potential market growth is left on the table.

To break through these roadblocks, Thermo Fisher Scientific abandoned outdated point-solutions in favor of Veeva Link Key People. By establishing a single, real-time view of global healthcare professionals, the team unlocked immediate, measurable value:

“By eliminating manual KOL research, our team now focuses on core strategic initiatives. When you add up the labor savings and our sharper strategic focus, the cost of Link Key People is miniscule in comparison.”

Thermo Fisher’s medical affairs teams previously struggled to keep pace with expert activity. Relying on disconnected systems and ad-hoc searches slowed down engagement, stalled scientific exchange, and delayed market readiness. Falcetano explained, “it wasn’t that the data didn’t exist; it just lived in disparate systems and was inconsistently accessible to our teams. This created a lot of process-friction and just decreased our overall effectiveness.”

To resolve these inefficiencies, Thermo Fisher Scientific partnered with Veeva MedTech to leverage Link Key People – a curated KOL intelligence platform that aggregates global scientific, clinical, and digital data into one unified dashboard.

In addition to streamlining workflows, the platform provides actionable insights that directly influence commercial success:

“Link Key People helps us identify, prioritize, and engage the HCPs and KOLs that really move the business forward,” says Falcetano.


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