How Gen AI is Disrupting B2B Buying Decisions

Consider this scenario: Company A’s new cancer drug receives FDA approval based on a Phase 3 trial showing a 3.2-month improvement in progression-free survival. The company’s medical affairs team publishes the trial results in a top-tier journal, corporate communication issues a press release, and its commercial teams train sales representatives on key messages to communicate to doctors. However, Company B’s competing drug, approved six months earlier, has generated substantially more clinical discussion, real-world evidence in publications, and treatment guideline citations.