Asembia AXS25 Recap: Why Operational Excellence & Gross to Net Strategy are Top of Mind for Commercial Leaders

Asembia’s AXS25 Summit once again delivered on its reputation as the premier event for specialty pharmacy and pharmaceutical distribution. More than 8,000 attendees—ranging from top pharma manufacturers to emerging biotech companies—came together in Las Vegas to explore how to better manage relationships across the distribution and specialty pharmacy ecosystem.

While the primary focus of AXS25 is channel and distribution strategy, we expanded some of the conversations beyond packaging and logistics. Attendees that we talked to shared a growing concern about scaling their operations effectively and efficiently. Through conversations, Argano heard recurring themes around operational readiness, Gross to Net (GTN) forecasting, and the need for integrated analytics and scenario planning across the commercialization lifecycle.

Four commercial takeaways from AXS25

1. GTN forecasting Is a top priority across the board

Whether it’s an emerging pharma preparing for its first launch or a top-tier manufacturer navigating a crowded market, GTN forecasting is front and center. Companies want more flexible, efficient and comprehensive forecasting models—ones that allow them to scenario-plan around pricing strategies, access assumptions, and potential market shifts.

2. Every emerging pharma faces unique commercialization hurdles

No two launches are the same. From contract structures to data availability to trade partner negotiations, emerging companies are navigating nuanced challenges as they commercialize. Helping these teams build the right operational, financial and compliance foundation is critical for long-term success.

3. The interconnected nature of pre-deal, post-deal, and forecasting analytics

Across company sizes, manufacturers are reevaluating how they approach analytics—from pre-deal modeling to post-deal performance. Demand forecasting, accrual management, and deal modeling can’t be siloed—these functions inform one another, and building connected planning capabilities is a growing priority.

4. Data continues to be a challenge—and an opportunity

Manufacturers are struggling to get clean, timely, and actionable data to support all of the above. Whether it’s specialty pharmacy pull-through, claims data, or financial performance metrics, accessing and analyzing data remains a roadblock—but also a strategic lever for those who can get it right.

How Argano can help

Argano helps pharmaceutical companies navigate the operational challenges that come with commercialization and the downstream implications of distribution strategy—especially when it comes to Gross to Net (GTN) forecasting and performance.

As manufacturers set up or refine their specialty pharmacy and distribution arrangements, they must also assess how these choices impact broader business operations—from revenue recognition to accrual management and pre- and post-deal analytics. We bring strategic and operational expertise to bridge the gap between commercial ambition and financial execution.

Where commercial strategy goes from here

Attending AXS25 reinforced: the commercial environment for specialty pharma is increasingly complex—and increasingly interconnected. We are excited to continue helping clients bridge strategy and execution, especially as launch pipelines expand and data-driven decisions become non-negotiable.

If you are working through similar challenges or are interested in learning more about how Argano can help, contact us today.