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

krista6953
May 13
4 min read

By: Pharosity Consulting & Twelve Consulting Group

Asembia’s AXS25 Summit (April 27 – May 1, 2025) once again delivered on its reputation as the premier event for specialty pharmacy and pharmaceutical distribution. More than 8,000 attendees—ranging from top 10 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, Pharosity Consulting and Twelve Consulting Group heard recurring themes around operational readiness, Gross to Net (GTN) forecasting, and the need for integrated analytics and scenario planning across the commercialization lifecycle.

Our 4 Commercial Takeaways from AXS25 Conversations:

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 Pharosity and Twelve Can Help

Pharosity and Twelve attended AXS25 with a clear purpose: to help 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. That’s where Pharosity and Twelve come in: 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’re excited to continue helping clients bridge strategy and execution, especially as launch pipelines expand and data-driven decisions become non-negotiable.

If you’re working through similar challenges or are interested in learning more about how Pharosity and Twelve can help, we’d love to connect. Reach out to Tara Rockers or Mike McCarthy to continue the conversation.

Frequently Asked Questions

What is Asembia's AXS25 Summit?

Asembia’s annual AXS25 Summit is the leading conference focused on specialty pharmacy and pharmaceutical distribution strategy. It’s the place where manufacturers, specialty pharmacies, PBMs, and channel partners align around the ever-evolving distribution landscape. For pharmaceutical manufacturers, especially those launching new therapies or optimizing existing portfolios, AXS25 is a critical opportunity to build and maintain essential distribution and specialty pharmacy relationships.

Who attends Asembia's AXS25 Summit?

AXS25 attracts a full spectrum of pharmaceutical companies—from emerging biotechs on the verge of launch to Top 10 pharma firms refining established processes. This year’s event was no exception. Attendees represented commercial, finance, trade, and access functions, all coming together to explore innovations and challenges in launching, distributing, and optimizing specialty therapies.

What is Gross to Net (GTN) forecasting in pharma and why is it important?

GTN forecasting estimates the actual revenue a company will realize after accounting for rebates, discounts, chargebacks, and other deductions. It’s critical for understanding product profitability, informing strategy, and meeting financial reporting needs.

What challenges do pharma companies face with Gross to Net?

Common issues include fragmented data, siloed planning functions, limited forecasting tools, and complex contract terms. These make it difficult to connect distribution decisions with financial impact in a scalable, repeatable way.

Who are Pharosity Consulting and Twelve Consulting Group?

Pharosity Consulting specializes in market access, pricing, and Gross to Net strategy for life sciences companies. They partner with pharma leaders to ensure they can launch and grow successfully—grounded in sound strategy and data-informed decisions.

Twelve Consulting Group is a leading Anaplan and Pigment implementation partner focused on helping companies build dynamic, Enterprise Performance Management (EPM) solutions. We bring scalable, agile technology solutions to complex operational problems, including GTN, demand forecasting, and financial modeling.