How to Actually Get the Stuff You Want Approved in Pharma
March 5, 2026
In this solo episode of Pharma Sessions, host Jonathan Kaskey breaks down what actually determines whether a new technology implementation in pharma succeeds or quietly dies in a steering committee meeting. After helping pharma companies implement nearly $200 million in new software platforms over the course of his career, Jonathan shares the patterns he’s seen again and again.
In this solo episode of Pharma Sessions, host Jonathan Kaskey breaks down what actually determines whether a new technology implementation in pharma succeeds or quietly dies in a steering committee meeting. After helping pharma companies implement nearly $200 million in new software platforms over the course of his career, Jonathan shares the patterns he’s seen again and again.
What You’ll Learn:
- How to build consensus before the formal decision meeting
- Why pilot programs fail and how to replace them with high-touch, accelerated proof-of-concepts
- The business case framework that moves beyond abstract claims
- How to translate efficiency metrics into revenue and headcount equivalents
- The psychological safety principle for innovation in pharma
Jonathan Kaskey is the Vice President of Sales and Marketing at XSUNT and the Host of Pharma Sessions, bringing deep expertise in pharmaceutical commercial strategy, data visualization, and AI applications in life sciences. With a proven track record of building organizations from the ground up, Jonathan combines strategic vision with hands-on execution across medical affairs, commercial field teams, and business intelligence.
Episode Resources:
Episode Resources:
- Jonathan Kaskey on LinkedIn: https://www.linkedin.com/in/jonkaskey/
- XSUNT Corporation Website: http://www.xsunt.com/
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