The big idea: Pharma marketers should pivot away from TV advertising even if the government doesn’t implement a ban on D2C drug ads. Our take: Pharma is a unique industry that still benefits from linear TV. However, more drug brands should consider D2C online platforms that serve as quasi substitutes to TV commercials at a much lower cost, plus channels like influencer partnerships.
The news: Pfizer and Bristol Myers Squibb will launch a direct-to-patient channel to sell their blockbuster blood thinner Eliquis at a reduced cash-pay price. Our take: Pfizer and Bristol Myers Squibb have anticipated the Eliquis patent loss and sales drop for years as part of the typical branded drug cycle. We see the new direct sales platform launch not as a play for new revenues, but rather a negotiating nod to the Trump administration. Only 10% of Eliquis patients are uncovered by insurance, so it’s a small market to court as a revenue-driving ploy. However, Trump has made it clear he’s open to using any levers possible to force lower drug prices, pushing pharma companies to offer good faith options and concessions.
The news:. A new report reviewed by STAT reveals that Pfizer and Eli Lilly pay their telehealth provider partners upwards of a few million dollars. Our take: Drugmakers in the D2C telehealth market likely won’t be too worried about the report’s findings. It will be difficult for regulators to prove that a pharma company’s payment to a telehealth partner is directly tied to prescription volume. Drug brands will need to boost awareness of their D2C offerings to justify the price they pay telehealth firms, however.
The news: Connecticut plans to ask the federal government to allow it to contract for generic GLP-1 drugs for state employees and Medicaid patients. Our take: While other HHS secretaries have resisted trying to use Section 1498, RFK Jr. has shown a willingness to challenge established precedent. Even if RFK doesn’t respond to Connecticut’s plea, the broad enthusiasm for workarounds to lower GLP-1 costs—the Connecticut law sponsor said both red and blue state officials have reached out—could be a negotiating tool with drugmakers.
The trend: Physicians are ramping up use of AI for pharma-related queries on medications, treatments, and drug interactions. But usage of AI trails search, according to a new Bain & Company. report. The big takeaway: Doctors trust search engines over AI for drug information—for now. The convergence of the two tools via AI Overviews on Google could lead to declining confidence in search results. The winner in securing physician trust could be clinical-specific AI tools like the widely used UptoDate or the emerging OpenEvidence, which brands itself as a ChatGPT for doctors.
The news: Linear TV—already struggling amid the rise of digital—is at risk as US leaders across parties push for a crackdown on the multi-billion dollar pharmaceutical ad market. Secretary of Health Robert F. Kennedy Jr. is pursuing policies that would require advertisers to disclose drug side effects more transparently or risk losing the ability to deduct ad spending from their taxes, per Bloomberg. Our take: Restrictions on pharma advertising would isolate linear TV from omnichannel budgets and put it at a greater disadvantage against more data-rich platforms, accelerating the shift to digital.
The news: UnitedHealth Group has been engaging in a series of legal tactics to silence some of the company’s loudest critics, according to a recent NYT report. Our take: UnitedHealth is more focused on defending its business than acknowledging people’s concerns and offering solutions. This won’t do anything to help its brand reputation—but that probably isn’t a major concern for UnitedHealth right now. Similar to drugmakers, health insurers recognize that healthcare is not like a typical D2C industry, in which consumer experience is the most important measure of success.
The news: Rush University System for Health in Chicago is launching a subscription health model for patients seeking virtual urgent care. Our take: Legacy health systems are playing catch-up to D2C healthcare companies, and likely can’t offer a better customer experience. Telehealth is now a commodity, and success in the subscription healthcare space could come down to factors such as easy access to in-demand drug categories (e.g., GLP-1s, sexual health meds) and spending on digital channels such as social media to create brand awareness and more effectively reach younger customers.
The news: Weight loss drug prescribing for children and teens increased significantly after the American Academy of Pediatrics (AAP) recommended the medications’ use, per a new Harvard study. Our take: Word-of-mouth recommendations and testimonials on social media are driving weight loss drugs’ popularity with young people. GLP-1 marketers have an opportunity to provide medically responsible, but social friendly and engaging content by partnering with influencers, creating behind-the-science video content, and developing edutainment FAQs for interested young consumers.
The news: Prescription drugmakers spent $2.97 billion on national TV advertising in the frist half of 2025, an increase of 12.2% YoY, per iSpot.tv. The takeaway: Prescription drugmakers went against the current trend—most other industries decreased linear TV spending in the first half of the year, per iSpot. But traditional TV viewing audiences are a prime audience for drugmakers. We forecast 52.8% of TV viewers will be age 65 and older this year, the only age demographic to increase. It makes sense for pharma marketers to focus spending on key audiences, driving awareness and encouraging them to ask their doctors for their brands.
On today’s podcast episode, we discuss the weight-loss drugs revolution: how they work, their efficacy, how they became so popular, and how they’re reshaping multiple industries. Join Senior Director of Podcasts and host Marcus Johnson and Senior Analysts Rajiv Leventhal and Beth Snyder Bulik. Listen everywhere and watch on YouTube and Spotify.
The news: Pharma companies can earn a speedier path to approvals for new drugs if they agree to lower US prices to global levels. The takeaway: Pharma companies are on board with faster drug approvals and higher global prices, but they still make the bulk of their profits on US sales. By adopting good faith balanced stances—advocating for fairer pricing, but highlighting innovation—pharma can notch wins with the administration and consumers.
The trend: Investments in AI-powered digital health startups drove an increase in total VC funding for the sector throughout the first half of 2025, according to a recent Rock Health report. The big takeaway: Making AI an essential element of your digital health platform isn’t a differentiating factor anymore—it’s a requirement to draw investor interest and customer adoption. To stand out, healthcare AI players and their marketers should demonstrate the real-world impact of their tech through published research and case studies. And they must be careful not to overstate their AI capabilities, as doing so will drive potential and current customers to a competitor’s solution.
The trend: Healthcare professionals are worried that social media influence promotes unhealthy fad diets, per a new Sermo survey. Our take: Healthcare professionals risk losing credibility with patients, who are turning to more relatable (albeit maybe more unreliable) social media influencers. Doctors and nurses will need to enroll in CME nutrition courses and lean into their medical expertise when patients are in the office to offer guidance on nutrition, without seeming heavyhanded.
The data: About 2 in 3 people have at some point decided not to fill or refill a prescription medication, according to the M3 MI MARS Consumer Health Study of over 20,000 US adults. The final word: Pharma companies should create informational resources on the reasons side effects occur, while being transparent at the onset about what patients should expect. Drugmakers can also tap into digital channels such as online patient communities and social media platforms like Reddit, where patients regularly discuss their experiences with treatments. This could help brands gather insights that inform future drug development or the creation of new patient support programs.
The news: President Trump is threatening 200% tariffs on pharma products, but the 1+ year lag in enforcement gives drugmakers time to increase US manufacturing. Our take: While 200% is an exorbitant tariff rate, the year-long reprieve is a win for drugmakers. It gives them time to move product and double down on US manufacturing commitments, and also opens a big window for change with the capricious Trump administration.
The news: Hims & Hers will soon expand its business to Canada, where it plans to sell generic semaglutide. The bottom line: Novo just gave a massive gift to healthcare companies that are in the weight loss drug market but can no longer sell compounded GLP-1s now that the brand-name versions are available again. We’ll likely see more players in this space that primarily operate in the US expanding north of the border, while others could take advantage of President Trump’s executive order that calls for the FDA to authorize more states to import lower-cost drugs from Canada.
The news: Mattel introduced the first Barbie doll with type 1 diabetes, sporting a glucose monitor and insulin pump. Our take: Pharma insulin makers like Sanofi, Eli Lilly, and Novo Nordisk, and device companies like Dexcom, Abbott, and Medtronic can leverage the type 1 Barbie news to drive more awareness and visibility and dispel stigma and the embarrassment kids with diabetes may feel.
The news: Samsung’s just released Galaxy Watch 8 series comes equipped with new health and wellness features for sleep, stress, and activity. Our take: Samsung’s new features (e.g., antioxidant measuring, vascular load) are too niche to move the needle in consumer adoption. Health wearable players should lean into product capabilities that easily integrate with smartphone apps and that aren’t overly complex or clinical, such as chatbots delivering personalized recommendations based on user activity, exercise, and nutrition data.
The news: Healthline Media settled with the California Attorney General’s office over allegations that Healthline.com failed to opt consumers out of having their personal information shared for targeted advertising. Our take: State health data privacy laws are new, meaning we will likely see increased scrutiny and more enforcement action against companies that previously went unchecked. Healthline and other health content companies must verify that their opt-out tools work as intended while being transparent with advertisers about the consumer data they can and cannot share with them.