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Adam
Hardy
Sr VP, Commercial Operations and Sales Enablement
Eversana
Adam Hardy improves revenue performance in complex pharma services organisations by aligning commercial systems, pricing, forecasting, pipeline generation, and go to market execution into a coherent operating model. For over 17 years, he has worked across revenue operations and sales enablement, spanning pricing, proposals, CRM, and forecasting, aligning them into a single system that improves decision quality and drives measurable outcomes. At EVERSANA, Adam has led CRM and forecasting redesign, pricing governance, and enterprise scale bidding, contributing to multi million dollar business, a proposal success rate above 55 percent, and over 1 billion dollars in successful bids. He brings an end to end view of the pharma value chain, from research through market access and commercialisation, with leadership experience across EVERSANA, Medpace, and Syneos Health. His work increasingly centres on applying AI and automation to help leadership teams act with greater clarity and speed.
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02 December 2026 16:30 - 17:00
The commercial system: What happens when sales, enablement, RevOps, pricing and CRM interact?
Why do otherwise successful commercial initiatives so often have less impact on overall performance than we expected? We optimise Sales teams, redesign incentives, implement CRM, improve forecasting, transform Enablement and introduce AI, often with good results within each individual area. But improving a component does not necessarily improve the performance of the commercial system around it. Drawing on practical experience leading transformation across CRM, pricing, forecasting, proposals, prospecting, incentives and AI, this session uses a systems perspective to examine why commercial initiatives don't always have the impact we expect, how the wider organisation can shape their outcomes, and what we might do differently when designing, implementing and evaluating change.