Indian pharma has spent time, money and effort trying to reach more doctors, add more field force and expand distribution. But once that is done, a more consequential part of the deal remains unacknowledged and unowned. Hence today I asked my guest who owns the customer relationship after the prescription is written?
The answer has implications for commercial productivity, channel economics and more importantly, how pharma companies allocate (or leave) capital between building capabilities and accessing them through partners.
This conversation examines why the last mile is not merely a distribution problem. It is a strategic question about control, data and value creation. My guest says that for pharma CXOs, the challenge is not simply to reach more towns. It is to make every incremental rupee of commercial investment work harder and asks if pharma thinks about building reach or building a more valuable business?
Listen in to one of the most comprehensive understanding of the pharma supply chain.
This is my conversation with Mr. Rajasekhar Parcha (https://www.linkedin.com/in/rajparcha1976/), founder and CEO of GoApptiv.
This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit mypharmareviews.substack.com (https://mypharmareviews.substack.com?utm_medium=podcast&utm_campaign=CTA_1)
26 Sept 2026
Revenue Is Not (Always) the Story
Which Indian pharma company is growing the fastest?
Wrong question. The right one is, which company is making its next rupee of revenue more valuable than its last, and can prove it’s still true a year from now?
Some companies are building revenue. Some are converting revenue into EBITDA. A few are rebuilding the economic architecture of the business entirely. And at least one, this year, looked like it was doing the third thing and was actually just riding a fading product out the door.
Revenue is the headline. EBITDA is the signal. Earnings architecture is the strategy. And telling the three apart, quarter by quarter, is the entire job.
Look at this chart. And listen to the new episode.
This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit mypharmareviews.substack.com (https://mypharmareviews.substack.com?utm_medium=podcast&utm_campaign=CTA_1)
21 Sept 2026
The Faustian Bargain
Everything else “strategic” like semi-conductor chips, rare earth minerals, cloud computing etc., is de-risking away from China while biopharma is de-risking into it.
The US-China biotech deal value went from $5B in 2020 to $136B last year. Chinese companies originated 46 of 104 new active substances approved globally in 2025 - more than the US and Europe combined. And three days ago, China made the ambition official by releasing a state plan targeting 25% of the world’s first-in-class drugs by 2030.
Meanwhile, Pfizer’s own strategic adviser ranks China a “distant third” threat, behind the IRA and MFN pricing. Maybe true for Pfizer’s margin but an odd way to describe a country that just legislated a 25% target.
For Indian pharma, the usual “if the world is de-risking from China, we benefit” is only half right. We’re gaining ground in manufacturing and CDMO. We’re absent from the race that actually compounds - who originates the medicine in the first place.
New episode of My Pharma Reviews — The Podcast is out. Listen in!
Meanwhile, here is the paper (https://gtpo.eu/en/publications/the-world-is-flat-for-pharma-until-it-isn-t/) I referenced on the show.
This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit mypharmareviews.substack.com (https://mypharmareviews.substack.com?utm_medium=podcast&utm_campaign=CTA_1)
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
Spotify
5.0 / 5
1 ratings
Contact My Pharma Reviews
Guest appearances
Does not typically book guests
Based on episode analysis; this does not confirm that the show is currently accepting guests.
Host of My Pharma Reviews?
Claim your podcast to manage its listing and keep your show details accurate.
Pod Engine is an independent podcast discovery and analytics service and is not affiliated with or endorsed by this podcast. Artwork and show content belong to their owners. Full legal notice.
Explore this show Podcast research with Pod Engine
