Tactical Plan: Atropos Health
Tactical Overview
Strategy: Position Atropos Health as the defining standard for trustworthy AI-generated clinical evidence by converting latent academic and clinical credibility into visible, market-facing proof -- making the company synonymous with evidence healthcare leaders can stake their reputations on.
Planning horizon: 12 months (March 2026 - February 2027)
Audiences:
- Pharma R&D and Medical Affairs Decision-Makers (Primary)
- Health System CMOs and Value-Based Care Executives (Primary)
- FDA and Regulatory Affairs Stakeholders (Secondary)
- Academic Clinical Researchers (Secondary)
- Healthcare Investors and Strategic Acquirers (Secondary)
- Potential Engineering and Data Science Hires (Tertiary)
The tactical plan operates on a "trust cascade" model: early-quarter investments in credibility infrastructure (peer-reviewed publications, regulatory engagement, case study documentation) generate proof assets that are deployed across all audiences in subsequent quarters. The plan front-loads trust-building activities in Q1-Q2 and shifts to trust-amplification and revenue-acceleration activities in Q3-Q4. This sequencing reflects the Discovery Truths finding that Atropos has approximately 18 months of AI speed differentiation remaining and must convert that window into a durable trust position. Every tactic serves dual purposes: it advances a specific audience relationship AND generates a trust proof point that compounds across other audiences.
Tactical Recommendations by Audience
Pharma R&D and Medical Affairs Decision-Makers
Primary message to deliver: Atropos generates the real-world evidence your regulatory team can defend and your payers will accept -- with the speed your drug development timeline demands and the rigor the FDA requires.
Priority channels: Industry conferences (DIA, ISPOR), peer-reviewed publications, targeted executive outreach, pharma trade media
| Tactic | Channel | Description | Timing | Est. Frequency | Why This Tactic |
|---|---|---|---|---|---|
| DIA Annual Meeting keynote/workshop | Conference | Secure speaking slot or sponsored workshop on "AI-Generated Evidence Standards for Regulatory Submissions" at DIA Annual Meeting (June 2026). Saurabh Gombar or Nigam Shah as presenter. Showcase S.C.O.R.E. framework and Novartis partnership case study. | Q1 (March-May) prep; Q2 (June) delivery | One-time | DIA is the premier conference for regulatory affairs professionals; a speaking slot positions Atropos as a methodological authority rather than a vendor |
| Novartis partnership case study publication | Earned media + owned content | Co-develop and publish a detailed case study with Novartis documenting the rare disease diagnosis partnership outcomes. Target Drug Discovery & Development, Pharmaceutical Executive, and Applied Clinical Trials for placement. | Q1-Q2 (March-August) | One-time | Novartis is a top-5 global pharma; a published co-developed case study is the most powerful trust signal for pharma decision-makers |
| Pharma medical affairs executive roundtable series | Direct engagement | Host quarterly invitation-only roundtables (virtual, 12-15 executives per session) on "The Future of AI-Generated Evidence in Drug Development." Feature guest speakers from Atropos advisory board and current customers. | Q2-Q4 | Quarterly (3 sessions) | Creates a community of pharma champions; private setting enables candid discussion and relationship building that conference presentations cannot |
| ISPOR conference presence | Conference | Present a poster or podium presentation at ISPOR Europe (November 2026) and ISPOR US (May 2026) on ChatRWD validation methodology. Target health economics and outcomes research audience. | Q1 (May) and Q3 (November) | Twice annually | ISPOR is where pharma HEOR teams evaluate RWE platforms; peer-reviewed evidence of ChatRWD methodology reaches the technical evaluators who influence procurement |
| Targeted LinkedIn thought leadership | Social media | Brigham Hyde, Saurabh Gombar, and Neil Sanghavi publish LinkedIn articles and commentary on AI evidence quality, regulatory developments, and industry analysis. Target 2-3 posts per week across leadership team. | Ongoing | 2-3x/week | LinkedIn is the primary professional network for pharma medical affairs leaders; consistent thought leadership builds recognition between conference appearances |
Health System CMOs and Value-Based Care Executives
Primary message to deliver: Atropos turns real-world patient data into evidence your formulary committee needs to make confident decisions -- saving millions while improving outcomes, with evidence your board and physicians will trust.
Priority channels: Health system executive conferences (HIMSS, Becker's), case study content, Valtruis network activation, direct outreach
| Tactic | Channel | Description | Timing | Est. Frequency | Why This Tactic |
|---|---|---|---|---|---|
| HIMSS 2026 co-presentation with Stanford | Conference | Co-present with Stanford Health Care clinical leadership on "Point-of-Care Evidence Generation: Lessons from Deploying AI Evidence Agents Across 2,000+ Physicians." Demonstrate Evidence Agent in EHR workflow. | Q1 (March 2026) | One-time | HIMSS is the definitive health system technology conference; a Stanford co-presentation is the single most credible proof point for health system CMOs |
| $3M ROI case study documentation campaign | Owned content | Develop 3-4 detailed case studies from health system deployments (Stanford, Emory, and target 2 new systems) with specific formulary decisions, cost savings methodology, and before/after outcomes metrics. Publish as downloadable white papers. | Q1-Q2 (March-August) | Rolling (1 per quarter) | Health system executives make decisions based on peer outcomes; quantified case studies with named institutions are more persuasive than any marketing material |
| Becker's Healthcare CEO Roundtable participation | Conference + direct engagement | Secure participation in Becker's CEO/CFO Roundtable and Health IT + Digital Health Forum. Position Neil Sanghavi as panelist on value-based care evidence infrastructure. | Q2 (June) and Q3 (October-November) | Twice annually | Becker's events attract the exact health system executive audience (CMOs, CFOs, CIOs) that Atropos targets; intimate format enables relationship building |
| Valtruis network warm introduction program | Direct outreach | Activate Mike Spadafore (Valtruis board member) and Valtruis portfolio company network for warm introductions to 15-20 target health system executives. Develop co-branded value-based care evidence brief. | Q1-Q2 (March-August) | Ongoing | Warm introductions through a trusted value-based care investor are 3-5x more effective than cold outreach; Valtruis's health system relationships are an underutilized distribution asset |
| Evidence Agent pilot expansion program | Direct engagement | Offer Evidence Agent pilot deployments to 5-8 health systems, specifically targeting systems with active value-based care contracts. 90-day pilot with documented ROI measurement framework. | Q2-Q4 (June-February) | 5-8 new pilots | Pilots reduce procurement risk for health systems and generate documented ROI case studies that compound trust across the audience; each successful pilot becomes a reference customer |
FDA and Regulatory Affairs Stakeholders
Primary message to deliver: Atropos is building the infrastructure for AI-generated evidence that meets the standard healthcare regulators require -- transparent, reproducible, and designed to advance the FDA's mission.
Priority channels: Coalition for Health AI, regulatory science publications, DIA conference, public comment submissions
| Tactic | Channel | Description | Timing | Est. Frequency | Why This Tactic |
|---|---|---|---|---|---|
| S.C.O.R.E. framework white paper submission | Regulatory engagement | Develop and submit a comprehensive technical white paper on the S.C.O.R.E. framework to the FDA Advancing RWE Program docket. Co-authored by Nigam Shah and academic collaborators. Include validation data, methodology documentation, and comparison with existing evidence standards. | Q1-Q2 (March-August) | One-time | Direct FDA engagement with a technical framework submission establishes Atropos as a standard-setting contributor; the framework becomes referenceable in subsequent FDA guidance |
| Coalition for Health AI standards contribution | Regulatory engagement | Leverage Nigam Shah's co-founder role to advance AI evidence quality standards through Coalition for Health AI proceedings. Target: Atropos methodology cited in at least one Coalition publication or recommendation. | Q1-Q4 | Ongoing | The Coalition for Health AI is the most direct pathway to influencing AI healthcare standards; Nigam Shah's position provides access no amount of lobbying can buy |
| Regulatory science journal publications | Peer-reviewed publication | Publish 2-3 peer-reviewed articles in regulatory science journals (Therapeutic Innovation & Regulatory Science, Clinical Pharmacology & Therapeutics) on AI evidence methodology, bias detection, and demographic stratification in RWE. | Q2-Q4 | 2-3 publications | Peer-reviewed publications in regulatory science journals reach the FDA staff, industry regulatory affairs professionals, and academic methodologists who set evidence standards |
| FDA Advancing RWE Program public comment participation | Regulatory engagement | Submit public comments on all relevant FDA guidance documents related to AI/ML in medicine, RWE standards, and data quality requirements. Ensure Atropos perspective is represented in the regulatory record. | Q1-Q4 | As guidance documents are published (est. 3-5 per year) | Public comment participation creates a documented record of Atropos's position on evidence standards and ensures the company's methodology is considered in regulatory deliberations |
Academic Clinical Researchers
Primary message to deliver: Atropos brings the methodological rigor of Stanford observational research to the broader academic community -- enabling faster, more transparent, and more reproducible real-world evidence studies.
Priority channels: Academic research partnerships, peer-reviewed publications, academic conferences (ISPE, AMIA), research program
| Tactic | Channel | Description | Timing | Est. Frequency | Why This Tactic |
|---|---|---|---|---|---|
| Atropos Academic Research Program launch | Owned program | Launch formal academic research program offering subsidized GENEVA OS and ChatRWD access to 10-20 top academic research groups. Program participants agree to publish validation studies (positive or negative) within 12 months. Program design reviewed by independent academic committee. | Q1-Q2 (March-August launch) | Ongoing enrollment | Peer-reviewed validation from independent academics is the most credible trust proof; subsidized access removes the budget barrier and signals methodological confidence |
| ChatRWD validation study co-publication | Peer-reviewed publication | Co-author and submit 3-5 ChatRWD validation studies with academic collaborators to top-tier journals (JAMA, NEJM, BMJ). Studies should test methodology across disease areas, patient populations, and comparison with traditional approaches. | Q1-Q4 | 3-5 submissions over 12 months | Publication in top-tier journals creates trust proof that cascades to every other audience -- pharma, regulators, health systems, and investors all cite the same publications |
| AMIA Annual Symposium presentation | Conference | Present ChatRWD methodology and validation results at AMIA Annual Symposium (November 2026). Target: workshop on "AI-Generated Observational Research: Methodology, Validation, and Clinical Impact." | Q3 (September-November) | One-time | AMIA is the premier clinical informatics conference; Nigam Shah's AMIA New Investigator Award history provides institutional connection |
| Open methodology documentation | Owned content | Publish comprehensive methodology documentation for GENEVA OS and ChatRWD on a dedicated methods portal. Include study design protocols, confounding adjustment approaches, sensitivity analysis templates, and data quality metrics. | Q1-Q2 (March-August) | One-time launch; ongoing updates | Methodology transparency is the single most effective way to build academic trust; it also addresses the "black box" concern raised by regulators and pharma evaluators |
| Academic conference poster program | Conference | Support 5-10 academic researchers using Atropos platforms to present poster presentations at ISPE, ICPE, DIA, and specialty medical conferences throughout the year. Provide data access and co-authorship support. | Q2-Q4 | 5-10 posters across multiple conferences | Academic posters at specialty conferences reach the clinical and methodological communities that validate RWE approaches; each poster is an independent endorsement |
Healthcare Investors and Strategic Acquirers
Primary message to deliver: Atropos is building the trust standard for AI evidence in healthcare -- a category-defining position that creates durable competitive advantage and multiple high-value exit pathways.
Priority channels: Investor conferences, board-mediated outreach, analyst briefings, strategic meetings
| Tactic | Channel | Description | Timing | Est. Frequency | Why This Tactic |
|---|---|---|---|---|---|
| Health Evolution Summit presentation | Conference | Secure speaking or panel slot at Health Evolution Summit (June 2026). Position Brigham Hyde on panel about AI evidence standards. Target audience: healthcare investors, health system CEOs, pharma strategy leaders. | Q2 (June) | One-time | Health Evolution Summit is the premier healthcare strategy conference; the audience is exactly the investor and strategic acquirer target |
| Gartner/Forrester analyst briefing campaign | Analyst relations | Conduct formal analyst briefings with Gartner (Healthcare & Life Sciences team), Forrester (Healthcare Technology team), and IDC (Health Insights) to secure inclusion in formal market position reports. Prepare 30-minute briefing deck with competitive positioning, customer metrics, and methodology differentiation. | Q1-Q2 (March-August) | 3-5 briefings | Formal analyst coverage is a prerequisite for enterprise procurement; most pharma and health system buying committees require Gartner/Forrester validation before vendor evaluation |
| Quarterly investor update with trust metrics | Direct communication | Develop quarterly investor updates that include trust-standard metrics alongside financial metrics: peer-reviewed publications count, regulatory engagements, case studies published, academic program enrollment, sales cycle compression data. | Q1-Q4 | Quarterly | Traditional startup updates focus on ARR and pipeline; adding trust-standard metrics trains the investor base to evaluate Atropos on its differentiated axis and sets up the Series C narrative |
| JP Morgan Healthcare Conference preparation | Conference prep | Begin preparation for JP Morgan Healthcare Conference (January 2027) as the platform for Series C narrative. Develop comprehensive investor materials anchored in trust-standard positioning with 9 months of proof points. | Q3-Q4 (September-February) | One-time | JPMHC is the most important healthcare investor event; a well-prepared presentation at JPMHC with documented trust-standard proof can accelerate Series C timeline by 3-6 months |
| Strategic acquirer relationship development | Direct engagement | Through board members and existing investor relationships, initiate strategic dialogue with 3-5 potential acquirers (Cencora, McKesson, Epic, Oracle, Merck) focused on partnership and co-development, not M&A. Build relationships that create optionality. | Q2-Q4 | Ongoing | Strategic acquirer relationships should be developed 12-18 months before any transaction; early relationship building ensures Atropos has leverage and optionality when the market consolidation wave reaches its stage |
Potential Engineering and Data Science Hires
Primary message to deliver: At Atropos, you are building the technology that defines what trustworthy AI means in healthcare -- your work will directly impact how millions of clinical decisions are made.
Priority channels: Engineering blog, technical conferences, targeted recruiting, social media
| Tactic | Channel | Description | Timing | Est. Frequency | Why This Tactic |
|---|---|---|---|---|---|
| Atropos Engineering Blog launch | Owned content | Launch an engineering blog featuring deep technical posts on Temporal Query Language architecture, federated AI computation, healthcare LLM training methodology, and S.C.O.R.E. framework implementation. Target 2 posts per month authored by engineering team. | Q1-Q2 (March-August launch) | 2x/month | An engineering blog is the primary credibility signal for senior engineering candidates; technical depth demonstrates that Atropos is building genuinely novel technology |
| NeurIPS Health / ML4H workshop participation | Conference | Present technical work at NeurIPS Health track or ML4H workshop (December 2026). Vladimir Polony or senior ML engineer as presenter. Focus on federated AI evidence generation methodology. | Q3-Q4 (September-December) | One-time | NeurIPS Health/ML4H reaches the exact senior healthcare ML talent pool Atropos needs; a technical presentation at a top venue signals engineering quality |
| Competitor talent targeted outreach | Recruiting | Develop targeted recruiting campaigns for experienced healthcare data professionals at Tempus (Glassdoor 2.9), Datavant (2.9), Verana Health (2.7), HealthVerity (3.1), and Flatiron (3.2). Messaging: "Build the standard, not just the product." | Q1-Q4 | Ongoing | The sector-wide sentiment crisis creates a large passive candidate pool; targeted messaging to employees at low-rated competitors can yield experienced hires at below-market cost |
| Stanford-adjacent recruiting partnerships | Recruiting | Establish recruiting relationships with Stanford Biomedical Data Science, Stanford CS, and Stanford Medical Informatics programs. Offer research internships, guest lectures, and project collaborations that convert to full-time hires. | Q1-Q2 (March-August) | Ongoing | Stanford adjacency is a unique recruiting asset; no competitor can match Atropos's access to Stanford's healthcare AI talent pipeline |
| Team culture visibility campaign | Social media + owned content | Feature team member spotlights, day-in-the-life content, and behind-the-scenes technical content on LinkedIn and the engineering blog. Target: make the human side of Atropos visible to prospective candidates. | Q2-Q4 | 2-3x/month | Cultural visibility is the top factor in candidate decision-making after compensation; making the team visible humanizes the company and counteracts the "unknown startup" perception |
Integrated Tactical Calendar
Quarter 1: March - May 2026
Theme: Foundation -- Build the trust proof infrastructure
| Week/Month | Audience | Tactic | Channel | Deliverable | Owner/Notes |
|---|---|---|---|---|---|
| March | Health System CMOs | HIMSS 2026 co-presentation with Stanford | Conference | Presentation: "Point-of-Care Evidence at Stanford" | Brigham Hyde + Stanford clinical partner |
| March | Academic Researchers | Academic Research Program design | Internal | Program framework, application process, academic review committee | Nigam Shah lead |
| March | Engineering Hires | Engineering blog launch | Owned content | First 2 technical blog posts (TQL architecture, federated AI) | Vladimir Polony + engineering team |
| April | Pharma R&D | Novartis case study development begins | Owned content + earned media | Case study draft; Novartis approval process initiated | Neil Sanghavi + Novartis team |
| April | FDA/Regulatory | S.C.O.R.E. framework white paper drafting | Regulatory engagement | White paper outline; co-author recruitment | Nigam Shah lead |
| April | Investors | Gartner analyst briefing #1 | Analyst relations | Briefing deck; 30-minute Gartner session | Brigham Hyde + marketing |
| May | Pharma R&D | ISPOR US 2026 presentation | Conference | Poster/podium: ChatRWD methodology validation | Saurabh Gombar |
| May | Health System CMOs | Valtruis warm introduction program launch | Direct outreach | First 5 target health system executive introductions | Neil Sanghavi + Mike Spadafore |
| May | All audiences | LinkedIn thought leadership cadence established | Social media | Weekly leadership posts; content calendar for Q2-Q4 | Leadership team (2-3 posts/week) |
Quarter 2: June - August 2026
Theme: Activation -- Deploy trust proof into market conversations
| Week/Month | Audience | Tactic | Channel | Deliverable | Owner/Notes |
|---|---|---|---|---|---|
| June | Pharma R&D | DIA Annual Meeting keynote/workshop | Conference | Presentation: "AI Evidence Standards for Regulatory Submissions" | Saurabh Gombar or Nigam Shah |
| June | Investors | Health Evolution Summit presentation | Conference | Panel: AI evidence standards; investor-facing materials | Brigham Hyde |
| June | Health System CMOs | Becker's Healthcare event participation | Conference | Panel on value-based care evidence infrastructure | Neil Sanghavi |
| June | Health System CMOs | Evidence Agent pilot program launch | Direct engagement | First 2-3 pilot deployments; 90-day ROI measurement framework | Product team + Neil Sanghavi |
| July | Academic Researchers | Academic Research Program public launch | Owned program | Program announcement; first 5-8 academic group enrollments | Nigam Shah + marketing |
| July | Pharma R&D | Novartis case study published | Earned media + owned content | Published in pharma trade media; hosted on website | Marketing + Novartis comms |
| July | Investors | Forrester analyst briefing | Analyst relations | 30-minute Forrester briefing; follow-up materials | Brigham Hyde + marketing |
| August | FDA/Regulatory | S.C.O.R.E. framework white paper submitted | Regulatory engagement | Submitted to FDA Advancing RWE Program docket | Nigam Shah |
| August | Academic Researchers | First ChatRWD validation study submitted | Peer-reviewed publication | Study submitted to JAMA or NEJM | Nigam Shah + academic collaborators |
| August | Health System CMOs | Health system case study #2 published | Owned content | Detailed case study with Emory Healthcare or new system | Marketing + customer success |
Quarter 3: September - November 2026
Theme: Amplification -- Scale trust proof across all audiences
| Week/Month | Audience | Tactic | Channel | Deliverable | Owner/Notes |
|---|---|---|---|---|---|
| September | All audiences | Mid-year trust metrics review | Internal + investor comms | Report: publications submitted, regulatory engagements, case studies, pipeline growth, sales cycle data | Leadership team |
| September | Engineering Hires | NeurIPS Health abstract submission | Conference | Technical abstract on federated AI evidence methodology | Vladimir Polony + ML team |
| September | Health System CMOs | Evidence Agent pilot results documentation | Owned content | Interim ROI results from first pilot cohort | Product team + customer success |
| October | Health System CMOs | Becker's Health IT Forum participation | Conference | Panel or presentation on Evidence Agent deployment | Neil Sanghavi |
| October | Pharma R&D | Pharma executive roundtable #2 | Direct engagement | Virtual roundtable; 12-15 executives; advisory board guest speakers | Saurabh Gombar + advisory board |
| October | Academic Researchers | Open methodology documentation published | Owned content | Methods portal live with GENEVA OS and ChatRWD documentation | Engineering + data science team |
| November | Academic Researchers | AMIA Annual Symposium presentation | Conference | Workshop: "AI-Generated Observational Research" | Nigam Shah |
| November | Pharma R&D | ISPOR Europe presentation | Conference | Poster/podium: Updated ChatRWD validation results | Saurabh Gombar |
| November | All audiences | Network demographic transparency report | Owned content | Published demographic composition of Atropos Evidence Network | Data science team; strategic initiative addressing blind spot |
Quarter 4: December 2026 - February 2027
Theme: Conversion -- Transform trust proof into commercial and fundraising outcomes
| Week/Month | Audience | Tactic | Channel | Deliverable | Owner/Notes |
|---|---|---|---|---|---|
| December | Engineering Hires | NeurIPS Health/ML4H presentation | Conference | Technical presentation on healthcare AI methodology | Vladimir Polony or senior ML engineer |
| December | All audiences | Year-end trust metrics report | Internal + investor comms | Full 12-month report: publications, citations, regulatory milestones, case studies, revenue metrics, pipeline | Leadership team |
| December | Pharma R&D | Pharma executive roundtable #3 | Direct engagement | Annual review session; 2027 preview; customer expansion discussions | Neil Sanghavi + Brigham Hyde |
| January | Investors | JP Morgan Healthcare Conference | Conference | Investor presentation anchored in trust-standard proof points and Series C narrative | Brigham Hyde + Sharath successor |
| January | All audiences | 2027 strategic communications plan development | Internal | Updated plan based on 12-month results and market evolution | Leadership team |
| February | Academic Researchers | Academic Research Program Year 1 results | Owned program + publications | Summary of validation studies completed, submitted, published | Nigam Shah + academic committee |
| February | Health System CMOs | Evidence Agent pilot expansion decisions | Direct engagement | Convert successful pilots to annual contracts; expand to 10-15 total health systems | Neil Sanghavi + sales team |
| February | FDA/Regulatory | Regulatory engagement assessment | Internal | Evaluate S.C.O.R.E. framework reception, Coalition progress, regulatory science publications | Nigam Shah + regulatory affairs |
Channel Strategy Summary
| Channel | Audiences Served | Primary Purpose | Frequency | Key Metric |
|---|---|---|---|---|
| Industry conferences (DIA, ISPOR, HIMSS, Becker's, AMIA) | Pharma R&D, Health System CMOs, Academic Researchers, FDA/Regulatory | Establish trust-standard positioning through keynotes, workshops, and peer presentations | 8-12 events/year | Speaking slots secured; attendee engagement; post-event pipeline generation |
| Peer-reviewed publications | Pharma R&D, Academic Researchers, FDA/Regulatory | Generate independent trust proof through published validation studies | 5-10 submissions/year | Publications accepted; citations; journal impact factor |
| Owned content (blog, case studies, white papers, methods portal) | All audiences | Provide detailed trust evidence accessible at any stage of the decision journey | 4-6 case studies/year; 2 blog posts/month | Downloads; time-on-page; case study requests; methods portal visits |
| LinkedIn thought leadership | Pharma R&D, Health System CMOs, Investors, Engineering Hires | Maintain consistent trust-standard narrative between major events | 8-12 posts/month across leadership team | Engagement rate; follower growth; inbound inquiries attributed to social |
| Analyst relations (Gartner, Forrester, IDC) | Pharma R&D, Investors, Health System CMOs | Secure formal market position coverage that de-risks procurement | 3-5 briefings/year | Analyst report inclusion; inquiry volume; reference in customer RFPs |
| Regulatory engagement (FDA, Coalition for Health AI) | FDA/Regulatory, Pharma R&D | Influence AI evidence standards through framework submissions and advisory participation | Ongoing | FDA docket submissions; Coalition publications; regulatory science citations |
| Direct executive outreach (roundtables, warm introductions) | Pharma R&D, Health System CMOs, Investors | Build high-value relationships that cannot be achieved through broadcast channels | Quarterly roundtables; ongoing warm introductions | Meeting-to-pipeline conversion; roundtable NPS; repeat attendance |
| Engineering/technical content (blog, conferences, GitHub) | Engineering Hires | Demonstrate technical depth and mission-driven culture to prospective candidates | 2 blog posts/month; 2-3 conference presentations/year | Blog traffic from target talent segments; application volume from engineering content referrals |
Measurement Framework
Strategic KPIs
| KPI | Baseline | 6-Month Target | 12-Month Target | Data Source | Why This Metric |
|---|---|---|---|---|---|
| Peer-reviewed publications submitted/accepted | 0 | 3-5 submitted | 5-8 submitted; 2-3 accepted | Publication tracking; academic program reporting | Peer-reviewed publications are the foundational trust proof; they cascade to every other audience |
| Formal analyst report inclusion (Gartner/Forrester/IDC) | 0 | 1 analyst briefing completed | 1+ analyst reports including Atropos | Analyst relations tracking | Analyst coverage is a prerequisite for enterprise procurement evaluation |
| Health system customer count | ~2-3 (Stanford, Emory) | 5-6 | 8-12 | CRM; customer success | Health system growth validates the value-based care pillar and generates case study proof |
| Pharma customer pipeline value | Baseline TBD | +50% vs. baseline | +100% vs. baseline | CRM pipeline reporting | Pipeline growth demonstrates that trust-standard messaging is converting to commercial interest |
| Average enterprise sales cycle length | ~6-9 months (est.) | Baseline measurement | 10-15% reduction | CRM sales cycle tracking | Sales cycle compression is the clearest commercial proof that trust positioning is working |
| Annual Recurring Revenue (ARR) | ~$4.5M (2024) | $8-10M | $15-20M | Finance reporting | Revenue growth confirms that the trust-standard strategy translates to commercial outcomes |
Per-Audience Metrics
| Audience | Metric | Baseline | 12-Month Target | Data Source |
|---|---|---|---|---|
| Pharma R&D Decision-Makers | Conference presentations delivered | 1-2 | 6-8 | Event tracking |
| Pharma R&D Decision-Makers | Pharma customer pipeline meetings | Baseline TBD | 50+ qualified meetings | CRM |
| Health System CMOs | Evidence Agent pilot deployments | 1 (Stanford) | 5-8 active pilots | Product deployment tracking |
| Health System CMOs | Health system case studies published | 1 | 4-5 | Content management |
| FDA/Regulatory Stakeholders | FDA docket submissions/engagements | 0 | 3-5 | Regulatory affairs tracking |
| FDA/Regulatory Stakeholders | Coalition for Health AI contributions | Existing (Shah role) | 2+ published contributions citing Atropos methodology | Coalition publication tracking |
| Academic Researchers | Academic Research Program enrollees | 0 | 10-20 research groups | Program administration |
| Academic Researchers | Academic conference posters supported | 0 | 5-10 | Academic liaison tracking |
| Healthcare Investors | Analyst briefings completed | 0 | 3-5 | Analyst relations log |
| Healthcare Investors | Investor meeting quality (Series C pipeline) | Baseline TBD | 5-8 qualified Series C conversations | Investor relations tracking |
| Engineering Hires | Engineering blog monthly unique visitors | 0 | 5,000+ | Web analytics |
| Engineering Hires | Senior hire conversion from target competitors | 0 | 3-5 hires from top-tier competitors | HR tracking |
Channel Metrics
| Channel | Metric | Baseline | 12-Month Target | Data Source |
|---|---|---|---|---|
| Industry conferences | Speaking slots + attendance impact | 1-2 events/year | 8-12 events; 200+ qualified contacts | Event tracking; CRM lead attribution |
| Peer-reviewed publications | Submissions + acceptances + citations | 0 | 5-8 submitted; 2-3 accepted; 10+ citations | Publication tracking; Google Scholar |
| Owned content | Case study downloads + methods portal engagement | Baseline TBD | 500+ case study downloads; 2,000+ methods portal visits | Web analytics |
| Engagement rate + follower growth + attributed inquiries | Baseline TBD | 3%+ engagement rate; 5,000+ follower growth; 20+ attributed inquiries | LinkedIn analytics; CRM attribution | |
| Analyst relations | Report inclusions + inquiry volume | 0 | 1+ report inclusion; 10+ analyst inquiries | Analyst relations tracking |
| Direct outreach | Meeting conversion + roundtable attendance | Baseline TBD | 60%+ meeting acceptance; 80%+ roundtable NPS | CRM; event feedback |
Measurement Cadence
- Weekly: Social media engagement metrics; engineering blog traffic; recruiting pipeline status; content production tracking
- Monthly: Pipeline generation and progression; website traffic and content engagement; media mentions and share of voice; event preparation milestones; publication status updates
- Quarterly: Strategic KPI review (ARR, customer count, sales cycle, pipeline); audience perception assessment; competitive intelligence update; channel ROI analysis; tactical plan adjustment based on results; trust metrics report (publications, analyst coverage, regulatory engagements, case studies)
- Annual: Comprehensive strategy effectiveness review; audience perception shift measurement; competitive positioning reassessment; 12-month forward plan development; Series C readiness evaluation
Primary Research Recommendations
| Study | Purpose | Methodology | Timing | Estimated Scope |
|---|---|---|---|---|
| Pharma decision-maker perception survey | Measure baseline and track shift in perception of Atropos vs. competitors on trust, speed, rigor, and regulatory acceptance dimensions | Online survey + 10 qualitative interviews with pharma medical affairs VPs | Q1 (baseline) and Q4 (follow-up) | N=150 pharma medical affairs professionals; focus on top-100 pharma companies |
| Health system CMO evidence needs assessment | Understand specific evidence requirements for value-based care decisions and identify highest-value use cases for Evidence Agent | Semi-structured interviews + online survey | Q1-Q2 | 25 qualitative interviews + N=100 survey responses; target mid-to-large health systems |
| Employee brand perception study | Assess Atropos employer brand awareness and perception among target engineering talent at competitor organizations | Anonymous online survey distributed through healthcare data science professional networks | Q2 | N=200 healthcare data professionals; segmented by current employer, seniority, and job satisfaction |
| Network demographic composition audit | Publish the first comprehensive demographic analysis of the Atropos Evidence Network patient population (race, ethnicity, geography, socioeconomic proxy, age, gender) | Internal data analysis with external validation review | Q2-Q3 | Full 300M+ record network analysis; benchmarked against U.S. Census and CMS demographic data |
| Competitive messaging effectiveness test | Test trust-standard messaging versus competitor messaging approaches (speed-first, scale-first, methodology-first) among target audiences | Message testing survey with randomized exposure groups | Q3 | N=200 across pharma R&D, health system CMO, and academic researcher audiences |