Technological innovation can help life sciences leaders gain greater control over their revenue processes. According to the 2026 State of Revenue Report, 75% of life sciences companies use two or more solutions to manage their revenue. Purpose-built commercial software is the most commonly used solution at 73%, followed closely by custom and in-house applications at 68%.
Embracing automation is one way that revenue leaders are improving the efficiency of their revenue management programs. Nearly all companies (99%) have introduced some level of automation into compliance reporting with government programs, and 96% have at least somewhat automated their contract compliance with commercial providers. However, companies with fully automated compliance — in which no manual intervention is required — are far less common. Only 16% have fully automated compliance with government programs, and 12% have done the same with commercial contracts.
Revenue programs could be improved
When asked if their revenue programs have room for improvement, 100% of medtech companies and 96% of pharma companies said “yes.” Nearly two-thirds of all life sciences leaders agree that data analytics is the area that offers the greatest opportunity.
The majority of leaders (97%) believe that they could make better business decisions if they had access to just-in-time data and analytics for revenue management. Yet, only 1% have real-time visibility into rebate, discount, and distribution fee data. These findings clearly highlight that improving data analytics capabilities is an area where leaders should focus future technological investments.
The role of artificial intelligence in revenue optimization
In 2026, it would be remiss not to ask how life sciences leaders are using AI to help them manage revenue. Turns out AI is practically ubiquitous in revenue management: 97% of life sciences companies currently use it, and adoption is expected to reach 99.5% in just 2 years.
Last year, leaders saw the biggest opportunities in using AI for process automation (42%), deal analytics and insights (40%), and quantitative revenue forecasting (40%). After just one year, leaders see even greater potential in applying AI to almost all aspects of revenue management. But two areas saw double-digit increases: deal analytics and insights (65%) and process automation (56%).
As with all business users of AI, measuring the value delivered by this disruptive technology is proving somewhat difficult. Seventy percent of leaders believe AI’s value in revenue management is high or very high. This result fractures a bit when looking at job level: At 85%, C-level executives are much more bullish on AI’s impact than vice presidents (69%) and directors (64%).
Get the full story
Read the 2026 State of Revenue Report for more in-depth findings on how life sciences leaders are embracing opportunities and overcoming challenges in modern revenue optimization and compliance.
