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Generated Oct 22, 2026
  1. Programmable
  2. Playbooks
  3. Flatiron Health
Flatiron Health logo

growth playbook · Oct 22, 2026

flatiron.com (opens in a new tab)

Flatiron Health growth playbook

Diagnosis

Flatiron is shipping fast: a 17-biomarker NSCLC model, breast and NSCLC data in the UK, Germany and Japan, a million-patient breast dataset and international Telescope, all between August and October 2026.

Its hiring shows where it wants that to land: a product marketer for real-world evidence go-to-market, a communications lead for conferences and researcher advocacy, partnership sellers to grow inside existing biopharma accounts, a point of care associate for smaller practices and urology, revenue operations, and a Japan communications lead.

The website has not kept up: launches live only as press releases, there is no page per dataset, headline numbers disagree between pages, and the Japan site has 11 pages. This playbook starts with dataset pages, consistent numbers, correct routing, a research digest and the Telescope update, then builds account-level selling, conference campaigns, specialty and Japanese pages, and bigger bets on self-serve Telescope, a community oncology report and FORUM.

Growth Score

7/10

Biggest Opportunity

Turn each dataset launch into a permanent page that buyers, search engines and AI assistants find by indication, and connect those visits to the partnership team.

Biggest Risk

ConcertAI, Tempus, Ontada and IQVIA compete for the same biopharma budgets; if Flatiron's launches stay in press releases and its numbers disagree, rivals with clearer product pages win the first comparison.

01

Start here

The three moves to make first. Each one is written up in full below.

  1. 1

    Give each Panoramic dataset its own page: four launches in seven weeks live only as press releases

    Draft the Breast Cancer Panoramic page from the October 1 press release numbers.

    High impact First result in 1 month
  2. 2

    One set of headline numbers on every page: 5M or 6M, 1,600 or 2,100 sites, 22 or 25 cancer types

    List every number on the 42 pages and the Japan site in one sheet.

    Medium impact First result in 2 weeks
  3. 3

    Send health system Telescope demo requests to the health systems team

    Change the two button links.

    Medium impact First result in 1 week

02

Your idea portfolio

22 ideas, grouped by when to run them. Open any idea for how to run it: the steps, who to approach, copy you can use, and how to measure it.

  • 7 ideas are marked Unexpected: plays you are unlikely to have tried.

Every idea placed by the effort it takes against the impact it could have. Quick wins sit top left; select a number to open that idea. The filters below narrow the list by status, timing, category and what Programmable can build.

Effort vs impactEach number is an idea. Select one to open it.
Impact →
Quick wins · 3Big bets · 10Fill-ins · 6Reconsider · 3
Effort →

Showing 22 of 22 ideas

This week 6

Quick wins with a clear first action.

  • 01

    Between August 25 and October 13 Flatiron added a 17-biomarker model to its 345,000-patient NSCLC dataset, launched breast and NSCLC Panoramic data in the UK, Germany and Japan, passed one million breast cancer patients and took Telescope international. Each of those lives only as a press release on the resources hub. flatiron.com has nine life sciences pages organised by buyer team and not one page for a cancer type or a named dataset; the only dataset page, /panoramic-data-video, is a heading and a video with no description. A biopharma lead searching "real-world data HER2-low breast cancer" or "NSCLC biomarker real-world data" has nowhere on flatiron.com to land, and the new product marketer, hired to take new offerings to market, has no page to send them to.

    High impactMedium effort First result in 1 month Associate

    First action

    Draft the Breast Cancer Panoramic page from the October 1 press release numbers.

    How to measure it

    Life sciences leads from dataset pages

    Now
    –
    Target
    40 a quarter
    By
    2 quarters

    Steps

    1. 1

      List the datasets

      Every Panoramic and core dataset with its latest public numbers and countries.

      Associate, Product Marketing (Real-World Evidence) 2 days

    2. 2

      Agree the template

      Counts, subgroups, biomarkers, endpoints, countries, publications, Telescope questions, call to action.

      Associate, Product Marketing (Real-World Evidence) 2 days

    3. 3

      Write breast and NSCLC first

      From the August, September and October releases.

      Associate, Product Marketing (Real-World Evidence) 1 week

    4. 4

      Scientific review

      Research Oncology checks every number and claim.

      Research Oncology 3 days

    5. 5

      Build in HubSpot

      Page template plus a hidden form field carrying the dataset name.

      Web and marketing operations lead 1 week

    6. 6

      Link the network

      Press releases, publication disease filters, buyer-team pages and the homepage.

      Web and marketing operations lead 2 days

    7. 7

      Add the rest

      Prostate and the six hematology datasets.

      Associate, Product Marketing (Real-World Evidence) 3 weeks

    8. 8

      Report

      Leads and pipeline by dataset page each month.

      Associate, Revenue Operations monthly

    First result
    1 month
    Cost
    Staff time only
    Owner
    Associate, Product Marketing (Real World Evidence)

    Smallest test

    Publish the breast cancer page and link it from the October 1 release.

    Why it works

    Build one evergreen page per Panoramic dataset (breast, NSCLC, prostate, the six hematology datasets) with the numbers already published: patient counts by subgroup (HR+, HER2-low, biomarker-tested), years covered, countries available, biomarkers and endpoints, three recent publications from the matching disease filter, three example questions to ask in Telescope, and a call to action that tells the Life Sciences Partnerships team which dataset the lead came from. Link each from its press release, the disease filter on the publications hub and the five buyer-team pages, and update the page, not just the newsroom, at every launch.

    Biopharma teams are organised by indication and search that way; a page per dataset turns each launch into a permanent search and AI-assistant answer, gives sellers one link per indication and shows which datasets bring in leads.

    Ready to use

    ChecklistDataset page launch list

    [ ] Patient count and subgroup counts with an "as of" date
[ ] Countries available (US, UK, Germany, Japan)
[ ] Biomarkers and specimen-level fields
[ ] Validated endpoints
[ ] Three recent publications from the disease filter
[ ] Three example Telescope questions
[ ] Form with the dataset name passed to Salesforce
[ ] Linked from the press release and buyer-team pages

    Risks and how to handle them

    • Numbers go stale after each launch

      Make the dataset page update part of every launch checklist.

    • Pages read as data sheets, not answers

      Lead each page with the research questions the dataset answers.

    Evidence

    • Press releaseAugust 25, 2026: the NSCLC Panoramic dataset gains a biomarker data model "spanning 17+ markers across 345,000+ patients", with specimen-level detail (collection date, test type, lab name) for EGFR, BRAF, KRAS, ALK, ROS1, RET, MET, HER2, NTRK and PD-L1, plus emerging markers such as KEAP1 and STK11.Source
    • Press releaseSeptember 29, 2026: Breast Cancer and NSCLC Panoramic datasets launch in the UK, Germany and Japan, following the first multinational Panoramic launch (prostate) in January 2026; Flatiron calls itself "the first and only company to deliver truly global real-world data in these key oncology indications"; the US breast and NSCLC Panoramic datasets "span nearly 1.5M patients".Source
    • Press releaseOctober 1, 2026: the Breast Cancer Panoramic dataset passes one million patients, "the largest rigorously curated breast cancer real-world dataset of its kind": 81K+ tracked from early to metastatic settings, 840K+ HR-positive, 167K+ HER2-positive and 455K+ HER2-low.Source
    • Press releaseOctober 13, 2026: Flatiron Telescope, the AI-powered oncology intelligence platform launched earlier in 2026, extends to UK, German and Japanese data across "more than six million patients"; the Chief Product Officer's goal is for Telescope "to be the single pane of glass for all patients across Flatiron's global network".Source
    • Your websiteflatiron.com sitemap (42 URLs, read October 21, 2026): the life sciences section is nine pages organised by buyer team (clinical development, HEOR & RWE, market access, regulatory, commercial) plus data, insights and Telescope. There is no page for any cancer type or named dataset; the only dataset page, /panoramic-data-video, carries one heading ("Flatiron's largest available real-world oncology datasets"), a video and no meta description. Every life sciences call to action goes to one form, /contact/real-world-evidence-solutions.Source
    • HiringAssociate, Product Marketing (Real-World Evidence), New York, posted September 22, 2026: "Drive growth and retention for our real-world evidence solutions"; "Execute marketing plans, positioning and go-to-market strategies for new offerings and product features"; "Conduct market and competitor research"; "Develop sales enablement and training resources that support clinically and scientifically complex sales conversations"; and own "core marketing systems to ensure materials are organized, up-to-date".Source
    • Your websiteThe resources hub (resources.flatiron.com, a HubSpot blog) lists 1,047 URLs in its sitemap, 523 of them publication summaries, and filters publications by nine disease areas (hematologic malignancies, bladder, breast, colorectal, gastric, esophageal, lung, ovarian, prostate). There is no newsletter or subscribe option on the homepage, the resources hub or the publications page; only RSS feeds.Source
  • 02

    The life sciences page carries one stats block saying 5M+ patient records and another saying 6M+; the health systems page shows 5M+ above a paragraph saying 6M+; tumor types are 22+ on one page and 25+ on another; sites of care are 1,600+ on the community practices page and 2,100+ in the Database Characterization Guide. Buyers who check numbers for a living, and AI assistants that quote them, see a company that disagrees with itself.

    Medium impactLow effort First result in 2 weeks Associate

    First action

    List every number on the 42 pages and the Japan site in one sheet.

    How to measure it

    Conflicting headline numbers

    Now
    –
    Target
    0
    By
    1 month

    Steps

    1. 1

      Inventory

      Every stat on flatiron.com and flatiron.co.jp.

      Associate, Product Marketing (Real-World Evidence) 1 day

    2. 2

      Approve

      One number per measure with a date.

      Research Oncology 2 days

    3. 3

      Build the module

      Shared HubSpot module for stats blocks.

      Web and marketing operations lead 3 days

    4. 4

      Replace

      All hard-coded stats.

      Web and marketing operations lead 2 days

    5. 5

      Translate

      Same numbers on the Japan site.

      Communications Manager, Japan 1 day

    6. 6

      Own it

      Update at every launch.

      Associate, Product Marketing (Real-World Evidence) ongoing

    First result
    2 weeks
    Cost
    $0
    Owner
    Associate, Product Marketing (Real World Evidence)

    Smallest test

    Fix the 5M+ block on the life sciences page today.

    Why it works

    Keep one approved numbers sheet (patients, practices, sites of care, tumor types, publications, citations, regulatory decisions, countries) with an "as of" date. Replace every hard-coded number with a shared HubSpot module that reads from it, and update it at each launch.

    Consistency is part of the credibility of a data company, and one module makes the next update a single change.

    Risks and how to handle them

    • Some numbers are scoped differently (US vs global)

      Label the scope next to each number.

    Evidence

    • Your websiteHeadline numbers differ between pages: the life sciences page carries one stats block with "5M+ patient records" and another with "6M+"; the health systems page shows "5M+ patient records" above a paragraph saying "6M+ patients and 22+ tumor types"; /2000publications says "25+ cancer types"; the community practices page says "220+ cancer centers with 1,600+ sites of care" while the Database Characterization Guide says "220+ practices" and "2,100+ unique sites of care".Source
    • Your websiteThe /2000publications page says "last updated January 2026" and "cited 12,000+ times"; in the page HTML that search engines and AI assistants read, the counters are replaced by the text "server render fail/waiting for island" (seen on two fetches on October 21, 2026).Source
    • Your websiteflatiron.co.jp (Japan) has 11 URLs: a homepage, one life sciences page whose team links go to the English flatiron.com pages, company, contact and legal pages. Neither the homepage nor the life sciences page mentions Telescope; Japanese news lives on resources.flatiron.co.jp. Its life sciences page says "600万人以上の患者記録" (6M+ patient records).Source
    • HiringAssociate, Product Marketing (Real-World Evidence), New York, posted September 22, 2026: "Drive growth and retention for our real-world evidence solutions"; "Execute marketing plans, positioning and go-to-market strategies for new offerings and product features"; "Conduct market and competitor research"; "Develop sales enablement and training resources that support clinically and scientifically complex sales conversations"; and own "core marketing systems to ensure materials are organized, up-to-date".Source
  • 03

    The health systems Telescope page is written for clinicians, researchers and health system leaders, but both its "Request a demo" and "Get started" buttons go to the life sciences contact form, so academic centers are asked to describe themselves as biopharma leads. The page also reads "Data for for hypothesis generation" and "c linical outcomes".

    Medium impactLow effort First result in 1 week Web and marketing operations…

    First action

    Change the two button links.

    How to measure it

    Correctly routed health system requests

    Now
    –
    Target
    100%
    By
    2 weeks

    Steps

    1. 1

      Fix links

      Both buttons to the health systems form.

      Web and marketing operations lead 1 hour

    2. 2

      Add interest field

      Telescope as a hidden value.

      Web and marketing operations lead 1 hour

    3. 3

      Fix typos

      Two list items.

      Web and marketing operations lead 15 minutes

    4. 4

      Audit calls to action

      All 42 pages by audience.

      Web and marketing operations lead 1 day

    5. 5

      Check routing

      Salesforce assignment for each form.

      Associate, Revenue Operations 1 day

    6. 6

      Report

      Requests by form and audience.

      Associate, Revenue Operations monthly

    First result
    1 week
    Cost
    $0
    Owner
    Web and marketing operations lead

    Smallest test

    Fix the links today and look at next week's requests.

    Why it works

    Point both buttons to the health systems partnerships form, pass "Telescope" as the interest, fix the two typos, and check every call to action on the 42 pages goes to the form for its audience.

    Leads routed to the right team on the first touch convert faster, and research leaders notice typos.

    Risks and how to handle them

    • Shared forms hide demand

      Keep audience as a required field.

    Evidence

    • Your websiteThe health systems Telescope page (/health-systems/flatiron-telescope) sends its "Request a demo" and "Get started" buttons to the life sciences form (/contact/real-world-evidence-solutions) rather than the health systems partnerships form, and its list reads "Data for for hypothesis generation" and "c linical outcomes".Source
    • Your websiteHealth systems page: research-ready data "spanning 6M+ patients", "no-code analytics tools, feasibility support, and expert training", benchmarking care across a network, and a quote from a clinical leader at an academic medical center: "Nothing can equal Flatiron data in terms of clinical depth and quality."Source
    • HiringAssociate, Revenue Operations (posted October 19, 2026): "make our GTM motion more data-driven, scalable, and easier for sellers to use"; "Implement and oversee sales pipeline management processes"; "Develop and maintain dashboards"; extra credit for "Sales Systems (including Salesforce, Clay, Looker)".Source
  • 04

    Telescope now covers UK, German and Japanese data, announced October 13, but the life sciences Telescope page still describes a US-only experience and never names the three countries. Visitors who come from the press release land on a page that does not repeat the news.

    Medium impactLow effort First result in 2 weeks Associate

    First action

    Write the three-paragraph global section.

    How to measure it

    Telescope demo requests

    Now
    –
    Target
    +20%
    By
    1 quarter

    Steps

    1. 1

      Write copy

      Countries, datasets, example questions.

      Associate, Product Marketing (Real-World Evidence) 2 days

    2. 2

      Screenshot

      One cross-country cohort.

      Telescope product team 1 day

    3. 3

      Publish

      Life sciences and health systems pages.

      Web and marketing operations lead 1 day

    4. 4

      Japanese version

      On flatiron.co.jp.

      Communications Manager, Japan 1 week

    5. 5

      Enable sellers

      One slide in the Telescope deck.

      Associate, Product Marketing (Real-World Evidence) 1 day

    6. 6

      Measure

      Demo requests before and after.

      Associate, Revenue Operations monthly

    First result
    2 weeks
    Cost
    Staff time only
    Owner
    Associate, Product Marketing (Real World Evidence)

    Smallest test

    Add one sentence and the four flags this week.

    Why it works

    Add a "Global data" section: the four countries, the datasets available in each, a screenshot of a cross-country cohort, and example questions such as comparing first-line NSCLC treatment in Germany and the US. Add the same section to the Japan site in Japanese.

    Product pages, not press releases, are what buyers and AI assistants return to; the page should say what the product does today.

    Risks and how to handle them

    • Country coverage differs by dataset

      Show a small table rather than one claim.

    Evidence

    • Press releaseOctober 13, 2026: Flatiron Telescope, the AI-powered oncology intelligence platform launched earlier in 2026, extends to UK, German and Japanese data across "more than six million patients"; the Chief Product Officer's goal is for Telescope "to be the single pane of glass for all patients across Flatiron's global network".Source
    • Your websiteThe Telescope page for life sciences (/real-world-evidence/ai-powered-intelligence-platform) offers "Request a demo" and a quality whitepaper on page.flatiron.com, describes natural-language cohort building with "patient counts and attrition in real time", and does not mention the UK, Germany or Japan.Source
    • Press releaseSeptember 29, 2026: Breast Cancer and NSCLC Panoramic datasets launch in the UK, Germany and Japan, following the first multinational Panoramic launch (prostate) in January 2026; Flatiron calls itself "the first and only company to deliver truly global real-world data in these key oncology indications"; the US breast and NSCLC Panoramic datasets "span nearly 1.5M patients".Source
    • Your websiteflatiron.co.jp (Japan) has 11 URLs: a homepage, one life sciences page whose team links go to the English flatiron.com pages, company, contact and legal pages. Neither the homepage nor the life sciences page mentions Telescope; Japanese news lives on resources.flatiron.co.jp. Its life sciences page says "600万人以上の患者記録" (6M+ patient records).Source
  • 05

    Flatiron publishes several summaries a month on the resources hub and filters them by nine disease areas, but there is no newsletter or subscribe option anywhere on the homepage, the resources hub or the publications page, only RSS. Researchers and HEOR teams who read one summary have no way to hear about the next one in their indication.

    High impactLow effort First result in 1 month Manager

    First action

    Add a subscribe box to the publications page.

    How to measure it

    Digest subscribers

    Now
    –
    Target
    3,000
    By
    2 quarters

    Steps

    1. 1

      Set up lists

      Disease area and audience preferences in HubSpot.

      Web and marketing operations lead 2 days

    2. 2

      Add forms

      Resources hub, publications and dataset pages.

      Web and marketing operations lead 2 days

    3. 3

      Template

      New publications, one dataset, one event.

      Manager, External & Scientific Communications 3 days

    4. 4

      First issue

      Send to existing contacts with consent.

      Manager, External & Scientific Communications 1 week

    5. 5

      Score

      Engagement fed to Salesforce.

      Associate, Revenue Operations 1 week

    6. 6

      Review

      Opens by disease area.

      Manager, External & Scientific Communications monthly

    First result
    1 month
    Cost
    Staff time only
    Owner
    Manager, External & Scientific Communications

    Smallest test

    Send one issue on lung cancer to 200 contacts.

    Why it works

    Add a subscribe form to the resources hub and every publication page, let readers pick disease areas and audience (life sciences, community practice, health system), and send a monthly HubSpot digest of new publications, datasets and events for their choices. Score opens and clicks for the Life Sciences Partnerships team.

    A digest turns one-off readers into an owned audience, and choices by indication tell sellers what each account researches.

    Risks and how to handle them

    • Consent rules differ by country

      Use double opt-in for UK, German and Japanese subscribers.

    Evidence

    • Your websiteThe resources hub (resources.flatiron.com, a HubSpot blog) lists 1,047 URLs in its sitemap, 523 of them publication summaries, and filters publications by nine disease areas (hematologic malignancies, bladder, breast, colorectal, gastric, esophageal, lung, ovarian, prostate). There is no newsletter or subscribe option on the homepage, the resources hub or the publications page; only RSS feeds.Source
    • HiringManager, External & Scientific Communications (posted September 1, 2026): own "Flatiron's external narrative"; "conference campaigns ('curtain raisers') and social promotion plans for tier-1 research conferences (ASCO, ESMO, ISPOR, etc.)"; "social content for executives and subject matter experts"; "employee advocacy programs that amplify Flatiron's voice through trusted internal researchers"; publish in Sprinklr; "maintain strong share of voice"; secure "earned media coverage in tier-1 publications".Source
    • Your websiteHomepage: "Oncology, answered."; three paths (For Life Sciences, For Community Practices, For Health Systems); "Flatiron real-world data has informed 2,000+ publications"; the latest publications and press; events listed on events.flatiron.com (ESMO Congress 2026, AACI/CCAF Annual Meeting, IMPACCT Real-World Evidence Summit); one "Contact us" button.Source
    • HiringManager, Life Sciences Partnerships (posted September 16, 2026) and Associate, Life Sciences Partnerships (posted October 12, 2026): "Grow revenue at our existing biopharma partners by building upon new and existing relationships, proactively pitching solutions"; "Become a subject matter expert on our biopharma partners portfolio and research priorities"; act "as the voice of the customer". Flatiron has "active partnerships with the top 25 oncology biopharma companies and many biotechs".Source
  • 06

    The /2000publications page is linked from the homepage as proof of impact, but in the HTML that search engines and AI assistants read, the counters are replaced by "server render fail/waiting for island". The page also says "last updated January 2026".

    Medium impactLow effort First result in 2 weeks Web and marketing operations…

    First action

    View the page source and replace the island with static numbers.

    How to measure it

    Impressions for publication queries

    Now
    –
    Target
    +30%
    By
    1 quarter

    Steps

    1. 1

      Check rendering

      Fetch as Google in Search Console.

      Web and marketing operations lead 1 hour

    2. 2

      Static fallback

      Numbers in the HTML.

      Web and marketing operations lead 1 day

    3. 3

      Update totals

      Current publication and citation counts.

      Research Oncology 1 day

    4. 4

      Write description

      Numbers in the snippet.

      Associate, Product Marketing (Real-World Evidence) 1 hour

    5. 5

      Check other islands

      Any page with live counters.

      Web and marketing operations lead 1 day

    6. 6

      Measure

      Search Console impressions.

      Web and marketing operations lead monthly

    First result
    2 weeks
    Cost
    $0
    Owner
    Web and marketing operations lead

    Smallest test

    Replace one counter with static text and re-test.

    Why it works

    Render the counters as plain text in the page (with the animation layered on top), add a meta description that states the numbers, and update the totals and date. Add the page to the stats module from idea 2.

    The proof page should carry its proof in text that machines can read.

    Risks and how to handle them

    • Animation breaks

      Keep the animation; add text underneath.

    Evidence

    • Your websiteThe /2000publications page says "last updated January 2026" and "cited 12,000+ times"; in the page HTML that search engines and AI assistants read, the counters are replaced by the text "server render fail/waiting for island" (seen on two fetches on October 21, 2026).Source
    • Your websiteHomepage: "Oncology, answered."; three paths (For Life Sciences, For Community Practices, For Health Systems); "Flatiron real-world data has informed 2,000+ publications"; the latest publications and press; events listed on events.flatiron.com (ESMO Congress 2026, AACI/CCAF Annual Meeting, IMPACCT Real-World Evidence Summit); one "Contact us" button.Source
    • Your websiteHeadline numbers differ between pages: the life sciences page carries one stats block with "5M+ patient records" and another with "6M+"; the health systems page shows "5M+ patient records" above a paragraph saying "6M+ patients and 22+ tumor types"; /2000publications says "25+ cancer types"; the community practices page says "220+ cancer centers with 1,600+ sites of care" while the Database Characterization Guide says "220+ practices" and "2,100+ unique sites of care".Source

This quarter 10

The core plays for the next three months.

  • 07

    Flatiron already partners with the top 25 oncology biopharma companies, and the Life Sciences Partnerships hires are asked to grow revenue inside those accounts and become experts in each partner's portfolio. Every partner's pipeline is public in trial registries and investor decks, and Flatiron's new datasets map directly onto indications and biomarkers.

    High impactMedium effort First result in 1 quarter Manager

    First action

    Build the map for three partners.

    How to measure it

    Expansion proposals

    Now
    –
    Target
    30 a quarter
    By
    2 quarters

    Steps

    1. 1

      Pick accounts

      Three partners with active late-stage oncology pipelines.

      Manager, Life Sciences Partnerships 1 day

    2. 2

      List trials

      From public trial registries and investor materials.

      Associate, Life Sciences Partnerships 1 week

    3. 3

      Match datasets

      Indication and biomarker matches.

      Associate, Life Sciences Partnerships 1 week

    4. 4

      Write proposals

      One page per match.

      Manager, Life Sciences Partnerships 2 weeks

    5. 5

      Review with science

      Research Oncology checks feasibility.

      Research Oncology 1 week

    6. 6

      Track

      Proposals and wins in Salesforce.

      Associate, Revenue Operations monthly

    First result
    1 quarter
    Cost
    Staff time only
    Owner
    Manager, Life Sciences Partnerships

    Smallest test

    Map one partner and pitch two studies.

    Why it works

    For each partner, list late-stage trials by indication and biomarker, match them to Flatiron datasets (for example HER2-low breast or KRAS NSCLC), and prepare a one-page study proposal per match: external control arm, treatment patterns or international comparison. Review the list with the account lead each quarter.

    Proposals tied to a partner's own trial are easier to buy than general capability decks, and expansion inside existing accounts is the cheapest revenue.

    Risks and how to handle them

    • Partners already have the idea

      Lead with a feasibility count from Telescope they can verify.

    Evidence

    • HiringManager, Life Sciences Partnerships (posted September 16, 2026) and Associate, Life Sciences Partnerships (posted October 12, 2026): "Grow revenue at our existing biopharma partners by building upon new and existing relationships, proactively pitching solutions"; "Become a subject matter expert on our biopharma partners portfolio and research priorities"; act "as the voice of the customer". Flatiron has "active partnerships with the top 25 oncology biopharma companies and many biotechs".Source
    • Press releaseAugust 25, 2026: the NSCLC Panoramic dataset gains a biomarker data model "spanning 17+ markers across 345,000+ patients", with specimen-level detail (collection date, test type, lab name) for EGFR, BRAF, KRAS, ALK, ROS1, RET, MET, HER2, NTRK and PD-L1, plus emerging markers such as KEAP1 and STK11.Source
    • Press releaseOctober 1, 2026: the Breast Cancer Panoramic dataset passes one million patients, "the largest rigorously curated breast cancer real-world dataset of its kind": 81K+ tracked from early to metastatic settings, 840K+ HR-positive, 167K+ HER2-positive and 455K+ HER2-low.Source
    • Press releaseSeptember 29, 2026: Breast Cancer and NSCLC Panoramic datasets launch in the UK, Germany and Japan, following the first multinational Panoramic launch (prostate) in January 2026; Flatiron calls itself "the first and only company to deliver truly global real-world data in these key oncology indications"; the US breast and NSCLC Panoramic datasets "span nearly 1.5M patients".Source
    • Press releaseOctober 29, 2025: six new hematology Panoramic datasets (five B-cell lymphomas and multiple myeloma) drawn from "over 505,000 relevant longitudinal patient records", validated with Flatiron's VALID data quality framework.Source
  • 08

    Telescope shows patient counts and attrition in real time as criteria change, and Flatiron already suppresses small cohorts (5 or fewer patients are shown as 5 or fewer). Today a buyer must request a demo before seeing whether their population is large enough.

    High impactMedium effort First result in 1 quarter Associate

    First action

    Agree the rounding bands with the privacy team.

    How to measure it

    Requests with criteria attached

    Now
    –
    Target
    50 a quarter
    By
    2 quarters

    Steps

    1. 1

      Privacy rules

      Rounding and minimum sizes.

      Privacy and compliance 2 weeks

    2. 2

      Pick criteria

      Three fields per dataset.

      Associate, Product Marketing (Real-World Evidence) 1 week

    3. 3

      Build

      Precomputed counts, no live queries.

      Telescope product team 1 month

    4. 4

      Gate the full view

      Email for the attrition chart.

      Web and marketing operations lead 1 week

    5. 5

      Route

      Criteria into Salesforce.

      Associate, Revenue Operations 1 week

    6. 6

      Measure

      Conversion to demos.

      Associate, Revenue Operations monthly

    First result
    1 quarter
    Cost
    Engineering time
    Owner
    Associate, Product Marketing (Real World Evidence)

    Smallest test

    Show static count bands for three breast subtypes.

    Why it works

    Add a limited preview to each dataset page: pick a subtype, line of therapy and country, and see a rounded patient count band (for example 10,000-25,000) with no patient-level data. Ask for an email to see the full Telescope attrition chart and route the request with the criteria attached.

    Feasibility is the first question in every study, and a rounded answer up front qualifies the lead and tells the seller what they want.

    Risks and how to handle them

    • Competitors read the counts

      Use wide bands; the depth stays behind the demo.

    Evidence

    • Your websiteThe Telescope page for life sciences (/real-world-evidence/ai-powered-intelligence-platform) offers "Request a demo" and a quality whitepaper on page.flatiron.com, describes natural-language cohort building with "patient counts and attrition in real time", and does not mention the UK, Germany or Japan.Source
    • Your websiteflatiron.com sitemap (42 URLs, read October 21, 2026): the life sciences section is nine pages organised by buyer team (clinical development, HEOR & RWE, market access, regulatory, commercial) plus data, insights and Telescope. There is no page for any cancer type or named dataset; the only dataset page, /panoramic-data-video, carries one heading ("Flatiron's largest available real-world oncology datasets"), a video and no meta description. Every life sciences call to action goes to one form, /contact/real-world-evidence-solutions.Source
    • Press releaseOctober 13, 2026: Flatiron Telescope, the AI-powered oncology intelligence platform launched earlier in 2026, extends to UK, German and Japanese data across "more than six million patients"; the Chief Product Officer's goal is for Telescope "to be the single pane of glass for all patients across Flatiron's global network".Source
    • HiringAssociate, Product Marketing (Real-World Evidence), New York, posted September 22, 2026: "Drive growth and retention for our real-world evidence solutions"; "Execute marketing plans, positioning and go-to-market strategies for new offerings and product features"; "Conduct market and competitor research"; "Develop sales enablement and training resources that support clinically and scientifically complex sales conversations"; and own "core marketing systems to ensure materials are organized, up-to-date".Source
  • 09

    The communications manager is hired to run curtain raisers for ASCO, ESMO and ISPOR and to keep share of voice. Flatiron already lists its events on events.flatiron.com and publishes research before each congress. The research outlives the congress; the campaigns usually do not.

    High impactMedium effort First result in 1 quarter Manager

    First action

    List last congress's abstracts by disease area.

    How to measure it

    Post-congress content views

    Now
    –
    Target
    10,000 per congress
    By
    2 quarters

    Steps

    1. 1

      Group abstracts

      By disease area.

      Manager, External & Scientific Communications 2 days

    2. 2

      Write summaries

      One per disease area.

      Associate, Product Marketing (Real-World Evidence) 1 week

    3. 3

      Record webinars

      Authors, 20 minutes.

      Manager, External & Scientific Communications 2 weeks

    4. 4

      Update dataset pages

      Latest evidence.

      Associate, Product Marketing (Real-World Evidence) 1 week

    5. 5

      Promote

      Digest, LinkedIn and employee advocacy.

      Manager, External & Scientific Communications 2 weeks

    6. 6

      Review

      Engagement by disease area.

      Manager, External & Scientific Communications quarterly

    First result
    1 quarter
    Cost
    Staff time only
    Owner
    Manager, External & Scientific Communications

    Smallest test

    Repackage one congress's lung cancer abstracts.

    Why it works

    After each congress, package every abstract by disease area into a post-congress summary, a short webinar with the authors and an update on the matching dataset page, then send it through the digest. Plan the next congress's abstracts from the questions asked at the booth.

    Repurposing abstracts extends each congress investment for months and feeds the dataset pages with fresh evidence.

    Risks and how to handle them

    • Embargo rules

      Publish only after each congress lifts its embargo.

    Evidence

    • HiringManager, External & Scientific Communications (posted September 1, 2026): own "Flatiron's external narrative"; "conference campaigns ('curtain raisers') and social promotion plans for tier-1 research conferences (ASCO, ESMO, ISPOR, etc.)"; "social content for executives and subject matter experts"; "employee advocacy programs that amplify Flatiron's voice through trusted internal researchers"; publish in Sprinklr; "maintain strong share of voice"; secure "earned media coverage in tier-1 publications".Source
    • Your websiteHomepage: "Oncology, answered."; three paths (For Life Sciences, For Community Practices, For Health Systems); "Flatiron real-world data has informed 2,000+ publications"; the latest publications and press; events listed on events.flatiron.com (ESMO Congress 2026, AACI/CCAF Annual Meeting, IMPACCT Real-World Evidence Summit); one "Contact us" button.Source
    • Your websiteThe resources hub (resources.flatiron.com, a HubSpot blog) lists 1,047 URLs in its sitemap, 523 of them publication summaries, and filters publications by nine disease areas (hematologic malignancies, bladder, breast, colorectal, gastric, esophageal, lung, ovarian, prostate). There is no newsletter or subscribe option on the homepage, the resources hub or the publications page; only RSS feeds.Source
    • Your websiteflatiron.com sitemap (42 URLs, read October 21, 2026): the life sciences section is nine pages organised by buyer team (clinical development, HEOR & RWE, market access, regulatory, commercial) plus data, insights and Telescope. There is no page for any cancer type or named dataset; the only dataset page, /panoramic-data-video, carries one heading ("Flatiron's largest available real-world oncology datasets"), a video and no meta description. Every life sciences call to action goes to one form, /contact/real-world-evidence-solutions.Source
  • 10

    The communications role is asked to build employee advocacy through "trusted internal researchers" and create content for executives and subject matter experts. Biopharma buyers follow named researchers more than company pages.

    High impactLow effort First result in 1 quarter Manager

    First action

    Ask ten researchers to join.

    How to measure it

    Monthly impressions from researcher posts

    Now
    –
    Target
    250,000
    By
    2 quarters

    Steps

    1. 1

      Recruit

      Ten volunteers.

      Manager, External & Scientific Communications 1 week

    2. 2

      Guidelines

      What can and cannot be shared.

      Legal 1 week

    3. 3

      Weekly kit

      Chart, takeaway, link.

      Manager, External & Scientific Communications weekly

    4. 4

      Coach

      Short sessions.

      Manager, External & Scientific Communications 2 weeks

    5. 5

      Track

      Reach and messages.

      Manager, External & Scientific Communications monthly

    6. 6

      Celebrate

      Share wins internally.

      Manager, External & Scientific Communications monthly

    First result
    1 quarter
    Cost
    Staff time only
    Owner
    Manager, External & Scientific Communications

    Smallest test

    Run the kit with three researchers for a month.

    Why it works

    Recruit ten researchers and leaders, give each a weekly kit (one chart from a new publication, a two-line takeaway, a link to the dataset page) in Sprinklr, and coach them to post in their own words. Track reach and inbound conversations.

    Researcher posts reach the scientists who influence data purchases, and they make each publication travel further.

    Risks and how to handle them

    • Posts feel scripted

      Give data, not copy; let each author write.

    Evidence

    • HiringManager, External & Scientific Communications (posted September 1, 2026): own "Flatiron's external narrative"; "conference campaigns ('curtain raisers') and social promotion plans for tier-1 research conferences (ASCO, ESMO, ISPOR, etc.)"; "social content for executives and subject matter experts"; "employee advocacy programs that amplify Flatiron's voice through trusted internal researchers"; publish in Sprinklr; "maintain strong share of voice"; secure "earned media coverage in tier-1 publications".Source
    • Your websiteThe resources hub (resources.flatiron.com, a HubSpot blog) lists 1,047 URLs in its sitemap, 523 of them publication summaries, and filters publications by nine disease areas (hematologic malignancies, bladder, breast, colorectal, gastric, esophageal, lung, ovarian, prostate). There is no newsletter or subscribe option on the homepage, the resources hub or the publications page; only RSS feeds.Source
    • Your websiteHomepage: "Oncology, answered."; three paths (For Life Sciences, For Community Practices, For Health Systems); "Flatiron real-world data has informed 2,000+ publications"; the latest publications and press; events listed on events.flatiron.com (ESMO Congress 2026, AACI/CCAF Annual Meeting, IMPACCT Real-World Evidence Summit); one "Contact us" button.Source
  • 11

    The Point of Care associate supports "multi-specialty/urology opportunities", and Flatiron has a urology customer conversation and a urology revenue cycle press release on the resources hub. But flatiron.com has no urology page: a urology group searching for an EHR finds an oncology page.

    High impactMedium effort First result in 1 quarter Point of Care Growth and Part…

    First action

    Write the page outline with the existing customer.

    How to measure it

    Urology demo requests

    Now
    –
    Target
    10 a quarter
    By
    2 quarters

    Steps

    1. 1

      Interview

      Existing urology customers.

      Point of Care Growth and Partnerships Associate 2 weeks

    2. 2

      Write page

      Workflows and proof.

      Associate, Product Marketing (Real-World Evidence) 2 weeks

    3. 3

      Build

      HubSpot page and form.

      Web and marketing operations lead 1 week

    4. 4

      Route

      To the point of care team.

      Associate, Revenue Operations 1 day

    5. 5

      Promote

      Urology associations and events.

      Point of Care Growth and Partnerships Associate 1 month

    6. 6

      Measure

      Demos and deals.

      Associate, Revenue Operations monthly

    First result
    1 quarter
    Cost
    Staff time only
    Owner
    Point of Care Growth and Partnerships Associate

    Smallest test

    Publish the page and email ten urology prospects.

    Why it works

    Build an "OncoEMR for urology" page with urology workflows (advanced prostate cancer, in-office drug administration, revenue cycle), the existing customer story, an integration list, and a demo form routed to the point of care team. Add the same pattern for other specialties as deals appear.

    Specialty buyers want to see their own workflows, and the page gives the new associate an inbound source as well as outbound.

    Risks and how to handle them

    • Small market

      Start with one page and grow only if demos follow.

    Evidence

    • HiringPoint of Care Growth and Partnerships Associate (posted July 24, 2026): "Independently own net-new OncoEMR sales opportunities for smaller community oncology practices"; support "multi-specialty/urology opportunities"; "Drive top-of-funnel pipeline growth by identifying and engaging new OncoEMR prospects, and by triaging inbound interest submissions"; build the "HC Sales Playbook"; first contact for inbound partner inquiries to the Flatiron Vendor Network.Source
    • Your websiteCommunity practices page: "5,000+ providers use OncoEMR"; OncoEMR, Flatiron Assist clinical decision support and the Flatiron Vendor Network; OncoEMR page promises specialty workflows ("Support your expanding specialties"). The sitemap has no urology page, although the resources hub has a customer conversation on "evolving OncoEMR for urology" and a press release on a urology group adopting Flatiron revenue cycle services.Source
    • Press releaseOctober 15, 2026: research with the Community Oncology Alliance covering "more than 240,000 patients across more than 200 community oncology practices" shows growth in advanced biomarker testing and novel therapy use; "More than half of all patients with cancer in the United States receive treatment in the independent community oncology settings."Source
  • 12

    The new associate will triage inbound interest and own smaller practice deals end to end. The point of care form asks practices to "fill out this form to get started" with no sense of what happens next.

    High impactLow effort First result in 1 month Point of Care Growth and Part…

    First action

    Add two fields to the point of care form.

    How to measure it

    Point of care inquiry-to-demo

    Now
    –
    Target
    +25%
    By
    1 quarter

    Steps

    1. 1

      Add fields

      Practice size, current EHR.

      Web and marketing operations lead 1 day

    2. 2

      Write next steps

      On the form and thank-you page.

      Associate, Product Marketing (Real-World Evidence) 1 day

    3. 3

      Route

      By size.

      Associate, Revenue Operations 2 days

    4. 4

      Set alerts

      One business day.

      Associate, Revenue Operations 1 day

    5. 5

      Call script

      In the HC Sales Playbook.

      Point of Care Growth and Partnerships Associate 1 week

    6. 6

      Track

      Speed and demos.

      Associate, Revenue Operations weekly

    First result
    1 month
    Cost
    $0
    Owner
    Point of Care Growth and Partnerships Associate

    Smallest test

    Measure current response time for a month.

    Why it works

    Add practice size and current EHR to the form, show a "what happens next" note (a call within one business day, a demo in week one), route small practices to the associate and large ones to the Director of Sales, and track time to first response in Salesforce.

    Fast, sized follow-up raises demo rates, and the fields give the associate what they need for the first call.

    Risks and how to handle them

    • Too many fields lower submissions

      Keep it to two new fields.

    Evidence

    • HiringPoint of Care Growth and Partnerships Associate (posted July 24, 2026): "Independently own net-new OncoEMR sales opportunities for smaller community oncology practices"; support "multi-specialty/urology opportunities"; "Drive top-of-funnel pipeline growth by identifying and engaging new OncoEMR prospects, and by triaging inbound interest submissions"; build the "HC Sales Playbook"; first contact for inbound partner inquiries to the Flatiron Vendor Network.Source
    • HiringAssociate, Revenue Operations (posted October 19, 2026): "make our GTM motion more data-driven, scalable, and easier for sellers to use"; "Implement and oversee sales pipeline management processes"; "Develop and maintain dashboards"; extra credit for "Sales Systems (including Salesforce, Clay, Looker)".Source
    • Your websiteCommunity practices page: "5,000+ providers use OncoEMR"; OncoEMR, Flatiron Assist clinical decision support and the Flatiron Vendor Network; OncoEMR page promises specialty workflows ("Support your expanding specialties"). The sitemap has no urology page, although the resources hub has a customer conversation on "evolving OncoEMR for urology" and a press release on a urology group adopting Flatiron revenue cycle services.Source
  • 13

    The Japan communications manager owns Flatiron's web presence in Japan, and Japan now has breast, NSCLC and prostate Panoramic data and Telescope access. flatiron.co.jp has 11 pages; its life sciences page sends every team link to the English site, and neither page mentions Telescope.

    High impactMedium effort First result in 1 quarter Communications Manager

    First action

    Translate the Telescope page first.

    How to measure it

    Inquiries from flatiron.co.jp

    Now
    –
    Target
    +50%
    By
    2 quarters

    Steps

    1. 1

      Plan pages

      Teams, datasets, Telescope.

      Communications Manager, Japan 1 week

    2. 2

      Translate and adapt

      Local examples and publications.

      Communications Manager, Japan 1 month

    3. 3

      Review

      Medical and regulatory wording.

      Medical Director 2 weeks

    4. 4

      Publish

      HubSpot with hreflang.

      Web and marketing operations lead 1 week

    5. 5

      Promote

      Japanese congresses and partners.

      Communications Manager, Japan ongoing

    6. 6

      Measure

      Inquiries and traffic.

      Communications Manager, Japan monthly

    First result
    1 quarter
    Cost
    Translation costs
    Owner
    Communications Manager, Japan

    Smallest test

    Publish a Japanese Telescope page.

    Why it works

    Publish Japanese versions of the team pages, the Japanese dataset pages and a Telescope page, with Japanese publications and a Japanese contact form. Add hreflang links between flatiron.com and flatiron.co.jp pages.

    Japanese pharma teams research in Japanese, and local pages support the partnership team's conversations with hospitals and agencies.

    Risks and how to handle them

    • Regulatory wording in Japan

      Review every page for promotional rules.

    Evidence

    • HiringCommunications Manager, Japan (Tokyo): "Own and drive Flatiron's marketing and communications strategy in Japan"; publish content "across owned channels (website, articles, blogs, webinars, social media...)" via HubSpot and "lead ongoing updates to Flatiron's web presence"; shape conference presence and "Flatiron-hosted events, roundtables, or briefings". A Strategic Partnerships Manager in Tokyo will "Scale oncology data partnership opportunities with cancer hospitals and government agencies in Japan".Source
    • Your websiteflatiron.co.jp (Japan) has 11 URLs: a homepage, one life sciences page whose team links go to the English flatiron.com pages, company, contact and legal pages. Neither the homepage nor the life sciences page mentions Telescope; Japanese news lives on resources.flatiron.co.jp. Its life sciences page says "600万人以上の患者記録" (6M+ patient records).Source
    • Press releaseSeptember 29, 2026: Breast Cancer and NSCLC Panoramic datasets launch in the UK, Germany and Japan, following the first multinational Panoramic launch (prostate) in January 2026; Flatiron calls itself "the first and only company to deliver truly global real-world data in these key oncology indications"; the US breast and NSCLC Panoramic datasets "span nearly 1.5M patients".Source
    • Press releaseOctober 13, 2026: Flatiron Telescope, the AI-powered oncology intelligence platform launched earlier in 2026, extends to UK, German and Japanese data across "more than six million patients"; the Chief Product Officer's goal is for Telescope "to be the single pane of glass for all patients across Flatiron's global network".Source
  • 14

    The product marketer is hired to build enablement for scientifically complex sales and to keep marketing materials organised and up to date. With four launches in seven weeks, sellers need one place for the latest numbers, slides and proof.

    Medium impactMedium effort First result in 1 quarter Associate

    First action

    List the ten most-used sales assets.

    How to measure it

    Weekly active sellers

    Now
    –
    Target
    80%
    By
    1 quarter

    Steps

    1. 1

      Inventory assets

      Current slides and sheets.

      Associate, Product Marketing (Real-World Evidence) 1 week

    2. 2

      Structure

      By dataset, study type and objection.

      Associate, Product Marketing (Real-World Evidence) 1 week

    3. 3

      Fill

      Owners and review dates.

      Associate, Product Marketing (Real-World Evidence) 1 month

    4. 4

      Link from Salesforce

      On each opportunity.

      Associate, Revenue Operations 1 week

    5. 5

      Train

      Life Sciences Partnerships team.

      Associate, Product Marketing (Real-World Evidence) 1 week

    6. 6

      Review

      Quarterly refresh.

      Associate, Product Marketing (Real-World Evidence) quarterly

    First result
    1 quarter
    Cost
    Staff time only
    Owner
    Associate, Product Marketing (Real World Evidence)

    Smallest test

    Build the hub for breast cancer only.

    Why it works

    Build one enablement hub: per dataset (numbers, biomarkers, countries, publications), per study type (external control, comparative effectiveness, HTA), and per competitor objection, with owners and review dates. Link it from Salesforce opportunities.

    Current, findable materials shorten sales cycles and keep claims consistent with the website.

    Risks and how to handle them

    • Hub goes stale

      Expire assets past their review date.

    Evidence

    • HiringAssociate, Product Marketing (Real-World Evidence), New York, posted September 22, 2026: "Drive growth and retention for our real-world evidence solutions"; "Execute marketing plans, positioning and go-to-market strategies for new offerings and product features"; "Conduct market and competitor research"; "Develop sales enablement and training resources that support clinically and scientifically complex sales conversations"; and own "core marketing systems to ensure materials are organized, up-to-date".Source
    • HiringManager, Life Sciences Partnerships (posted September 16, 2026) and Associate, Life Sciences Partnerships (posted October 12, 2026): "Grow revenue at our existing biopharma partners by building upon new and existing relationships, proactively pitching solutions"; "Become a subject matter expert on our biopharma partners portfolio and research priorities"; act "as the voice of the customer". Flatiron has "active partnerships with the top 25 oncology biopharma companies and many biotechs".Source
    • Your websiteHeadline numbers differ between pages: the life sciences page carries one stats block with "5M+ patient records" and another with "6M+"; the health systems page shows "5M+ patient records" above a paragraph saying "6M+ patients and 22+ tumor types"; /2000publications says "25+ cancer types"; the community practices page says "220+ cancer centers with 1,600+ sites of care" while the Database Characterization Guide says "220+ practices" and "2,100+ unique sites of care".Source
    • Competitor researchRivals' own homepages: ConcertAI "orchestrates clinical expertise, real-world data, and applied AI" for "oncology and other complex diseases"; Ontada offers "Oncology Insights & Real-World Data Solutions"; IQVIA sells data, technology and analytics across life sciences. Tempus also sells oncology real-world data with its genomic testing.Source
  • 15

    Revenue operations is hired to make the go-to-market motion data-driven with Salesforce, Clay and Looker. Today whitepaper downloads, event scans and publication reads sit in HubSpot while sellers work in Salesforce.

    High impactMedium effort First result in 1 quarter Associate

    First action

    Map which HubSpot events can be tied to accounts.

    How to measure it

    Opportunities opened after signals

    Now
    –
    Target
    25% of new pipeline
    By
    2 quarters

    Steps

    1. 1

      Map events

      HubSpot activities by account.

      Associate, Revenue Operations 1 week

    2. 2

      Sync

      To Salesforce.

      Associate, Revenue Operations 2 weeks

    3. 3

      Summary

      Weekly email per seller.

      Associate, Revenue Operations 2 weeks

    4. 4

      Dashboard

      In Looker.

      Associate, Revenue Operations 2 weeks

    5. 5

      Coach

      How to use the signal.

      Manager, Life Sciences Partnerships 1 week

    6. 6

      Measure

      Pipeline effect.

      Associate, Revenue Operations monthly

    First result
    1 quarter
    Cost
    Staff time only
    Owner
    Associate, Revenue Operations

    Smallest test

    Send one week's summary to three sellers.

    Why it works

    Push account-level signals (dataset page visits, whitepaper downloads, digest clicks by disease area, event scans) into Salesforce, add a weekly "what your accounts read" summary for each seller, and measure pipeline from accounts with signals.

    Sellers who know an account is reading about HER2-low breast cancer can open with a specific proposal.

    Risks and how to handle them

    • Signals are noisy

      Show only accounts with two or more signals.

    Evidence

    • HiringAssociate, Revenue Operations (posted October 19, 2026): "make our GTM motion more data-driven, scalable, and easier for sellers to use"; "Implement and oversee sales pipeline management processes"; "Develop and maintain dashboards"; extra credit for "Sales Systems (including Salesforce, Clay, Looker)".Source
    • HiringManager, Life Sciences Partnerships (posted September 16, 2026) and Associate, Life Sciences Partnerships (posted October 12, 2026): "Grow revenue at our existing biopharma partners by building upon new and existing relationships, proactively pitching solutions"; "Become a subject matter expert on our biopharma partners portfolio and research priorities"; act "as the voice of the customer". Flatiron has "active partnerships with the top 25 oncology biopharma companies and many biotechs".Source
    • Your websiteThe Telescope page for life sciences (/real-world-evidence/ai-powered-intelligence-platform) offers "Request a demo" and a quality whitepaper on page.flatiron.com, describes natural-language cohort building with "patient counts and attrition in real time", and does not mention the UK, Germany or Japan.Source
    • Your websiteThe resources hub (resources.flatiron.com, a HubSpot blog) lists 1,047 URLs in its sitemap, 523 of them publication summaries, and filters publications by nine disease areas (hematologic malignancies, bladder, breast, colorectal, gastric, esophageal, lung, ovarian, prostate). There is no newsletter or subscribe option on the homepage, the resources hub or the publications page; only RSS feeds.Source
  • 16

    Real visitors pass Core Web Vitals (LCP 1.3s), but Google's phone test shows the main content after 10 seconds and a 9.4 MB homepage, 8.7 MB of it images. Visitors at congresses on hotel and conference Wi-Fi, and readers abroad, get a slower site than the field data suggests.

    Medium impactMedium effort First result in 1 month Web and marketing operations…

    First action

    Resize the five largest homepage images.

    How to measure it

    Homepage download

    Now
    –
    Target
    under 2 MB
    By
    1 quarter

    Steps

    1. 1

      Find largest

      Top images by size.

      Web and marketing operations lead 1 day

    2. 2

      Resize

      Modern formats, correct sizes.

      Web and marketing operations lead 1 week

    3. 3

      Lazy-load

      Below the fold.

      Web and marketing operations lead 2 days

    4. 4

      Render-blocking

      Defer non-critical CSS and scripts.

      Web and marketing operations lead 1 week

    5. 5

      Budget

      Per page type.

      Web and marketing operations lead 1 day

    6. 6

      Re-test

      PageSpeed after each change.

      Web and marketing operations lead monthly

    First result
    1 month
    Cost
    $0
    Owner
    Web and marketing operations lead

    Smallest test

    Compress the hero image and re-run PageSpeed.

    Why it works

    Serve images in modern formats at the displayed size through HubSpot's image resizing, lazy-load below-the-fold images, and remove render-blocking requests. Check the dataset pages from idea 1 against the same budget.

    A lighter site loads well on any connection and leaves headroom as pages grow.

    Risks and how to handle them

    • Image quality

      Check on high-resolution screens.

    Evidence

    • Google PageSpeedHomepage, mobile lab test (October 21, 2026): performance 60/100, main content after 10.0s (target 2.5s), 9.4 MB downloaded of which 8.7 MB images; Lighthouse estimates 8.7 MB of image savings and 2.5s from render-blocking requests. Real visitors (Chrome UX Report) pass Core Web Vitals: LCP 1.3s, INP 88ms, CLS 0.Source

Big bets 3

Larger plays that can change the trajectory.

  • 17

    Telescope is described as no-code and "instant onboarding", and the health systems page sells research data, feasibility support and training to academic centers. Today every route starts with a demo request.

    High impactHigh effort First result in 3 quarters Chief Product Officer

    First action

    Define what a trial user can and cannot see.

    How to measure it

    Trial-to-partnership conversions

    Now
    –
    Target
    10 institutions
    By
    3 quarters

    Steps

    1. 1

      Define scope

      Aggregate data only.

      Chief Product Officer 1 month

    2. 2

      Compliance review

      Data use terms.

      Privacy and compliance 1 month

    3. 3

      Build onboarding

      Guided first question.

      Telescope product team 1 quarter

    4. 4

      Invite

      Researchers at 20 institutions.

      Health systems partnerships team 1 month

    5. 5

      Follow up

      Partnership conversations.

      Health systems partnerships team ongoing

    6. 6

      Measure

      Usage and conversions.

      Associate, Revenue Operations monthly

    First result
    3 quarters
    Cost
    Product time
    Owner
    Chief Product Officer

    Smallest test

    Run a guided session with five researchers.

    Why it works

    Offer a time-limited Telescope trial to researchers at partner and prospective health systems, on aggregate data only, with a guided first question and a path to a full partnership. Track which institutions and indications trial users explore.

    Researchers who try the tool become internal champions, and usage shows the partnership team which institutions are ready.

    Risks and how to handle them

    • Data access risk

      Aggregate views only, with suppression rules.

    Evidence

    • Your websiteHealth systems page: research-ready data "spanning 6M+ patients", "no-code analytics tools, feasibility support, and expert training", benchmarking care across a network, and a quote from a clinical leader at an academic medical center: "Nothing can equal Flatiron data in terms of clinical depth and quality."Source
    • Your websiteThe Telescope page for life sciences (/real-world-evidence/ai-powered-intelligence-platform) offers "Request a demo" and a quality whitepaper on page.flatiron.com, describes natural-language cohort building with "patient counts and attrition in real time", and does not mention the UK, Germany or Japan.Source
    • Press releaseOctober 13, 2026: Flatiron Telescope, the AI-powered oncology intelligence platform launched earlier in 2026, extends to UK, German and Japanese data across "more than six million patients"; the Chief Product Officer's goal is for Telescope "to be the single pane of glass for all patients across Flatiron's global network".Source
    • Your websiteThe health systems Telescope page (/health-systems/flatiron-telescope) sends its "Request a demo" and "Get started" buttons to the life sciences form (/contact/real-world-evidence-solutions) rather than the health systems partnerships form, and its list reads "Data for for hypothesis generation" and "c linical outcomes".Source
  • 18

    Flatiron's research with the Community Oncology Alliance covers 240,000 patients across 200+ community practices, and more than half of US cancer patients are treated in community settings. No one else has that view of everyday cancer care.

    High impactHigh effort First result in 1 year Manager

    First action

    Agree the report outline with COA.

    How to measure it

    Report downloads

    Now
    –
    Target
    5,000
    By
    1 year

    Steps

    1. 1

      Agree scope

      With COA.

      Manager, External & Scientific Communications 1 month

    2. 2

      Analyse

      Aggregated measures.

      Research Oncology 1 quarter

    3. 3

      Write

      Report and summaries.

      Manager, External & Scientific Communications 1 month

    4. 4

      Benchmark tool

      For practices.

      Product Manager (Clinical Workflows) 1 quarter

    5. 5

      Launch

      Community oncology meeting and press.

      Manager, External & Scientific Communications 1 month

    6. 6

      Use in sales

      OncoEMR and life sciences.

      Point of Care Growth and Partnerships Associate ongoing

    First result
    1 year
    Cost
    Analyst and design time
    Owner
    Manager, External & Scientific Communications

    Smallest test

    Publish one chart from the latest study.

    Why it works

    Turn the collaboration into a yearly report: biomarker testing rates, novel therapy adoption, time to treatment and outcomes by region, with a launch at a community oncology meeting and a version for practices to benchmark themselves.

    Recurring original data earns press and citations and gives both the point of care and life sciences teams a reason to call.

    Risks and how to handle them

    • Data privacy

      Aggregate and suppress small groups.

    Evidence

    • Press releaseOctober 15, 2026: research with the Community Oncology Alliance covering "more than 240,000 patients across more than 200 community oncology practices" shows growth in advanced biomarker testing and novel therapy use; "More than half of all patients with cancer in the United States receive treatment in the independent community oncology settings."Source
    • HiringManager, External & Scientific Communications (posted September 1, 2026): own "Flatiron's external narrative"; "conference campaigns ('curtain raisers') and social promotion plans for tier-1 research conferences (ASCO, ESMO, ISPOR, etc.)"; "social content for executives and subject matter experts"; "employee advocacy programs that amplify Flatiron's voice through trusted internal researchers"; publish in Sprinklr; "maintain strong share of voice"; secure "earned media coverage in tier-1 publications".Source
    • Your websiteCommunity practices page: "5,000+ providers use OncoEMR"; OncoEMR, Flatiron Assist clinical decision support and the Flatiron Vendor Network; OncoEMR page promises specialty workflows ("Support your expanding specialties"). The sitemap has no urology page, although the resources hub has a customer conversation on "evolving OncoEMR for urology" and a press release on a urology group adopting Flatiron revenue cycle services.Source
  • 19

    Flatiron calls itself the first and only company with truly global real-world data in breast and NSCLC, and FORUM already brings HTA bodies and companies together on transportability. The European joint clinical assessments make cross-border evidence a live question.

    High impactHigh effort First result in 1 year Head of Research Oncology

    First action

    Draft the framework outline with current FORUM members.

    How to measure it

    Member companies

    Now
    –
    Target
    +10
    By
    1 year

    Steps

    1. 1

      Draft framework

      With members.

      Research Oncology 1 quarter

    2. 2

      Worked examples

      Breast and NSCLC.

      Research Oncology 1 quarter

    3. 3

      Member tier

      Terms and benefits.

      Manager, Life Sciences Partnerships 1 month

    4. 4

      Annual meeting

      Alongside a congress.

      Manager, External & Scientific Communications 1 quarter

    5. 5

      Publish

      Peer-reviewed and open summary.

      Manager, External & Scientific Communications 1 quarter

    6. 6

      Measure

      Members and citations.

      Manager, External & Scientific Communications quarterly

    First result
    1 year
    Cost
    Program costs
    Owner
    Head of Research Oncology

    Smallest test

    Publish one worked example.

    Why it works

    Publish a FORUM transportability framework with worked examples on the new global datasets, open a member tier for more life sciences companies, and run an annual FORUM meeting alongside a major congress.

    The company that writes the method is the default supplier when buyers need to follow it.

    Risks and how to handle them

    • Seen as self-serving

      Keep methods open and co-authored with HTA experts.

    Evidence

    • Your websiteFlatiron FORUM (Fostering Oncology RWE Uses and Methods) is "a global consortium among life sciences companies, HTA bodies, and academic experts" focused on transportability of real-world evidence across borders, with co-authored publications listed on the page.Source
    • Press releaseSeptember 29, 2026: Breast Cancer and NSCLC Panoramic datasets launch in the UK, Germany and Japan, following the first multinational Panoramic launch (prostate) in January 2026; Flatiron calls itself "the first and only company to deliver truly global real-world data in these key oncology indications"; the US breast and NSCLC Panoramic datasets "span nearly 1.5M patients".Source
    • Competitor researchRivals' own homepages: ConcertAI "orchestrates clinical expertise, real-world data, and applied AI" for "oncology and other complex diseases"; Ontada offers "Oncology Insights & Real-World Data Solutions"; IQVIA sells data, technology and analytics across life sciences. Tempus also sells oncology real-world data with its genomic testing.Source

Wildcards 3

Unexpected experiments, each with a cheap way to test it.

  • 20

    Flatiron competes with ConcertAI, Ontada, Tempus and IQVIA, and buyers increasingly ask AI assistants which real-world dataset fits a study. Assistants answer from public pages, and Flatiron's strongest facts are spread across press releases.

    Medium impactLow effort First result in 1 quarter Associate

    First action

    Ask five assistants ten buyer questions and record the answers.

    How to measure it

    Questions where Flatiron is cited

    Now
    –
    Target
    60%
    By
    2 quarters

    Steps

    1. 1

      Baseline

      Ten questions, five assistants.

      Associate, Product Marketing (Real-World Evidence) 1 day

    2. 2

      Write answers

      Twenty questions.

      Associate, Product Marketing (Real-World Evidence) 2 weeks

    3. 3

      Review

      Research Oncology.

      Research Oncology 1 week

    4. 4

      Publish

      With dates.

      Web and marketing operations lead 1 day

    5. 5

      Monitor

      Monthly citation checks.

      Associate, Product Marketing (Real-World Evidence) monthly

    6. 6

      Update

      At every launch.

      Associate, Product Marketing (Real-World Evidence) ongoing

    First result
    1 quarter
    Cost
    Staff time only
    Owner
    Associate, Product Marketing (Real World Evidence)

    Smallest test

    Publish five answers.

    Why it works

    Write a short, dated answers page for the twenty most common buyer questions (which datasets include HER2-low status, which countries are covered, how data are validated), each linking to its dataset page. Check monthly which sources assistants cite.

    Clear, dated answers are what assistants quote, and the same page helps human buyers compare.

    Risks and how to handle them

    • Answers age quickly

      Date each answer and review quarterly.

    Evidence

    • Competitor researchRivals' own homepages: ConcertAI "orchestrates clinical expertise, real-world data, and applied AI" for "oncology and other complex diseases"; Ontada offers "Oncology Insights & Real-World Data Solutions"; IQVIA sells data, technology and analytics across life sciences. Tempus also sells oncology real-world data with its genomic testing.Source
    • Your websiteflatiron.com sitemap (42 URLs, read October 21, 2026): the life sciences section is nine pages organised by buyer team (clinical development, HEOR & RWE, market access, regulatory, commercial) plus data, insights and Telescope. There is no page for any cancer type or named dataset; the only dataset page, /panoramic-data-video, carries one heading ("Flatiron's largest available real-world oncology datasets"), a video and no meta description. Every life sciences call to action goes to one form, /contact/real-world-evidence-solutions.Source
    • Press releaseSeptember 29, 2026: Breast Cancer and NSCLC Panoramic datasets launch in the UK, Germany and Japan, following the first multinational Panoramic launch (prostate) in January 2026; Flatiron calls itself "the first and only company to deliver truly global real-world data in these key oncology indications"; the US breast and NSCLC Panoramic datasets "span nearly 1.5M patients".Source
    • Your websiteHeadline numbers differ between pages: the life sciences page carries one stats block with "5M+ patient records" and another with "6M+"; the health systems page shows "5M+ patient records" above a paragraph saying "6M+ patients and 22+ tumor types"; /2000publications says "25+ cancer types"; the community practices page says "220+ cancer centers with 1,600+ sites of care" while the Database Characterization Guide says "220+ practices" and "2,100+ unique sites of care".Source
  • 21

    The clinical workflows product manager is measured on adoption, and Flatiron's COA research already measures biomarker testing and guideline-concordant treatment across community practices. Practices rarely see where they stand.

    Medium impactMedium effort First result in 2 quarters Product Manager

    First action

    Pick three measures practices care about.

    How to measure it

    Monthly practices viewing benchmarks

    Now
    –
    Target
    50%
    By
    3 quarters

    Steps

    1. 1

      Pick measures

      Three.

      Product Manager (Clinical Workflows) 2 weeks

    2. 2

      Privacy review

      Network comparisons.

      Privacy and compliance 1 month

    3. 3

      Design

      One screen.

      Product design 1 month

    4. 4

      Build

      In OncoEMR.

      Product Manager (Clinical Workflows) 1 quarter

    5. 5

      Pilot

      Ten practices.

      Point of Care Growth and Partnerships Associate 1 month

    6. 6

      Measure

      Use and workflow adoption.

      Product Manager (Clinical Workflows) monthly

    First result
    2 quarters
    Cost
    Product time
    Owner
    Product Manager (Clinical Workflows)

    Smallest test

    Send three practices a one-page benchmark.

    Why it works

    Add a private benchmark view in OncoEMR: the practice's biomarker testing and time-to-treatment rates against the network, with links to the workflow that closes each gap.

    Benchmarks give practices a reason to use more of the product and tie product adoption to care quality.

    Risks and how to handle them

    • Practices dislike being ranked

      Show their trend first, the network second.

    Evidence

    • HiringProduct Manager (Clinical Workflows): oncology workflow products "from diagnosis and staging through treatment planning, ordering, and delivery"; "exploring where AI and intelligent workflows can reduce cognitive burden"; "Establishing clear KPIs for clinical workflow efficiency, usability, and product adoption".Source
    • Press releaseOctober 15, 2026: research with the Community Oncology Alliance covering "more than 240,000 patients across more than 200 community oncology practices" shows growth in advanced biomarker testing and novel therapy use; "More than half of all patients with cancer in the United States receive treatment in the independent community oncology settings."Source
    • Your websiteCommunity practices page: "5,000+ providers use OncoEMR"; OncoEMR, Flatiron Assist clinical decision support and the Flatiron Vendor Network; OncoEMR page promises specialty workflows ("Support your expanding specialties"). The sitemap has no urology page, although the resources hub has a customer conversation on "evolving OncoEMR for urology" and a press release on a urology group adopting Flatiron revenue cycle services.Source
  • 22

    The new associate is the first contact for vendors applying to the network, and the network page lists a few vendors in long text blocks. Practices cannot search vendors by need, and vendors cannot see what qualifies.

    Medium impactLow effort First result in 1 quarter Point of Care Growth and Part…

    First action

    Group current vendors by need.

    How to measure it

    Qualified vendor applications

    Now
    –
    Target
    +50%
    By
    2 quarters

    Steps

    1. 1

      Group vendors

      By need.

      Point of Care Growth and Partnerships Associate 1 week

    2. 2

      Write criteria

      For applicants.

      Point of Care Growth and Partnerships Associate 1 week

    3. 3

      Build directory

      HubSpot filters.

      Web and marketing operations lead 2 weeks

    4. 4

      Ask vendors to link

      From their sites.

      Point of Care Growth and Partnerships Associate 1 month

    5. 5

      Track

      Clicks and applications.

      Associate, Revenue Operations monthly

    6. 6

      Review

      Quarterly.

      Point of Care Growth and Partnerships Associate quarterly

    First result
    1 quarter
    Cost
    Staff time only
    Owner
    Point of Care Growth and Partnerships Associate

    Smallest test

    Publish the directory with current vendors.

    Why it works

    Turn the page into a directory filtered by need (documentation, scheduling, revenue cycle, research), with each vendor's OncoEMR integration and a one-line result, and publish clear criteria on the application page.

    A directory helps practices get more from OncoEMR and gives vendors a reason to promote their Flatiron link.

    Risks and how to handle them

    • Implied endorsement

      State what membership means.

    Evidence

    • HiringPoint of Care Growth and Partnerships Associate (posted July 24, 2026): "Independently own net-new OncoEMR sales opportunities for smaller community oncology practices"; support "multi-specialty/urology opportunities"; "Drive top-of-funnel pipeline growth by identifying and engaging new OncoEMR prospects, and by triaging inbound interest submissions"; build the "HC Sales Playbook"; first contact for inbound partner inquiries to the Flatiron Vendor Network.Source
    • Your websiteCommunity practices page: "5,000+ providers use OncoEMR"; OncoEMR, Flatiron Assist clinical decision support and the Flatiron Vendor Network; OncoEMR page promises specialty workflows ("Support your expanding specialties"). The sitemap has no urology page, although the resources hub has a customer conversation on "evolving OncoEMR for urology" and a press release on a urology group adopting Flatiron revenue cycle services.Source

03

How Programmable can help

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See every playbook and website review

Independent research. Programmable wrote this playbook from public sources, as they stood on October 22, 2026, and cites them throughout. Flatiron Health did not commission, review or endorse it, and Programmable is not affiliated with Flatiron Health. Company and product names are trademarks of their owners, used only to identify them. The ideas are suggestions and opinion, not professional, legal or financial advice, and not statements about how Flatiron Health runs its business.

Something wrong, or do you represent Flatiron Health? Email [email protected] and we will correct it or take it down.

30/60/90 roadmap

What to focus on in each month, and the ideas that carry it.

  1. Days 1 to 306 ideas

    Dataset pages, one set of numbers, health systems routing, the Telescope global update, a research digest and the publications page fix.

  2. Days 31 to 6012 ideas

    Partner pipeline mapping, cohort previews, congress campaigns, researcher advocacy, urology page, inquiry speed, the Japan site, enablement hub, account signals and image weight; the AI-answers page and vendor directory.

  3. Days 61 to 904 ideas

    Commit to the big bets: self-serve Telescope for researchers, a community oncology report, a FORUM standard and practice benchmarks.

The research behind the plan

3 research areas, each summarised in a few lines. Open any of them for the full detail.

Customers

What customers say

Customers value clinical depth and quality of the data. The most cited problem: waiting for analysts to test feasibility.

  • Validated real-world endpoints
  • Fragmented evidence across countries
  • In their words: “real-world evidence”

Market

Competitive landscape

4 competitors compared: ConcertAI, Tempus, Ontada and IQVIA.

  • Gap to exploit: Indication-level dataset pages buyers can compare
  • ConcertAI: Less longitudinal EHR depth than Flatiron claims
  • Tempus: Data tied to its own testing

Hiring signals

Flatiron is hiring to take a burst of launches to market.

  • Associate, Product Marketing (Real-World Evidence): Go-to-market for new offerings and enablement. Ideas 1, 2, 4, 14.
  • Manager, External & Scientific Communications: Conference campaigns and researcher advocacy. Ideas 5, 9, 10.
  • Manager, Life Sciences Partnerships: Grow revenue inside existing biopharma partners. Idea 7.

From the team that wrote this playbook

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  • ProgrammableWatchKnow the day a supplier falls out of compliance (opens programmable.watch in a new tab)
  • ProgrammableTalkGet registrants for your events, and know who’s coming (opens programmable.talk in a new tab)
  • ProgrammablePageText what you need, your customer gets a page that works (opens programmable.page in a new tab)
  • ProgrammableCommunityForums with labelled AI members, never empty (opens programmable.community in a new tab)
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