Turning product capability into commercial traction.
Runway Commercial supports emerging life sciences technology companies that need to sharpen commercial positioning, open enterprise conversations, build pipeline quality, and prepare for scalable revenue growth.
Selected client work
What we do
Four areas of work, usually combined. Engagements are scoped to where the commercial constraint actually sits — not to a fixed package.
GTM strategy & commercial readiness
Advising early and growth-stage life sciences technology companies on go-to-market strategy, market positioning, and what has to be true before the commercial motion can carry weight.
Enterprise pharma & CRO engagement
Account prioritization, message refinement, and executive-level conversation design for teams selling into large, committee-driven pharma and CRO organizations.
Pipeline architecture & operating cadence
Building account planning discipline and a commercial operating rhythm for companies moving from founder-led selling toward repeatable, forecastable revenue.
Partnerships, narrative & sales process
Strategic partnerships, conference strategy, investor-facing commercial narratives, and the sales process implementation that makes all three defensible.
Who we work with
Engagements typically focus on helping teams translate product capability into buyer relevance, market credibility, and disciplined commercial execution.
Who's behind it
Runway Commercial is led by Mark Rice — a commercial leader who has spent his career selling complex technology into pharma, biotech, and CRO organizations.
Mark has spent more than 20 years building and scaling commercial organizations in SaaS, data, and technology-enabled businesses serving life sciences — from formative-stage EDC adoption in the early 2000s through today's digital endpoint, real-world data, and AI-enabled platforms.
Most recently he served as SVP of Sales & Business Development at Precision Digital Health, where he built the commercial GTM strategy for an early-stage SaaS company in a highly regulated market — driving 52%+ YoY growth, closing $10M+ in enterprise opportunities, and co-creating the pricing strategy behind an $18M multi-year strategic partnership.
Earlier roles include commercializing wearable biosensor technology into pharma clinical development at ActiGraph, leading enterprise eClinical sales at Anju Software / OmniComm — where he became the all-time leading revenue producer — and building real-world data adoption with top-10 pharma at TriNetX.
He works as a player-coach: hands-on in strategic deals and executive conversations, while building the pipeline discipline, account planning, and operating cadence that let a team sustain the motion after the engagement ends.
Track record built at
- Precision Digital Health
- ActiGraph
- Anju Software / OmniComm
- TriNetX
- DataTrak
- Parexel
How engagements usually run
Most work starts with a short diagnostic and moves quickly into execution alongside the team, not a deck handed over at the end.
- Diagnose. Where the commercial constraint actually sits — positioning, targeting, process, or narrative.
- Sharpen. Positioning and messaging that survive contact with a pharma or CRO buying committee.
- Open. Account prioritization and executive conversation design that get the right meetings booked.
- Systematize. Pipeline architecture, account planning, and an operating cadence the team can run without you.
Start a conversation
Tell us where the commercial motion is stuck. Initial conversations are short, specific, and free.