Healthcare Contract Sales Organizations Market 2030: The Impact of COVID-19

The global healthcare contract sales organizations (CSO) market was valued at USD 11.9 billion in 2022 and is projected to reach USD 21.8 billion by 2030, growing at a compound annual growth rate (CAGR) of 7.8% between 2023 and 2030. Several factors are contributing to this market expansion.

A major driver of growth is the increasing number of new drug introductions and the rise in pharmaceutical R&D activities. The biopharmaceutical pipeline continues to grow, with over 45% of the total drugs in development being biopharmaceuticals. Additionally, pharmaceutical companies are seeking ways to reduce the expenses associated with in-house sales operations. Contract sales organizations offer a cost-efficient alternative, enabling companies to market and sell their products without the financial burden of maintaining internal sales teams. These elements are fueling the expansion of the healthcare CSO market.

The COVID-19 pandemic brought about substantial changes in pharmaceutical sales practices due to restrictions on in-person visits to healthcare professionals. As a result, remote communication tools—including web conferencing, phone calls, email, and digital engagement—gained significant traction. This shift accelerated the adoption of digital technologies in pharmaceutical sales. According to a Hexaware survey in 2020, 43% of healthcare professionals restricted or prohibited visits from pharmaceutical representatives, with 28% indicating that such restrictions would become permanent. Moving forward, it's expected that over 70% of sales interactions will take place through digital channels. To remain competitive, healthcare CSOs must adapt to this new model by equipping their teams with digital tools that enable better customer insights in remote or hybrid settings. Additionally, CSOs need to operate with agile, feedback-driven systems to sustain competitiveness.

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As the effects of the pandemic subside, CSOs are entering a new phase marked by remote and hybrid engagement models. Digital tools are now essential for gaining a deeper understanding of customer needs, improving communication, and nurturing strong client relationships. To thrive in this evolving landscape, organizations must invest in technologies that streamline sales processes, provide data analytics, and deliver personalized experiences.

In recent years, the pharmaceutical industry has experienced a rise in new drug launches, increased regulatory scrutiny, and heightened competition. These changes have driven demand for more aggressive sales efforts, even as the traditional model of direct, in-person promotion evolves in response to shifting provider preferences. As a result, healthcare companies are increasingly turning to contract sales services to meet these new demands, thereby supporting continued market growth.

Key Market Trends & Insights:

• North America accounted for the largest revenue share of over 40.0% in 2022.
• The Asia Pacific region is anticipated to grow at a CAGR of 8.8% over the forecast period.
• By service, the personal promotion segment held the largest share at 45.0% in 2022.
• By end use, pharmaceutical companies represented the largest market share at 37.6% in 2022.

Market Size & Forecast Summary:

• 2022 Market Size: USD 11.9 Billion
• 2030 Market Size (Projected): USD 21.8 Billion
• CAGR (2023–2030): 7.8%
• Top Region (2022): North America
• Fastest Growing Region: Asia Pacific

Key Companies & Market Share Insights:

Market participants are actively pursuing strategies such as partnerships, geographic expansions, and M&A to broaden their service offerings and gain a competitive edge. For example, in December 2022, Tetris Pharma Ltd, a subsidiary of Arecor Therapeutics plc, entered into a service agreement with Syneos Health to expand its commercial operations across Europe. Through this deal, Syneos Health will deliver outsourced contract sales support for the launch of Ogluo, Tetris Pharma’s flagship diabetes product, in initial European territories—aiming to enhance product visibility and commercial performance.

Prominent players in the market include:

• CMIC HOLDINGS Co., LTD.
• Axxelus
• EPS Corporation
• IQVIA, Inc.
• Publicis Groupe
• UDG Healthcare plc
• Syneos Health

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Conclusion:

The healthcare contract sales organizations market is undergoing a transformation, driven by rising drug launches, increasing R&D investment, and the need for cost-efficient sales models. The shift toward digital engagement—accelerated by the COVID-19 pandemic—has redefined how pharmaceutical sales teams operate. CSOs that leverage technology, adapt to hybrid sales environments, and offer agile, data-driven solutions are poised for sustained growth. With a projected CAGR of 7.8% through 2030, the market is set to expand significantly, especially in emerging regions like Asia Pacific. Strategic partnerships and digital innovation will be key to capitalizing on this growth opportunity.