Social software – Reconstructing the market boundaries of pharmaceutical sales

Posted 20th October 2009 in Articles, Commercial | Register to comment

As social media flourishes and new technologies emerge to support the trend, Danny Lieberman challenges pharma to take a fresh look at the sales approach and embrace these new media to better engage with customers.

Pharmaceuticals and Kirby vacuums: The last bastions of door-to-door sales?

A medical representative operates in the center of a “cluster” of doctors that they personally know and meet with face-to-face…

Unifying the prescriber influence network (part I)

Posted 15th October 2009 in Articles, Commercial | Register to comment

In the first of a two part series, Cisco and Exploria review the challenges to pharma promotion as influence networks grow ever more complex. Part II will be published on Thursday 22nd October.

The pharmaceutical marketplace has changed dramatically over the past decade, yet the industry’s sales model remains much the same. Most pharmaceutical companies still rely on an army of sales representatives to promote their products to physicians…

Shifting the operational model in pharmaceutical sales and marketing: An entrepreneurial approach

Posted 13th October 2009 in Articles, Commercial | 2 comments

In the first piece of a two week pharmaphorum series looking at new sales and marketing approaches, Martin Hogan and Christopher Williams ask whether pharma is being entrepreneurial enough in response to the changing customer environment.

The problems facing the industry, both from external forces and internal operational challenges are many and manifest. The industry is wrestling with portfolio changes across the board – a distinct shift for most from a GP, primary care led portfolio to specialist, secondary care based, and the rate and pace of these shifts is being felt everywhere…

Launch excellence: new environment, different challenges

Posted 22nd September 2009 in Articles, Commercial | 1 comment

Following on from the earlier article by IMS Health assessing the need for new commercial models, Sarah Rickwood reviews how product launches have been impacted by the new pharma environment and what companies can do to achieve excellent launches.

At a time when fewer new pharmaceutical products are coming to market, companies and investors pin extremely high hopes on those that do…

Prospering in a pay-for-performance world

Posted 16th September 2009 in Articles, Commercial | 2 comments

Paul Jones and Jan Malek review how pharma companies can adapt in order to remain commercially strong in the new cost-benefit critical world.

Many medicines work for fewer than 50 percent of the patients who take them, but the pharmaceutical companies that manufacture them nevertheless get paid for every prescription filled. This model is about to change dramatically…

The time has come: major reinvention is now a requirement for success

Posted 11th September 2009 in Articles, Commercial | Register to comment

IMS considers the imperative for pharma to adopt new commercial models and to follow soon, the need to reappraise its approach to new product launch in a vastly changed environment.

The pace of transformation in the world’s leading pharmaceutical markets has increased dramatically in recent years…

The drive to make effective decisions faster

Posted 9th September 2009 in Articles, Commercial | 1 comment

Keith Brockbank proposes a new approach to take some of the stress out of commercial decision making and improve the outcomes.

Decisions, decisions – the pressure is on as never before to make brilliant decisions as fast as possible…

Patient adherence: time to fix the leaking bucket?

Posted 2nd September 2009 in Articles, Commercial | 4 comments

Klynn Alibocus looks at the financial impact from poor patient adherence to medicines and explores what can be done to improve the situation.

The National Institute for Health and Clinical Excellence (NICE) published new guidance ‘Medicines adherence: involving patients in decisions about prescribed medicines and supporting adherence’ (CG76) earlier this year…