Axtria Blog

Technology and Media - Integrating Consumer Digital into the Marketing Mix Problem

Axtria Principals David Wood, PhD and Randy Risser present analytical techniques developed in Axtria's R&D labs.

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Axtria, Gold Sponsor at PMSA 2015 Annual Conference

Axtria is pleased to announce its Gold Sponsor support for this year’s Pharmaceutical Management Science Association (PMSA) Annual Conference, being held April 19-22, 2015 in Arlington, Virginia.

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Best practices in Incentive Compensation – Governance, Analytics and Process

Incentive Compensation (IC) today continues to be a critical function in sales operations, and is one of the key levers for driving field force effectiveness. An effective organization should be able to leverage incentive compensation as a strategic tool to drive performance and, as a result, increased revenues. With proliferation of data sources, technologies, selling models and cost pressures, priorities are changing rapidly. IC team leaders today need to be aware of best practices that drive high impact and keep sales organization aligned with corporate sales goals.

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The Evolving Art of Customer Valuation

Customer valuation is critical to pharmaceutical brand strategy as it informs several key decisions such as messaging, resource allocation, services offering allocation, etc. In simple / well established therapeutic areas, customers can be valued based on prescription volumes. However, often the competitive space presents complexities such as multiple classes of medication, combination therapies and an evolving product landscape. The disease state can present complexities such as comorbidities, multiple closely related diagnoses, potential off-label prescribing etc. There can be complexities that arise out of data availability, or lack thereof: for instance, launching into a market where competitors are distributing through Specialty Pharmacy. Further, depending on the therapeutic area, customers may be physicians, group practice accounts, hospitals or even Integrated Health Systems. In such cases, simple techniques may not be adequate.

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Market Assessment in Oncology Using APLD

At the annual PMSA conference 2015, Axtria’s Sudeep Saha and Celgene’s Jennifer Maurer will share an approach that demonstrates how to use patient-level data in a robust way to estimate market opportunity and product penetration in the field of Oncology.

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Measuring Direct and Indirect Influence of Account Managers

The pharmaceutical marketing landscape has been changed significantly by the emergence of various types of “health systems”, variously known as ACOs, IDNs, IHNs, etc. These organizations create varying degrees of centralized control and decision-making for pharmaceutical or device and diagnostics products. Pharmaceutical companies have generally responded to this emergence by creating (or increasing) the role of Account Managers, calling on key decision makers at these health systems.

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Effective Incentive Compensation Plan Design and Analytics

Incentive Compensation today continues to be a critical function in sales operations, and is one of the key levers for driving field force effectiveness. Expectations from incentive compensation team leaders have now become more demanding. Priorities are changing at a rapid pace, with new customer types, new selling models, advent of new technologies and new data sources. They need to contemplate, data restrictions, cost pressures, and emerging global captive CoEs (Centers of Excellence). IC team leaders today need to be aware of best practices that drive high impact.

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Axtria Gold Sponsor for 2015 Pharmaceutical Management Science Association (PMSA)

After an overwhelming response to the Axtria’s presence last year, we are pleased to announce Axtria’s Gold Sponsor support for this year’s Pharmaceutical Management Science Association (PMSA) Annual Conference. Axtria’s Principals have supported the PMSA for two decades, including over 15 presentations / symposia / poster contributions over the past decade alone. The annual PMSA conference is attended by industry thought leaders, and highlights the latest thinking in life sciences analytics and business challenges facing commercial operations.

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Axtria Among New Jersey’s “50 Fastest Growing” Companies, According to NJBIZ

There’s fast, and then there’s light speed. Axtria Inc., a global data and analytics company serving the pharmaceutical, health care, life-sciences, banking and financial services, high tech, retail and consumer goods industries, among others, has been named one of New Jersey’s 50 Fastest Growing Companies by NJBIZ Magazine. During the three-year review period from 2011-2013, the company saw revenues skyrocket 7,351 percent, ranking it 15th on the list.

 

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Two of the Axtria’s presentations were awarded the Best Podium Presentation at PMSA 2014

Axtria participated at the recently held PMSA 2014 conference in Orlando, its presentations “Measuring the value of providing call plans to the field sales” and “20 Tweets in 20 Minutes covering 20 Years in Pharmaceutical Management Sciences” were given the honor of best podium presentation.

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