As part of Axtria’s exciting presentation lineup, David Wood, Senior Principal, and Shubham Lahoti, Associate Director, will be presenting on the topic of “Measuring Direct and Indirect Influence of Account Managers”.
As a follow-up to our first Pharmaceutical Management Science Association (PMSA) blog on Axtria’s participation in PMSA’s 2018 Annual Conference, we would now like to draw your attention to the thought-leading presentation we have planned for April 30th.
We are excited to announce that Axtria will be participating in the Pharmaceutical Management Science Association’s (PMSA) annual conference yet again. This year’s theme is “Next Generation Analytics.”
When new drugs enter the market, there are often delays before patients have access to the medication. These delays are partly due to patients and physicians being required to complete several steps before a prescription is approved for reimbursement. Alirocumab, a PCSK9 inhibitor which reduces low-density lipoprotein cholesterol (LDL-C)1, has up to a 75% rejection rate by payers2. The natural question that follows is what impact this delay may have on a patient’s health.
We are excited to announce Axtria’s participation at eyeforpharma Barcelona 2018. The conference takes place March 13th -15th and is one of Europe's most influential conferences in pharma, with more than 1300 attendees expected. This is the first time Axtria is part of this mega-event, and we look forward to engaging discussions across all aspects of commercial planning and operations.
Estimating the size of a target patient population is critical for many stakeholders within the healthcare industry. For pharmaceutical companies, a strong understanding of the patient population should feed into research & development, forecasting, physician targeting, and discussions with payers and health technology authorities (HTAs). For payers, the size of the target patient population aids in estimating the budget impact of treatments and the overall burden of disease.
In patients with high cardiovascular risk, statins are the first-line of therapy. Statins, such as Crestor® and Lipitor®, are economical and effective. However, for those patients who do not have a good response to statins, or those patients with genetic disorders that require aggressive cholesterol lowering, treatment with PCSK9is is an option.
Gartner has just released the latest version of the Magic Quadrant for Sales Performance Management. The Magic Quadrant examines qualifying vendors for sales performance management including: incentive compensation, quota management, and territory management. This annual report evaluates vendors based on both vision and execution strength.
We all know that in sales, the outcomes you get are the outcomes you incent. This is especially important for large field forces such as pharma, where a very large number of influencers are being targeted and compensation is computed based on terabytes of external data! Good incentive compensation plans combined with well administered execution can motivate the sales force and drive the right behaviors to align with corporate goals. But how do we know if the measures we’ve selected contribute to an intelligent plan design?
Effective roster management has long been an overlooked topic in Pharma commercial operations. In fact, in our 2016 Commercial Excellence Survey, we found that 46% of Pharma organizations still don’t have integrated processes to manage their sales rep to territory mappings. At any point in time, it is critical for the Sales Operations business processes to have access to the latest and distinct set of sales personnel that will need to be accounted for.