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Everest Group Life Sciences Digital Services Specialists PEAK Matrix® Assessment 2024
We’re proud to have been named a Leader in the Everest Group Life Sciences Digital Services Specialists PEAK Matrix® Report. Everest Group classified ...
Commercial Operations
Dynamic Activity Planning: Empowering the Field Force to Elevate Customer Engagement
"Too much is never enough." "All things in moderation.” There’s a big gap between those two axioms. And for field forces in life sciences, that gap often creates a big debate: How much data is too much? Your reps want to be informed. They want to know the latest insights when they’re out detailing doctors. Next best action suggestions help. But… if you give them too much information (and change ...
Managing Sales Operations in a Changing Environment: GLP-1 Drugs and Their Surprise Impact on the MedTech Market
When the FDA approves existing drugs for new uses, it can disrupt the marketplace – and companies need to know how to adapt to the new sales environment. Glucagon-like peptide-1 (GLP-1) drugs are disrupting the MedTech marketplace right now. Previously used to treat type 2 diabetes, these drugs are the latest weapon in the battle against obesity, and they are so effective that the number of ...
Orchestrating Omnichannel Measurement Approaches for Enabling Outcomes-Driven, Personalized Campaigns
In the life sciences industry, traditional measurement tactics are falling short. They cannot address the complexities of the modern customer journey. The surge of digital channels and evolving customer behaviors are driving this difficulty. So how do you respond? This white paper redefines how life sciences companies approach omnichannel measurement. Authored by industry leaders Vandana Singh ...
How to Make Omnichannel Less of a Struggle for Pharma Marketers
Data drives everything we do today. At first glance, more data seems like a good thing. The more insight you have into something, the better the decisions you can craft. But that isn’t always the case. Too much information has proven overwhelming for many organizations, especially pharma companies. The rise of omnichannel marketing, where multiple avenues of reaching a consumer have been ...
The evolving role of sales ops in omni
The nature of sales operations in life sciences is changing rapidly as digital marketing becomes a core function for marketers. Sales representatives are still central to pharma sales, but they need to leverage data and analytics to tailor conversations and provide a personalized customer experience while helping healthcare professionals solve problems in a complex healthcare environment. Axtria ...
Optimizing Your Biggest Promotional Channel - A Responsive, Data-Driven Approach To Empower Field Teams
The link between life sciences field teams and the healthcare community has been vital in delivering valuable drug information that supports informed decision-making by the physician. Most of the tools of the trade for omnichannel orchestration, such as triggered communications, A/B testing, and Customer Data Platforms, were initially developed for digital marketing. Field teams work differently ...
Omnichannel Engagement: Why Isn’t Pharma There Yet?
The transition from multichannel to omnichannel customer engagement is critical for the industry but not as straightforward as it may seem. Over the years, pharmaceutical companies have tried to make a move, but very few can claim to be successful and having achieved omnichannel maturity. COVID-19 accelerated the digitization drive across industries and demonstrated the potential of virtual ...
Do Pharma Companies Need To Rethink Their Sales Operations Design?
The COVID-19 pandemic has brought about many long-term changes to the pharma industry. One area that has seen effects directly caused by COVID-19 has been in sales operations design, management, and engagement with customers due to increased access restrictions of sales reps to physicians. COVID-19 has also accelerated institutional rethinking of the level and role of direct sales forces in the ...
What Are The Factors That Cause Call Plan Adherence To Fail And How To Address The Problem
The sales force for a pharma company still represents one of the largest line items in the budget and is the most significant driver of sales relative to all other individual sales and marketing channels. Direct sales forces have the highest cost per contact relative to other channels (lowest efficiency) but have the greatest effect on sales per contact (highest effectiveness). So, making sure ...