Beghou Briefs
Our experts share their thoughts about the ways life sciences companies can use data analytics to improve commercial strategies.
Put Incentives Back into Compensation: The Return of Traditional Incentive Plans
A year ago, we shared how life sciences companies should adjust traditional incentive compensation plans to account for pandemic-driven changes in life sciences commercialization. Now that we’re a little over a year into the COVID-19 p...
Virtual Engagement Is Here to Stay: Maximizing Sales Force Effectiveness Through Personalized Marketing
Over a year into the COVID-19 pandemic, many life sciences sales teams continue to struggle to visit physicians in person. The “new normal” ushered in by the pandemic forced sales reps to get comfortable with a large amount of digita...
Orphan drug manufacturers can boost confidence in forecasts with more transparent, data-driven models
Sales forecasts often prove the old adage, “Garbage In, Garbage Out.” Fortunately, the amount of helpful patient-level data – combined with recent developments in analytics software and marketing research – gives every company th...
Motivating sales reps during a patchwork “reopening”
Many life sciences sales reps remain effectively grounded and unable to make in-person visits to health care professionals. As a result, companies have shifted to non-personal promotion and virtual meetings with physicians. Though these ...
When it comes to data, you can never be too rich – but you can be too rigid
Data is the new gold for life sciences companies today. It is the most valued currency. It is the fuel that powers the best forecasts. It is the ultimate hedge against the inevitable vagaries of the marketplace. And commercial teams can ...
Bill Belichick doesn’t use analytics. What can pharma learn from this?
How much does the most successful coach in NFL history rely on analytics when he makes in-game decisions? “Less than zero,” he says. We’re deep in the Moneyball era. Advanced analysis of large data sets informs decision-making in every m...
The future of incentive compensation
We recently published a white paper that describes how emerging pharmaceutical companies can develop motivating and sustainable incentive compensation plans amid the many uncertainties that accompany a product launch. As we wrote that pa...
Looking for a new sales support SaaS solution? Read our checklist – and learn how Mainsail can serve as a differentiator
Companies from all types of industries – from insurance to life sciences to transportation – rely on data to inform their commercial operations. But where do they store, manage and manipulate this data? Many still operate on disparat...
Pharma’s data challenges: what we learned from our new survey
The influx of data in the pharmaceutical industry presents numerous challenges to emerging companies, according to Beghou Consulting’s 2019 Emerging Pharma Pulse Report. We asked over 100 pharmaceutical companies—two-thirds of which ...
Maximize mobility for pharma sales forces
Thanks to the robust technology housed within mobile devices today, pharma sales forces can access ever-increasing amounts of customer data and information on the go. This accessibility enables sales reps to tap real-time insights and be...
