Category: Insights

The 2019 Emerging Pharma Pulse Report, “What to do with all this data?,” reviewed the pharmaceutical industry’s underuse of advanced analytics, inability to retain sales reps and explored the misnomer of “no-see” physicians. Partner Steve Trokenheim discussed these report findings with PM360.

Our 2019 Emerging Pharma Pulse Report describes the importance of using advanced analytics to improve commercial operations and incentive compensation, in particular. Managing Director Beth Beghou describes in MedCity News how emerging pharmaceutical companies that use advanced analytics to decide sales force compensation better retain top performers.

Beginning July 2019, pharmaceutical companies will be required by law to provide the list price of a drug in any DTC television commercial, given the list price is at least $35 for a month’s supply or typical course of treatment. Partner Steve Trokenheim details in PharmaLive how this new regulation improves pricing transparency and requires manufacturers to rethink their approach to setting drug prices.

Regular updates to territory alignments are critical to determine appropriate targets and set goals. Yet, a constantly updated alignment can wreak havoc on incentive compensation payouts from the previous quarter. Partner Steve Trokenheim and Associate Manager Cecile Marbella share in Med Ad News how pharmaceutical companies can blend a frozen alignment and fluid alignment to achieve a balanced incentive compensation plan.

As large pharma companies face diminishing pipelines, they often look to acquire emerging pharma companies with promising therapies. While there are benefits to this approach, companies must answer five questions to ensure they maximize efficiencies and launch products successfully after an acquisition. Partner Jon Hesby and Manager Dennis Fournogerakis describe the keys to post-acquisition product launches in this cover story in PM360.

Pharma companies may be regulated to publicize drug prices in advertisements, but sharing only the drug’s list price can be misleading. Pharma companies should share context such as a drug’s typical out-of-pocket costs, efficacy, safety and dosing convenience to help patients make informed decisions. Partner Steve Trokenheim explains how pharma companies can educate physicians and patients on the full context of a drug’s value.

A fair incentive compensation plan is necessary to attract, reward and retain reps. By implementing machine learning and artificial intelligence into the plan design, commercial teams can help reps better target customers and improve the plan’s overall effectiveness. Partner Patrick Lezark shares how technology can improve incentive compensation plans and increase sales force effectiveness in Med Ad News.

There are numerous possibilities for pharma companies to implement artificial intelligence. Companies can deploy AI to automate targeting, analyze click-through rates of a digital marketing campaign, or determine the “next best step” for a sales rep. Manager Dennis Fournogerakis describes how pharma companies can optimize AI and produce actionable insights in Med Ad News.