Category: Insights

Read the latest news from Beghou Consulting, as well as our experts’ views on trends and challenges in the life sciences industry.

Chris Berg, Dan Cardinal and Jason Keglovitz on how to maximize mobility for pharma sales forces

Mobile technology enables pharma sales forces to report valuable information back to home office commercial teams, but only if the reporting solutions integrate well with home office’s technology. Chris Berg, Dan Cardinal and Jason Keglovitz demonstrate how pharma companies can equip the sales force and commercial teams with data and information to drive sales results.

Piotr Kula and Justin Khalifa on the data explosion in the life sciences industry

As the amount of data in the life sciences industry increases and data management technology advances, commercial teams must rethink how they manage and analyze data. Piotr Kula and Justin Khalifa explain how they can capitalize on these converging trends, eliminate silos, and begin to better centralize data management processes.

Emily Eller on using predictive analytics in pharma

The technology behind predictive models and analytics has advanced dramatically over the past decade. It may be tempting for pharma companies to begin analytics instead of following an effective predictive analytics strategy. Associate Partner Emily Eller describes steps for pharma marketers to reach and engage their customers more effectively in PM360 magazine.

Steve Trokenheim and Robert Lien explain why life sciences companies should go for it on fourth down

More NFL coaches are going for it on fourth down. Life sciences commercial leaders should follow suit and be bold enough to embrace machine learning techniques and trust the seemingly counterintuitive advice data can provide. Steve Trokenheim and Robert Lien detail on LinkedIn how companies can apply machine learning to their sales force sizing efforts.

Dan Schulman discusses how to craft a highly motivating incentive compensation plan

An effective, fair and motivating incentive compensation plan is key to a happy sales force and a successful product launch. Emerging pharma companies should tailor their incentive compensation plans to each product launch, implement a measurement strategy, and incorporate new data and technology into their plans.

Erik Cruz on how emerging pharma can improve product launches

An emerging biopharma company faces unique challenges at launch and, therefore, must work hard to build a comprehensive launch roadmap that is grounded in data, incorporates the right technology tools, and accounts for the inherent uncertainty associated with launching a first product. Erik Cruz writes in Pharmaceutical Executive about how commercial leaders of emerging companies can maximize results at launch.

Steve Trokenheim disproves product launch misperceptions

There are three big commonly held misperceptions that can hamper a pharmaceutical company’s product launch. Instead of relying too heavily on instinct and experience, pharmaceutical companies should use advanced data analytics techniques to overcome these misperceptions, improve forecasts and increase sales. Read Steve Trokenheim’s article in PM360 to learn more.