Category: Insights

A product’s first birthday offers an ideal time for the commercial team to analyze sales and optimize operations. A year’s worth of sales data and proper computing power enables life sciences companies to examine sales and marketing tactics to see what’s working and what’s not – and then take appropriate action. Jon Hesby, Melissa McDevitt and Esin Izat describe in Pharmaceutical Executive how to enhance sales force effectiveness as part of the post-launch commercialization strategy.

Beghou Consulting’s Mainsail mobile app helps commercial operations teams collect, store and analyze data. The app takes advantage of the device’s native features, including user location for nearby customers and touch screen for signature capture. Jason Keglovitz, lead app developer and software manager, describes to Pharma Tech Outlook how the sales force can benefit from instant access to data and the ability to record customer interactions on the spot.

Digitally-enabled devices will arm medtech companies with more and richer data. To make the best use of this data, companies must build robust and integrated data infrastructures on top of advanced, cloud-based technology. In MD+DI, Dan Schulman and Piotr Kula explain how medtech companies can effectively collect, process, organize and analyze digital health data.

One year after product launch, pharmaceutical companies have accumulated an abundance of sales-related data. Commercial operations teams can use this data to conduct advanced analytics, identify new targets and transition to a more sustainable incentive compensation plan. Associate Partner Melissa McDevitt shares with PharmaLive how pharmaceutical companies should embrace their sales data to discover new insights and maximize sales beyond the one-year mark.

Emerging pharma companies often encounter resource constraints prior to a product launch, which can lead to commercial challenges. Marketing research can help enhance efficiency and better inform commercial activities. Manager Esin Izat discusses with In Vivo key lessons in marketing research based on her decades of industry experience and how to best implement a marketing research strategy.

Marketing research helps build a product’s competitive advantage, optimizes pricing and payer coverage, and helps to raise investor interest and support. Initiate marketing research early to maximize return on investment, better allocate resources and gain important insights. Manager Esin Izat describes how to design effective marketing research studies in PM360.

For pharmaceutical companies, automation of data processes can increase efficiencies, enable close-to-real-time reporting and equip executives to make faster decisions. But just as automation has contributed to disasters in the airline industry, it can pose significant challenges for pharmaceutical commercial teams. Emily Eller and Kevin Frymire explain how to avoid the dangers of automation in Pharmaceutical Executive.

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.