Category: Insights

How can companies go about setting more accurate goals and creating more sustainable incentives that motivate sales reps? Aggressively deploy advanced analytics. Patrick Lezark and Robert Lien offer three ways organizations can use analytics to improve plan design and refinement efforts in WorldatWork’s Workspan Daily.

Managing Director Beth Beghou describes challenges and trends in the life sciences industry – from the influx of data to renewed focus on the patient journey – as well as insight into Beghou’s own technology solutions. Read more on the firm’s evolution, long-lasting partnerships and “gender-blind” approach to leadership in Pharmaceutical Commerce.

The 2019 Emerging Pharma Pulse Report found that nearly 60% of emerging pharma companies only use advanced analytics “somewhat” or “to a limited extent” to generate commercial insights. Managing Director Beth Beghou and Partner Patrick Lezark share with Pharmaceutical Executive how emerging pharma companies can implement an advanced analytics to improve all facets of commercial operations.

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.