Category: Insights

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

Deploy machine learning to boost customer targeting efforts

The convergence of increasingly rich data and advanced analytical methods has propelled the use of machine learning forward in the life sciences industry. Machine learning can be especially beneficial when it comes to developing customer targeting plans. Read this white paper to learn how commercial leaders can use machine learning to enhance their targeting efforts.
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Esin Izat on marketing research for emerging life sciences companies

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.
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Emily Eller and Kevin Frymire on pharma’s automation dangers

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.
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Beth Beghou on advanced analytics in incentive compensation

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.
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Steve Trokenheim on drug pricing transparency in DTC ads

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.
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Cecile Marbella and Steve Trokenheim on using frozen alignments in incentive compensation

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.
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Jon Hesby and Dennis Fournogerakis on how to maximize post-merger synergies

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.
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