Category: Insights

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

Steve Trokenheim on disclosing drug list prices in advertisements

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.
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Patrick Lezark on maximizing sales force effectiveness

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.
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Dennis Fournogerakis shares how AI will change the game in pharma

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.
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Kevin Frymire on How To Boost Incentive Compensation Plan Design With The Sales Force

An incentive compensation plan can significantly impact whether a product is a blockbuster or bust. Emerging pharma companies should equip the sales force to “own” their territories and add on-the-ground insights for analytics-driven targeting. Associate Partner Kevin Frymire writes in Pharmaceutical Commerce why companies should incorporate the sales force’s feedback into their incentive compensation plan design.
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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.
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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.
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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.
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