Is there a better way to launch a drug?

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Oftentimes in launches, physicians are deciled in the traditional way (via TRxs).  Call plans, messaging and promotional efforts are developed based upon this segmentation.  These high prescribers are often believed to be the most valuable…

The Shift to Specialty Drugs and its Commercial Implications

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With the continued focus on value and outcomes in today’s new pharmaceutical world, many companies are changing their R&D strategy away from mass-produced, PCP drugs towards specialty drugs that treat chronic, serious or life-threatening…

6 Critical Questions Worth Asking to Master Data in Specialty Pharma

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Selling drugs through specialty pharmacies (SPs) presents many opportunities and challenges to pharmaceutical companies. On the one hand, oftentimes the data received from each SP can be very rich. On the other hand, setting up these protocols…

Analytics and Influence – The Importance of Why

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As a management consultant, I was taught to use the technique of the “Five Whys” to get to the root cause of my client’s issue. Oftentimes, what people first say doesn’t exactly get to the heart of the matter. The idea behind the practice…

Can Pharma support the Accountable Care Model?

The CEO of Starbucks once quipped that the company spends more on healthcare than it does on coffee beans. If this statistic is real or not, we can’t attest. But the reaction of most that hear this is “well, that makes sense.” Health care…

5 Simple Steps to Business-Relevant Analytics

Filippo Passerini, Group President of Global Business Services and CIO at Procter and Gamble, was recently interviewed in PQR Magazine (Performance, Quality, Results) discussing the importance of integrating analytics with specific business…

Pharma BI: The Advantages of Being Vertically Focused

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I recently attended a conference on cloud based commercial support systems – covering all facets of customer facing functions, from SFA to Customer Service to BI. The giant vendor expo hall buzzed with dozens upon dozens of vendors all vying…