PMSA 2014: Where is the industry headed?

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As I think back about the Pharmaceutical Management Science Association annual conference (held in May), I am continually impressed with how the group developed such a cutting edge agenda of where we, as industry commercial analysts, are going.…

Big Data: Are your analytics in touch with the field?

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Do you take a technical view of data or a logical view of your business? Many analytics groups and IT teams deliver spreadsheets that compile what they believe are the best KPIs to drive the business. While these metrics may need to be measured…

Big Cuts Coming to Big Pharma

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In a recent white paper , the IMS Institute for Healthcare Economics projects that the largest 17 pharmaceutical companies will need to cut over $35B through 2017 to maintain their current levels of research and development yet also maintain…

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…

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…

Attn: Commercial Ops – Who is the most important member of the team?

I’ll never forget my first drug launch kick-off meeting. Our SVP of Sales and Marketing (a very important person) stood up in front of about 75 of us on the commercial leadership team and presented a slide that asked “who is the most important…

Capitalizing on the Affordable Care Act

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We’ve all heard about the rollout the Affordable Care Act and the website’s technical issues. Despite that, enrollment numbers are improving and gaining strength. In fact, January’s numbers actually exceeded the month’s enrollment target…