Powering the Life Sciences Commercial Engine with Market Access Insights
|
|
- Barnaby Chase
- 5 years ago
- Views:
Transcription
1 Powering the Life Sciences Commercial Engine with Market Access Insights April 2017
2 CONTENTS 1. Introduction 3 2. The Race for Market Access Insights has Begun 4 3. Life Sciences is Not Yet Firing on All Cylinders 6 4. Commercial Teams are Reengineering 8 5. Integrating Insights Shifts Winning Teams into High Gear 9 6. Key Takeaways Methodology About Zephyr Health 12
3 Introduction 1 In the US, over 85% of prescription drugs are reimbursed through managed care plans 1, making the role of the market access and managed markets teams in life sciences critical to the success of a brand. Market access, the process that ensures all patients in need get rapid and sustained access to a brand, at the right price, is increasingly becoming a primary focus point for biopharma companies, from research and development to commercial teams. In fact, market access can influence decision gates at the very early stages of drug development, but most importantly, it must become an integrated part of commercial launch excellence that prepares the brand for the market, and the market for the brand. A formulary win lays an excellent foundation for demand to be created for the brand, but by itself is not enough. What is critical today is a pull-through strategy from managed market, to marketing, to field sales execution, that drives demand through a combination of patient- and healthcare professional (HCP)- focused activities. This is the fully running commercial engine of life sciences. For any engine to run efficiently, however, it needs a steady supply of the right fuel in this context market access data and insights that will help prescriberfacing teams run at peak efficiency. The current challenge for life sciences is optimizing this fuel supply, as market access and commercial teams often operate in a siloed way with regards to data, market changes and insights. The teams contend with a reality of separate processes and ecosystems that prevent cohesive collaboration and block ready access to information. To have a comprehensive understanding of the market and to create a successful strategy, companies need to have appropriate insights to build a complete picture. Lance Scott President and CEO of Zephyr Health To better understand the changing dynamics between market access and more traditional commercial teams, a survey of industry leaders working in market access, medical affairs, marketing and sales roles was conducted to gauge how they intend to accelerate the commercial engine of the future. 1. PharmaExec, Managed Markets: Positioning Your Product For Success with Pull Through Strategies. Available at: (accessed March 2017). 3
4 2 The Race for Market Access Insights has Begun Healthcare is unique in that data on its own is rarely valuable - the value in healthcare is when you bring data together. Baird Stiles Senior Vice President, Product Solutions, US Managed Markets, Decision Resources Group Increased focus on cost in the pharmaceutical industry means that efficacy versus the current standard-of-care is no longer enough to determine prescription habits. Ever-changing formulary status and a multitude of reimbursement models create a complex intersection of cost versus outcome for physicians each time a prescription is written. Even if your brand is in a stronger position compared to competing therapeutics, without real-time access to formulary data, there is no guarantee that the HCP will be aware of this. Thankfully, brand teams are already on the road to leveraging market access data. 68% of survey respondents said they regularly use market access insights, with 28% using it all the time and 40% leveraging this information more often than not. Just 8% of respondents said they never, or rarely, look to market access to inform sales strategy. Both market access and sales/marketing respondents agreed on this point, with 73% of both groups saying that market access teams were used regularly all of the time or more often than not as a source of insight into the various phases of the reimbursement journey. For brands seeking to maintain a competitive edge in markets with an everincreasing focus on the economics of healthcare, the results show that getting the right data, compiling it and sharing it across the organization still represents a challenge and often means that field forces are working at less than peak efficiency. Key takeaway: Field sales teams are your commercial engine. The life sciences industry recognizes that fueling them with high-performance market access insights, competitive formulary and marketplace intelligence, can be a key determinant of brand success. 4 The Race for Market Access Insights has Begun
5 Over 68% of pharmaceutical brands are leveraging market access insights regularly in their strategic planning. THE MOST VALUABLE INSIGHTS FOR SALES STRATEGY ARE: RELATIVE FORMULARY STATUS OF YOUR PRODUCT VERSUS COMPETITORS PAYER MIX PER ACCOUNT/TARGET FORMULARY STATUS/RESTRICTIONS OF YOUR PRODUCT SALES TEAMS ARE PRIMARILY USING MARKET ACCESS DATA TO: LEVERAGE CURRENT FORMULARY STATUS TO INFORM SALES ADVANTAGE INVESTIGATE AREAS WITH REIMBURSEMENT CHALLENGES SUGGEST KEY ACCOUNTS AS TARGET FOR MANAGED MARKETS For brands seeking to maintain a competitive edge in markets with the increasing focus on the economics of healthcare, the results show that getting the right data, compiling it and sharing it across the organization represents an important opportunity Lance Scott President and CEO of Zephyr Health The Race for Market Access Insights has Begun 5
6 3 Life Sciences is Not Yet Firing on All Cylinders The whole communication process can be challenging and, in some cases, may neutralize the competitive advantage a formulary change might offer Lance Scott President and CEO of Zephyr Health While life sciences companies have a clear understanding of the power of market access data as a commercial fuel, the research points to more than one blockage in the engine. According to the survey, both market access and sales/marketing professionals agreed the biggest barrier to collaboration between managed markets and sales/marketing teams is ineffective sharing of data. Overall, 40.5% of respondents see data sharing as a primary pain point, while differing strategic goals (27%), and the use of disparate tools (21.6%) are also seen as problematic. While the goal might be seamless data sharing between departments, these results demonstrate that systems are not yet in place to effectively implement such strategies. Market access data provides a level of granularity to sales representatives so that they can fully understand and act upon formulary status changes in the market, and educate providers around reimbursement considerations when making a therapeutic choice for their patient. Dynamic two-way communication and updates on formulary status and other market access considerations are vital for the data to be truly effective and for the field sales machine to fire on all cylinders. However, as seen by these survey results, the industry has some way to go to achieve effective data sharing practices. As noted by Lance Scott, President and CEO of Zephyr Health, The way communications happened historically is that leadership in market access or managed markets would deliver reports to the leadership on the brand team. Those would then be reviewed and passed on to head of sales, where once again they would be reviewed, segmented and cascaded in a trickle-down fashion until they reached the sales representatives. The whole communication process is quite cumbersome and neutralizes any competitive advantage that a formulary change might offer. 6 Life Sciences is Not Yet Firing on All Cylinders
7 THE BIGGEST BARRIERS TO COLLABORATION BETWEEN MANAGED MARKETS AND SALES/ MARKETING TEAMS ARE SEEN AS: DATA NOT EFFECTIVELY SHARED BETWEEN TEAMS DIFFERING STRATEGIC GOALS ACROSS TEAMS DISPARATE USE OF TOOLS THE BIGGEST GAPS BETWEEN BRAND/MARKETING AND MARKET ACCESS ARE CONSIDERED TO BE: Each team, including market access, marketing or sales, generally use their own tools, developed for their specific needs, however, those tools aren t necessarily designed to allow departments to optimally share data. Lance Scott President and CEO of Zephyr Health STRATEGIC PLANNING INTERNAL COMMUNICATION INSIGHT/DATA SHARING Key takeaway: If market access insights are the fuel, then data and insights platforms are the fuel injectors. For peak efficiency, fuel injection must be fluid and free of blockages, but siloed solutions can stall commercial engine performance. Life Sciences is Not Yet Firing on All Cylinders 7
8 4 Commercial Teams are Reengineering When asked what would close the gap between brand and market access, 73% of market access respondents said reorganizing sales teams to be key account management teams...while 58% of sales/marketing respondents said setting CRM alerts for changes to prior authorization A free-flowing and dynamic exchange of information between market access and commercial functions will not only improve alignment among teams, it is also a critical step in reengineering commercial processes, and with it, those who operate them. When asked to identify key activities which would help close the gap between managed markets and sales/marketing teams, market access respondents felt reorganizing sales teams to be key account management teams would be most effective. Sales/marketing respondents, on the other hand, believed setting CRM alerts for changes to prior authorization would be most beneficial in closing the gap. Clearly the industry is keen to drive convergence between sales and market access. Some big brands in life sciences, according to this survey, have already begun laying this new track by focusing on the people as well as the systems. When asked whether there were plans to retrain field sales forces to adopt a role combining the expertise of both sales and market access, 71.4% of all respondents confirmed that such plans were already in place. Just 25.7% of life sciences professionals said that there were no plans for such a move at this time. The future direction of travel is clear the question is how quickly each company will get there. 75% of pharmaceutical companies have plans to reengineer their sales teams within the next 3 years Key takeaway: The future roadmap for life sciences is clear; commercial teams must be reengineered to address market access challenges. To overtake competitors, companies will need both new skill sets and efficient transfer of information and insights for the optimal commercial engine. 8 Commercial Teams are Reengineering
9 Integrated Insights 5 Shift Winning Teams into High Gear According to the survey, consultancy engagements (24%), business intelligence tools (24%) and CRM (22%) are currently the solutions of choice for companies seeking to power their commercial operations with market access insights. The almost-even split indicates that companies have not yet adopted a clear system or tool to manage and share market access data and insights. When asked how investment in these solutions will change in the future, respondents demonstrated a clear preference for insights/analytic solutions, with 72% saying investment would increase in the next 3 years, while business intelligence tools and CRM remained secondary choices. This step-change in solutions investment shows that brands are seeking new, systemic solutions to power their reengineered field forces, rather than resource-heavy, one-off interventions currently in use. Furthermore, they hope to get more out of their existing investments in technology and data to shift quickly into accelerated insights. When asked which changes would most effectively close the gap between brand strategy and market access, rich and predictive insights from data are seen as the best solution. The most popular responses were incorporating data from HEOR studies into commercial operations (44.4%) and CRM alerts for changes in formulary prioritization (41.7%). Interestingly, the third most popular solution was reorganizing sales teams to be key account management teams (38.9%) that can power commercial operations and go the distance. 62% of pharmaceutical companies are currently looking to technology solutions to close the gap between brand and market access teams...that investment is set to increase as companies seek out insights and analytics solutions for a long-term fix. Key takeaway: A single platform that can programmatically and dynamically inject market access data and insights will ensure peak commercial efficiency at all times. Integrated Insights Shift 9 Executive summary 9 Winning Teams into High Gear
10 6 Key Takeaways POWERING THE COMMERCIAL ENGINE OF LIFE SCIENCES WITH MARKET ACCESS INSIGHTS FOR BRAND SUCCESS Identify the gaps and siloes in your organization between market access and prescriber-facing teams, and take steps to clear this blockage in the commercial engine. Put commercial teams in the driver s seat by upskilling them on market access insights as part of your pull-through strategy with prescribers and patients. Power your teams with technology that integrates market access data dynamically, from multiple sources, and disseminates insights across your organization to give them an extra gear over competitors. 10 Executive Key Takeaways summary
11 Methodology 7 Zephyr Health, in partnership with pharmaphorum, conducted a global survey of 60 senior pharmaceutical professionals in market access, managed markets, sales/marketing to discover the current challenges and possible solutions for pharmaceutical companies seeking to bridge the insights gap between market access teams and other commercial functions. WHICH OF THE FOLLOWING BEST DESCRIBES YOUR ROLE? 13.3% (8) 6.7% (4) 31.7% (19) Market Access/Managed Markets Medical Affairs/Medical Leadership 16.7% (10) Marketing/Marketing Leadership Sales/Sales Leadership 31.7% (19) Other (please specify) WHICH REGION IS YOUR MAIN FOCUS? 28.3% (17) 25% (15) 33.3% (20) US Global Europe Latin America Asia Pacific 3.3% (2) 5% (3) Methodology 13
12 About Zephyr Health Zephyr Health helps Life Sciences companies pharmaceutical, biotech, medical device and diagnostics engage the right physicians, accounts and institutions using insights from global health data. Zephyr Illuminate is a leading Insights-as-a-Service solution that integrates thousands of data sources to create precise and predictive insights. From pre-launch to product maturity, Life Sciences companies can make confident decisions faster with data-driven targeting and deep customer profiles. Media Contact: Zephyr Health Global Communications pr@zephyrhealth.com
From Volume to Value: Using payer insights to increase sales effectiveness
From Volume to Value: Using payer insights to increase sales effectiveness by Anita Burrell The collective will of the provider community has moved to acquiescence to the payer will controlling costs and
More informationNavigating your way to insights-driven customer relationships
Navigating your way to insights-driven customer relationships NAVIGATING YOUR WAY TO INSIGHTS-DRIVEN CUSTOMER RELATIONSHIPS Navigating your way to insights-driven customer relationships Technology has
More informationMaximizing Market Access: THE 5 MOST CRITICAL QUESTIONS TO ASK WHEN LAUNCHING A SPECIALTY DRUGS
Maximizing Market Access: THE 5 MOST CRITICAL QUESTIONS TO ASK WHEN LAUNCHING A SPECIALTY DRUGS by Jan Nielsen, division president, Access & Patient Support Are You Asking the Right Questions? We ve all
More informationPutting a number on your brand health is just the start.
Putting a number on your brand health is just the start. Being able to quantify the health of your brand is invaluable. But at Ketchum, we believe the real ROI comes from knowing how to improve that number.
More informationWhen customers are the cure
Life Sciences Of special interest to Chief financial officers Chief diversity officers Chief scientific officers Chief innovation officers Chief development officers Insights for 5executives When customers
More informationWHITE PAPER. Engaging the Evolving Stakeholder Network: A New Approach for Medical Affairs
Engaging the Evolving Stakeholder Network: A New Approach for Medical Affairs 1 Executive Summary In today s complex healthcare landscape, the success or failure of a new therapeutic intervention depends
More informationSuccessful Selling: Acing Advanced Analytics to Drive Commercial Growth
Successful Selling: Acing Advanced Analytics to Drive Commercial Growth By Bhargav Mantha and Maria Kliatchko March 2018 This article has been republished with the permission of Medtech Insight, a medical
More informationKristin Peck. John Young. Pfizer: Think Digital First. An interview with. EVP WW Business Development and Innovation, Pfizer
An interview with Kristin Peck EVP WW Business Development and Innovation, Pfizer John Young President and General Manager Primary Care, Pfizer Pfizer: Think Digital First Transform to the power of digital
More informationOperational Excellence in Healthcare. Creating a Culture of High Reliability: Driving Culture Change
Operational Excellence in Healthcare Creating a Culture of High Reliability: Driving Culture Change OUR VIEW Set, Met, Reinforced The Key to Experience Management We believe that your brand, operations
More information2018 North American Real-World Evidence Enterprise Solutions Market Leadership Award
2018 North American Real-World Evidence Enterprise Solutions Market Leadership Award 2018 2018 NORTH AMERICAN REAL-WORLD EVIDENCE ENTERPRISE SOLUTIONS MARKET LEADERSHIP AWARD Contents Background and Company
More informationImprove your probability. of success
Improve your probability of success FROM PIPELINE TO PORTFOLIO TO POPULATION HEALTH TM Creating a healthier world will require the industry s best thinking and resources. It will also demand working together
More informationLighting Strategy. Key takeaways. We continue to grow at mid single digit and are taking decisive actions to address margin issues
Lighting Strategy Frans van Houten a.i. CEO Philips Lighting 2 3 Key takeaways 24 1 Key takeaways 25 We have undertaken actions to address issues with our performance Results impacted by Slower market
More informationORGANIZATIONAL LEADERSHIP
ORGANIZATIONAL LEADERSHIP CENTER FOR CREATIVE LEADERSHIP S (CCL ) ORGANIZATIONAL LEADERSHIP SOLUTIONS PROPEL STRONG FINANCIAL PERFORMANCE AND DELIVER A MEASURABLE RETURN ON YOUR INVESTMENT. Accelerate
More informationDEMONSTRATING YOUR MEDICINE S VALUE TO ALL STAKEHOLDERS TRUSTED COMMERCIALIZATION AND MARKET ACCESS EXPERTISE
CATALYSTS DRIVING SUCCESSFUL DECISIONS IN LIFE SCIENCES DEMONSTRATING YOUR MEDICINE S VALUE TO ALL STAKEHOLDERS TRUSTED COMMERCIALIZATION AND MARKET ACCESS EXPERTISE WHEN COMMERCIALIZING A MEDICINE, IT
More informationFor pharmaceutical and medical products
SALES & MARKETING INSIGHTS Focus Is Fundamental: Using Objective-Based Segmentation to Identify, Target and Influence Your Most Valuable Customers Paul Kraus For pharmaceutical and medical products manufacturers,
More informationPRESCRIBING GROWTH IN PHARMA WITH DATA SCIENCE
PRESCRIBING GROWTH IN PHARMA WITH DATA SCIENCE By Troy Andre, Ethan Dabbs, Roman Geis, Erin George, and Martha Pease In an increasingly dynamic environment, pharma brand teams frequently struggle to gain
More informationYASHAJIT SAHA & ABHISHEK SHARMA, SUBJECT MATTER EXPERTS, RESEARCH & ANALYTICS ADVANCED ANALYTICS: A REMEDY FOR COMMERCIAL SUCCESS IN PHARMA.
YASHAJIT SAHA & ABHISHEK SHARMA, SUBJECT MATTER EXPERTS, RESEARCH & ANALYTICS ADVANCED ANALYTICS: A REMEDY FOR COMMERCIAL SUCCESS IN PHARMA wns wns ADVANCED ANALYTICS: A REMEDY FOR COMMERCIAL SUCCESS IN
More informationData and Analytics Unlocking Future of Pharma Sales Planning. Maria Kliatchko
Data and Analytics Unlocking Future of Pharma Sales Planning Maria Kliatchko Data and Analytics Unlocking Future of Pharma Sales Planning Maria Kliatchko The only thing constant is change. But while competitive
More informationAshfield Commercial. Commercial & Medical Services. INSIGHT & PERFORMANCE Business Edge InforMed Insight Pharma Marketing Academy
COMMERCIAL Ashfield In2Focus Pharmexx Ashfield Commercial Ashfield Healthcare Ireland Ashfield KK Expansis Ashfield MCG CLINICAL Ashfield In2Focus Pharmexx Ashfield Healthcare Ashfield Healthcare Ireland
More informationThe BIG question: What s different about a customer-driven business transformation?
The BIG question: What s different about a customer-driven business transformation? With customers holding more power than ever before, some transformation leaders are using the customer perspective to
More informationThe Age of Agile Solutions
>> Whitepaper The Age of Agile Solutions Creating Interconnected Ecosystems October 2017 Sell Side Sponsored by The Age of Agile Solutions Contents Executive Summary... Technology and Services to Unlock
More informationBiopharma in the coming era of connected health
14 Health-care focus: Perspective Celia Johnson Biopharma in the coming era of connected health Disruptive technologies are already reshaping the industry. Here s how executives can meet the resulting
More informationDigital Insights. Unlocking value from data to drive your business
Digital Insights Unlocking value from data to drive your business Contents Digital insights overview Business drivers Digital insights strategy Digital insights in practice Discovering the diamonds Why
More informationAccenture and Salesforce. Delivering enterprise cloud solutions that help accelerate business value and enable high performance
Accenture and Salesforce Delivering enterprise cloud solutions that help accelerate business value and enable high performance 1 Businesses and governments around the world are increasingly adopting and
More informationPUTTING PATIENTS FIRST: INNOVATING DRUG CONTAINMENT AND DELIVERY
PUTTING PATIENTS FIRST: INNOVATING DRUG CONTAINMENT AND DELIVERY Innovations in self-administered drug delivery systems are supporting care for a variety of medical conditions transitioning out of hospitals
More informationAligning internal teams to secure buy-in from external stakeholders: a critical part of launch strategy
October 2015 Aligning internal teams to secure buy-in from external stakeholders: a critical part of launch strategy The commercial success of a new pharmaceutical product depends on the buy-in of disparate
More informationDigital Insights. Unlocking value from data to drive your business
Digital Insights Unlocking value from data to drive your business Contents Digital insights overview Business drivers Digital insights strategy Digital insights in practice Discovering the diamonds Why
More informationPrecision Medicine & Health Insurance Business Model Disruption? A Data& Evidence perspective
Precision Medicine & Health Insurance Business Model Disruption? A Data& Evidence perspective December 12 th, 2017 Dr. Tim Wintermantel Real World Insights Lead, Switzerland Copyright 2017 IQVIA. All rights
More informationOptum Performance Analytics
Optum Performance Analytics A unified health care data and analytics platform Photo to come Optum Performance Analytics Position your organization for success with Optum Performance Analytics Dynamic health
More informationBeyond Real World Evidence
Beyond Real World Evidence How to improve utilisation of Real World Data throughout an organisation Real World Evidence (RWE) has demonstrated real business value by enabling medical researchers to analyse
More informationTurning Strategy Into Action: Why Many Organizations Are Not Fit to Deliver
Volume XIX, Issue 65 Turning Strategy Into Action: Why Many Organizations Are Not Fit to Deliver Many companies find turning strategy into action very challenging, not because of a weakness in the strategy
More informationIntelligent Automation in IT Infrastructure POINT OF VIEW INFRASTRUCTURE MANAGED SERVICES
POINT OF VIEW INFRASTRUCTURE MANAGED SERVICES Intelligent Automation in IT Infrastructure Neeraj Jaitley Senior Vice President, Infrastructure, Cloud & Security Services Bogdan Udrea Chief Technical Architect,
More informationDoes a disrupted Internal Audit function mean a stronger strategic partner?
Does a disrupted Internal Audit function mean a stronger strategic partner? The future of internal audit will require significant disruption to keep pace with global change. To keep pace with digital and
More informationOperational Excellence in Healthcare. Creating a Culture of High Reliability: Management System Fundamentals
Operational Excellence in Healthcare Creating a Culture of High Reliability: Management System Fundamentals OUR VIEW Set, Met, Reinforced The Key to Experience Management We believe that your brand, operations
More informationHow Aimiqi Footwear Transformed Its Business
An IDC Customer Spotlight, Sponsored by SAP June 2018 How Aimiqi Footwear Transformed Its Business to Achieve a Perfect Fit With Consumers by Simon Ellis, Program Vice President, IDC Manufacturing Insights
More informationFROM PERCEPTION TO MEASURED REALITY. Leverage Analytics to Improve Clinical & Economic Outcomes 1 A 5-MINUTE EXECUTIVE BRIEF FROM ECOLAB HEALTHCARE
FROM PERCEPTION TO MEASURED REALITY Leverage Analytics to Improve Clinical & Economic Outcomes 1 A 5-MINUTE EXECUTIVE BRIEF FROM ECOLAB HEALTHCARE A UNIVERSAL TRANSFORMATION Turning Data into Actionable
More informationCutting Edge Information
Cutting Edge Information http://www.marketresearch.com/cutting Edge Information v3179/ Publisher Sample Phone: 800.298.5699 (US) or +1.240.747.3093 or +1.240.747.3093 (Int'l) Hours: Monday - Thursday:
More informationRe-thinking the Attribution Puzzle: Evolving Beyond Single-Touch Models. By Joe Kingsbury, U.S. B2B Managing Director
Re-thinking the Attribution Puzzle: Evolving Beyond Single-Touch Models By Joe Kingsbury, U.S. B2B Managing Director 1 Re-thinking the Attribution Puzzle: Evolving Beyond Single-Touch Models Findings from
More informationConnecting with patients. Digital engagement leads the way to stronger relationships
Connecting with patients Digital engagement leads the way to stronger relationships Connecting with patients / Digital engagement leads the way to stronger relationships Executive summary Connecting with
More informationWHAT TO KNOW FOR CRM IN 2018 FROM KERN S 2017 CRM LEADERSHIP SURVEY
WHAT TO KNOW FOR CRM IN 2018 FROM KERN S 2017 CRM LEADERSHIP SURVEY A comprehensive look at what CRM leaders across industries experienced in 2017, what they will prioritize, and how partners can help
More informationSales Force of the Future
Presented to: The Pharma, Biotech & Device Colloquium June 7, 2004 Coverage Points Future Truths We Hold to be Self-evident Future Sales Force: 3F Principles of Design Fusion Flexibility Fit Getting There
More informationInsights into the Evolving Pricing & Market Access Environment
Insights into the Evolving Pricing & Market Access Environment UBC Global Market Access Survey July 2012 JULY 2012 GLOBAL MARKET ACCESS SURVEY UBC s Global Market Access Survey: Setting the Stage For those
More informationAnalytics: Laying the Foundation for Supply Chain Digital Transformation
November 2017 Analytics: Laying the Foundation for Supply Chain Digital Transformation By Sanjiv Mahajan, Sandip Saha and Alfonso Macias As supply chain leaders set objectives and strategies for 2018 and
More informationMicrosoft Digital Transformation Study In partnership with IDC Asia/Pacific
Microsoft Digital Study 2018 In partnership with IDC Asia/Pacific How is an organization being digitally transformed? How is an organization business model being digitally transformed? DIGITAL TRANSFORMATION
More informationSiemens. MindSphere. The cloud-based, open IoT operating system.
Siemens MindSphere The cloud-based, open IoT operating system www.siemens.com/mindsphere 2 MindSphere Every machine and system in your business provides a wealth of data with insights and benefits yet
More informationThe cloud-based, open IoT operating system
MindSphere The cloud-based, open IoT operating system www.siemens.com/mindsphere 2 MindSphere Every machine and system in your business provides a wealth of data with insights and benefits yet to be fully
More informationCommercial Pricing and Contracting 101
Commercial Pricing and Contracting 101 Reimbursement and Contracting CBI Conference Philadelphia, PA February 4, 2016 Althea Danzey, Director of Contracting Tina Still, Senior Manager of Contracting Eisai
More informationQuestions and Answers with Key Executives from Akcelerant and Temenos
Questions and Answers with Key Executives from Akcelerant and Hear what the CEOs are saying... G.A. (Jay) Mossman III Founder & CEO David Arnott Chief Executive Officer Why is this event significant and
More informationTHE DIGITAL THREAD IMPERATIVE. High tech companies must make the right connections for new growth
THE THREAD IMPERATIVE High tech companies must make the right connections for new growth As the world becomes increasingly digital, high tech companies face a new reality: the speed of innovation is greater
More informationThe CHRO Point of View: Asia Pacific. Employee Experiences Drive Business Value
The CHRO Point of View: Asia Pacific Employee Experiences Drive Business Value Survey results: Top four takeaways. 1 2 3 4 Three out of five CHROs say HR is now a driver of digital transformation. Most
More informationDefining Strategic Metrics to Demonstrate Impact
The Value of Medical Affairs: Defining Strategic Metrics to Demonstrate Impact www.envisionpharmagroup.com The Value of Medical Affairs: Defining Strategic Metrics to Demonstrate Impact Objectives Establish
More informationSTATE OF THE ASIA-PACIFIC PHARMACEUTICAL INDUSTRY 2013: EXECUTIVE SUMMARY
STATE OF THE ASIA-PACIFIC PHARMACEUTICAL INDUSTRY 2013: EXECUTIVE SUMMARY State of the Asia-Pacific Pharmaceutical Industry The pharmaceutical industry in the Asia-Pacific region has recently been besieged
More informationInternal Communications Global Survey Europe, Middle East and Africa (EMEA) vs. North America
Inside IC: introduction: by Andrew Blacknell Earlier this year we surveyed over 700 internal communication professionals about a wide range of IC issues including channel usage, resources, involvement
More informationSERVICES: A GLANCE INTO THE FUTURE
SERVICES: A GLANCE INTO THE FUTURE GROWTH AND DIGITALISATION Pierpaolo Barbone, President Services & Executive Vice President 1 Services in a nutshell In one year: We serve 12,000 customers 115,000 deliveries,
More informationBig Decisions: Using data and analytics to transform decisionmaking in Healthcare and Life Sciences
Big Decisions: Using data and analytics to transform decisionmaking in Healthcare and Life Sciences Insights from s Big Decisions TM Research November 2016 s Global Data and Analytics Survey 2016: Big
More informationFOCUS REIMBURSEMENT STRATEGY TO DEMONSTRATE FULL VALUE STORY
WHITE PAPER FOCUS REIMBURSEMENT STRATEGY TO DEMONSTRATE FULL VALUE STORY By Nicole May, Research Analyst at Cutting Edge Information OVERVIEW National and private payers, especially in the US and EU, are
More informationIf you connect the dots, will the bigger picture be clearer?
If you connect the dots, will the bigger picture be clearer? 5 minutes READING TIME 1the elephant Every boardroom has an elephant... or two They re the looming issues everyone would rather discuss another
More informationSPECIAL REPORT Revolutionizing Customer Service in Manufacturing Research insights from nearly 300 manufacturing service leaders worldwide
SPECIAL REPORT Revolutionizing Customer Service in Manufacturing Research insights from nearly 300 manufacturing service leaders worldwide About This Report 2 surveyed 291 customer service professionals
More informationPTC Connected PLM Summary
PTC Connected PLM Summary Series Summary Develop Truly Trend-driven Fashion, Unlock Supply Chain Visibility & Responsiveness, and Improve Customer Experience & Engagement Page 1 of 5 PTC Connected PLM
More informationOptum Performance Analytics
Optum Performance Analytics A unified health care data and analytics platform Photo to come Dynamic health care market forces, fueled by delivery and payment reform, have posed many new and difficult questions
More informationWhen Customers Call, and They Will, Will Your IVR be Ready?
A FROST & SULLIVAN EXECUTIVE SUMMARY When Customers Call, and They Will, Will Your IVR be Ready? In Collaboration With: View the ondemand version of the ebroadcast: www.frost.com/ivr As many reports have
More informationPAPER CX Governance. CX Governance. Align your organization around a unified CX objective to achieve better business results. MARITZCX.
CX Governance Align your organization around a unified CX objective to achieve better business results. 1 BUILDING A SUCCESSFUL CX PROGRAM IN A DIGITAL WORLD Your success ultimately depends on how well
More informationTIA STRATEGIC PLAN TELECOMMUNICATIONS INDUSTRY ASSOCIATION
TIA STRATEGIC PLAN TELECOMMUNICATIONS INDUSTRY ASSOCIATION TIA Empowering the Network of the Future TIA is the trusted source for expertise and policy advocacy on leading-edge communications technology.
More informationThe New Role of Medical Affairs in Defining and Driving Product Success
The New Role of Medical Affairs in Defining and Driving Product Success Suma Ramadas, PhD, and Susan Suponcic, PhD Syneos Health Consulting 2018 Syneos Health. All rights reserved. The Organizational Role
More informationA new perspective on utilities complaint management
A new perspective on utilities complaint management An EXL whitepaper Written by EXL Utilities lookdeeper@exlservice.com Resolving customer complaints is an unavoidable challenge in the energy and utilities
More informationThe Social Marketer vs. the Social Enterprise Social media in financial institutions is in transition.
DECEMBER 2014 THE STATE OF Social Media in Financial Services The Social Marketer vs. the Social Enterprise Social media in financial institutions is in transition. Although social media is largely perceived
More informationSmarter Healthcare across the Lifecycle with Analytics
Smarter Healthcare across the Lifecycle with Sponsored by IBM Srini Chari, Ph.D., MBA August 2018 mailto:info@cabotpartners.com Executive Summary Healthcare is rapidly evolving from volume-based care to
More informationKEEPING A CLEAR HEAD: How to cure your inventory management headache
KEEPING A CLEAR HEAD: How to cure your inventory management headache 2 Keeping a clear head Contents CONTENTS 3 Inventory health check 5 Diagnosing the problem: why ERP is a false cure 7 Curing your inventory
More informationconfidence. High-quality pharmaceutical market research that enables confident tactical and strategic business decisions
act with confidence. High-quality pharmaceutical market research that enables confident tactical and strategic business decisions ISR is a full-service pharmaceutical market research firm that delivers
More informationThe Information Agenda Guide for communications service providers
August 2008 The Information Agenda Guide for communications service providers Accelerating the journey to Information On Demand Page 2 Contents 3 The untapped value of information 5 Information On Demand
More informationMULTICHANNEL MARKETING FOR PHARMA
02 AN INTRODUCTION TO MULTICHANNEL MARKETING FOR PHARMA Inspiring audiences. Motivating change. Thinking beyond. www.wearecouch.com COUCH medical communications 1 Introduction Consumers these days have
More informationCreate your ideal data quality strategy. Become a more profitable, informed company with better data insight
Create your ideal data quality strategy Become a more profitable, informed company with better data insight An Experian Data Quality White Paper March 2015 Introduction...1 The levels of data quality sophistication...2
More informationHow to build digital, connected and adaptive Customer Experiences
V How to build digital, connected and adaptive Customer Experiences The secret to making your customers loyal 2 Keeping customers happy has never been tougher. They ve more of everything: devices, channels,
More informationCorporate Overview. Helping clients win with digital at scale and speed
Corporate Overview Helping clients win with digital at scale and speed Corporate Overview 1 Cognizant (NASDAQ-100: CTSH) is one of the world s leading professional services companies, transforming clients
More informationSocial Media in Healthcare Leverage Social Media for Real Business Impact
Social Media in Healthcare Leverage Social Media for Real Business Impact Gelb Consulting, An Endeavor Management Company 2700 Post Oak Blvd P + 281.759.3600 Suite 1400 F + 281.759.3607 Houston, Texas
More informationThe Connected Customer Journey. Connect your marketing so you can connect to your customers.
The Connected Customer Journey Connect your marketing so you can connect to your customers. CONNECT New rules to achieve personalization at scale, galvanize your company s culture and make decisions that
More informationBiopharma Operational Scale Up for First Product Launch: Planning for Successful Execution in Challenging Times
Volume XVIII, Issue 2 Biopharma Operational Scale Up for First Product Launch: Planning for Successful Execution in Challenging Times As new products receive approval from the Food and Drug Administration,
More informationGlobalization is changing
REAL ESTATE MANAgEMENT 2011 WINNER The World is Neither Round, Nor Flat: It s Virtual, and It s Fast BY ROB MARSH, MARK SEELEY AND KRISTIN BEATTY Globalization is changing the landscape for corporate real
More informationThe Connected CFO a company s secret silver bullet?
a company s secret silver bullet? Imagine if the Chief Financial Officer (CFO) had a real-time dashboard of the business that automatically alerted him or her to specific triggers about the financial performance
More informationStrategy 4 Selection 4 Development 4 Succession Management
Strategy 4 Selection 4 Development 4 Succession Management 1 When your leaders wake up each day, they re making a better future. That s the truth. You trust your leaders to set the strategic direction
More informationAn integrated model approach to improve the management of marketed products
Insight brief Regulatory and safety integration An integrated model approach to improve the management of marketed products Leo Dodds, Principal, Quintiles Advisory Services John Rogers, Engagement Leader,
More informationPharma. Vision. The first single view of the risk and reward of the R&D landscape
The first single view of the risk and reward of the R&D landscape We re proud and excited to introduce the latest stage of evolution for our flagship product, EvaluatePharma. Alex Karle CEO, Evaluate Evaluate
More informationWHITE PAPER. Integrated customer insights
WHITE PAPER Integrated customer insights Customer centricity is the new voice for brands the world over. Every brand will have online and offline customers, depending on the touch points they wish to deal
More informationGain Greater Insight and Facilitate Actions. Brochure Analytics & Big Data
Analytics & Big Data Gain Greater Insight and Facilitate Actions Micro Focus Smart City Rapid Deploy Solution provides a path to safer cities. Gain Greater Insight and Facilitate Actions Safety Challenges
More informationFINANCE S DIGITAL FUTURE: SETTING STRATEGY AND ENABLING TRANSFORMATION
WHITE PAPER FINANCE S DIGITAL FUTURE: SETTING STRATEGY AND ENABLING TRANSFORMATION July 20, 2018 Written by Nagaraja Srivatsan, Chief Growth Officer, EXL Narasimha Kini Senior Vice President and Head of
More informationCCTG initiative. patient reported outcomes (including wearables)
Executive Summary Canada can be a global leader in the next generation of pharmaceutical and cancer care innovation. The Canadian Cancer Trials Group (CCTG) is requesting $39 million in federal funding
More information100 Top Hospitals CEO Insights: Adoption Rates of Select Baldrige Award Practices and Processes
100 TOP HOSPITALS RESEARCH 100 Top Hospitals CEO Insights: Adoption Rates of Select Baldrige Award Practices and Processes Julie Shook, FACHE Jean Chenoweth October 2012 Truven Health Analytics SM undertakes
More informationCASE STUDY: INVESTMENT MANAGEMENT FIRM TRANSFORMS PORTFOLIO MANAGEMENT TO MAKE TRADING DECISIONS IN REAL TIME
CASE STUDY: INVESTMENT MANAGEMENT FIRM TRANSFORMS PORTFOLIO MANAGEMENT TO MAKE TRADING DECISIONS IN REAL TIME INTRODUCTION A leading investment management firm dedicated to evidence-based investing in
More informationSOLVING THE MARKETING ATTRIBUTION RIDDLE Four essentials of decoding the multitouch attribution, beyond the last click.
SOLVING THE MARKETING ATTRIBUTION RIDDLE Four essentials of decoding the multitouch attribution, beyond the last click. 2018 Executive Summary "If you can't measure it, you can't improve it." ~ Peter Drucker1
More informationEnterprise Performance Management in the Pharmaceutical Industry. kpmg.co.uk
Enterprise Performance Management in the Pharmaceutical Industry kpmg.co.uk Are your performance management processes, metrics and tools prepared for tomorrow s strategic challenges in pharmaceuticals?
More informationAuthor: Mark Casey Additional Contributors: Mariana Carroll Jon Hoehler
The Post Digital Environment Getting ready for 2020 and beyond Author: Mark Casey Additional Contributors: Mariana Carroll Jon Hoehler Contents A Peek into the next Decade and Beyond 3 The Post Digital
More informationUnderstanding Payer Dynamics. A critical factor in maximizing brand performance. Healthcare Measurement IMS Payer Insights
Understanding Payer Dynamics A critical factor in maximizing brand performance Healthcare Measurement IMS Payer Insights Understanding Payer Dynamics A critical factor in maximizing brand performance In
More informationThe Changing Clinical Landscape
Reprinted from June 2016 June 2016 THE FORUM FOR THE INDUSTRY EXECUTIVE The Changing Clinical Landscape DATA-DRIVEN COMMERCIAL STRATEGIES MOBILE ADVERTISING 2016 DIA PREVIEW SHOWCASE FEATURE Clinical Trial
More informationHow can regulatory affairs drive greater value for the patient and for the business?
How can regulatory affairs drive greater value for the patient and for the business? Exploring the key considerations How do you combat the rising costs of regulatory affairs? What s the best operating
More informationBroadcasting A Direction in Cloud: How Comprehensive Skill Development Powers Turner s Innovation Journey
Broadcasting A Direction in Cloud: How Comprehensive Skill Development Powers Turner s Innovation Journey Turner's Cloud Story Turner is a global entertainment, sports and news company that owns and operates
More informationTHE INNOVATION GROUP. Delivering Business Value Through Innovation.
THE INNOVATION GROUP Delivering Business Value Through Innovation. BEGIN YOUR TRANSFORMATION The conversation is changing. Far beyond keeping the lights on, IT is riding a new wave that will define and
More informationSteve Clark Senior Vice President
Steve Clark Senior Vice President 1 Collaborations Opportunity for life sciences companies Partner with Optum & United leadership to design and pilot high-impact programs Close key gaps in care to improve
More informationTHE BIOSIMILARS LANDSCAPE: STRATEGIES FOR CLINICAL AND COMMERCIAL SUCCESS
THE BIOSIMILARS LANDSCAPE: STRATEGIES FOR CLINICAL AND COMMERCIAL SUCCESS What all developers need to know Alicia Baker Director, Global Regulatory Affairs Strategy, Covance John Carlsen, MHA Vice President,
More informationHelping unlock growth opportunities worldwide
Helping unlock growth opportunities worldwide A trusted partner for high-stakes decisions While scientific and technological advances fuel new business opportunities, the cost of bringing each new product
More informationA BUYER S GUIDE TO CHOOSING A MOBILE MARKETING PLATFORM
A BUYER S GUIDE TO CHOOSING A MOBILE MARKETING PLATFORM A Buyer s Guide to Choosing a Mobile Marketing Platform Today, mobile users are demanding more from their app experiences, and the priority is clear:
More information