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The Active Ingredient features expert insights and commentary from leaders of ZS Associates' global pharmaceuticals practice.

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Big Data Delivers Insights, but Can Your Sales Planners React in Real Time?

Posted by Maria Kliatchko on Thu, Oct 09, 2014

(This blog series introduces emerging trends in sales planning that every commercial operations department must prepare to face in the future.)

Embracing Big Data and unlocking its power with analytics will only take you so far. What happens when months are required to use those insights or react productively? The true endgame involves both systems and internal processes evolving into real-time resource and activity reallocation.

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Topics: big data, sales, call planning, territory management, commercial operations, Maria Kliatchko, Sales Planning, Life Sciences, Analytics

How Advanced Analytics Are Inspiring Life Science Sales Planning

Posted by Maria Kliatchko on Mon, Oct 06, 2014

(This blog series introduces emerging trends in sales planning that every commercial operations department must prepare to face in the future.)

Previously, we explored how new and emerging sources of data offer a rich opportunity for life science organizations, specifically how unstructured data will support answers to some currently intractable questions for sales planning. All of that data, however, can be meaningless without the appropriate analytical tools.

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Topics: big data, sales, call planning, territory management, commercial operations, Maria Kliatchko, Sales Planning, Life Sciences, Analytics

Sales Planning Has Questions, Big Data Has Answers: How to Start Searching

Posted by Maria Kliatchko on Thu, Sep 25, 2014

(This blog series will introduce emerging trends in sales planning that every commercial operations department must prepare to face in the future.)

While many industries, such as retail, financial or travel and tourism, have relied on big data for years to improve competitiveness, life science has been slower to incorporate data into its planning beyond pure sales and customer attributes. But with many factors outside of pure sales driving today’s complex environment, we have started to recognize big data’s potential impact.

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Topics: big data, sales, call planning, territory management, Maria Kliatchko, Key Opinion Leaders, Sales Planning, Life Sciences, Commercial Operation

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