Pharma’s Commercial Resource Redesign: Managing Timelines and Expectations

Posted by Pratap Khedkar on Wed, Dec 05, 2018

This is the final post in a three-part series on commercial resource planning.

As pharma companies begin to think about reorganizing and deploying their commercial resources to better align with changing customers and an evolving healthcare landscape, their strategy for transforming commercial resource planning can’t be piecemeal, but their approach to implementing the change likely should be. It’s going to take time to develop the right customized approach to suit your company’s specific needs and challenges, and to get buy-in. Data and technology will carry some of the weight, as will coordinating internal processes and roles, and adopting an on-demand, customer-specific mindset.


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Pharma Should Be Making More Data-Driven Deployment Decisions

Posted by Pratap Khedkar on Wed, Nov 28, 2018

This is the second post in a three-part series on commercial resource planning.

As the pharma industry’s customers evolve with the shifts in the healthcare landscape, pharma companies can no longer take a static, semiannual, one-size-fits-all approach to commercial resource planning. They need to take an agile, localized, customized approach to aligning commercial resources to better meet their customers’ evolving needs—and they need the right analytics capability to mine the customer and market insights they need to get it done.


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The Healthcare Landscape Has Shifted. How Will Pharma’s Commercial Resource Planning Respond?

Posted by Pratap Khedkar on Mon, Nov 19, 2018

This is the first post in a three-part series on commercial resource planning.

The ground is shifting under pharma companies’ very foundations. Pharma’s customer bases are transforming, as private practices give way to complex provider systems, and influence over treatment decisions spreads well beyond the physician. The role of the end user is changing as the patient journey grows increasingly intricate and individualized. Data, analytics and other technologies are changing the way that therapies are developed, delivered and assessed. Value is edging out volume as the primary performance metric—and the definition of value varies by stakeholder.


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