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

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The CVS/Aetna Effect: How Pharma Can Prepare for Change

Posted by Paul Darling on Thu, Dec 21, 2017

CVS Health’s proposed purchase of Aetna and UnitedHealth Group’s plan to buy DaVita’s primary care units could bring a sea change for healthcare delivery. They are two examples of the corporatization of healthcare delivery and the broader evolution of the healthcare landscape that’s currently under way. In addition to securing the position of immediate care facilities and pharmacies as first-line healthcare providers—which is expected to continue to reframe the healthcare delivery model as we know it—these deals would affect all corners of the healthcare ecosystem in areas from data and analytics to drug pricing and pharmaceutical customer influence.

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Topics: customer insights, customer engagement, Pharma, vertical integration, healthcare ecosystem, m&a, consolidation, local healthcare market, commercial strategy, CVS/Aetna, healthcare delivery, immediate care facilities

Paging Dr. Watson: Evolving Pharmaceutical Value Propositions in the Age of Artificial Intelligence

Posted by Paul Darling on Thu, Dec 07, 2017

According to historical accounts, 19th-century English artist Sir Samuel Luke Fildes was determined to “put on record the status of the doctor of our time” when he painted “The Doctor,” a depiction of a concerned physician tending to his young patient. And though it was created in the midst of the Second Industrial Revolution, the artwork includes no sign of advancing medical technology. Instead, it presents what has become an iconic portrayal of patient-centered medical care.

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Topics: customer insights, distribution, customer centricity, Pharma, contracting, artificial intelligence, value proposition, machine learning, drug distribution

Is Your Sales Force Ready for Dynamic Targeting?

Posted by Mike Powers on Mon, Sep 25, 2017

Mani Sethi co-wrote this blog post with Mike Powers. 

Think about the last time you bought something on Amazon: The website provides a list of your recently purchased items, suggestions based on your browsing history, and insights into what products similar shoppers have bought. Chances are at least one of those tailored offerings factored into your purchase decision.

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Topics: go-to-market (GTM), customer insights, Sales Force, Pharma, sales reps, change management, reinvent go-to-market strategy, Impact Summit 2017, dynamic targeting, data and analytics

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