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

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Five Key Imperatives for Getting Started With Suggestions

Posted by Saby Mitra on Tue, Oct 25, 2016

Digital is the preferred method to engage with the pharmaceutical industry for a vast majority of physicians today. But as physicians interact with company assets across multiple channels, sales organizations need to work smarter than before and sales reps need to coordinate more purposefully with marketing channels. Several companies either are considering or are already experimenting with the concept of “field suggestions,” a data-science-driven capability that links multiple data assets across sales, marketing, market access and other functions to produce deep customer insights and suggested actions for sales reps. Without this capability, these insights would otherwise be extremely difficult to predict, even for some of the best reps in the industry.

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Topics: Saby Mitra, Pharma, Digital

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