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

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From Good to Great: To Accelerate Growth, Look Inward

Posted by Yasasvi Popuri on Thu, Nov 08, 2018

How can we identify and realize growth opportunities? That’s the multibillion-dollar question that looms large on the minds of pharma and biotech companies when their drugs enter the maturation phase. In our experience, pharmaceutical and biotech companies take one of two broad approaches to address this problem: understanding and addressing the provider, patient or payer barriers or diving deeper into field force effectiveness to improve the customer experience. The choice of approach depends on whether marketing or sales leadership initiates the franchise-wide pursuit of additional growth opportunities.

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Topics: customers, Growth, strategic accounts, pharmaceuticals, biopharma, product differentiation, growth drivers, growth strategy, data and insights

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