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

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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

Engaging With Key Opinion Leaders Online

Posted by Alexandra Fulford on Tue, Sep 02, 2014

Pharma companies have been interacting with key opinion leaders (KOLs) offline for years, and have clearly established processes in place to do this. However with the growth of social media the dynamics of interaction are changing and companies need to readdress their approach to KOL engagement.

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Topics: Alexandra Fulford, Pharma, Key Opinion Leaders

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