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

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Big Data Delivers Insights, but Can Your Sales Planners React in Real Time?

Posted by Maria Kliatchko on Thu, Oct 09, 2014

(This blog series introduces emerging trends in sales planning that every commercial operations department must prepare to face in the future.)

Embracing Big Data and unlocking its power with analytics will only take you so far. What happens when months are required to use those insights or react productively? The true endgame involves both systems and internal processes evolving into real-time resource and activity reallocation.

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Topics: big data, sales, call planning, territory management, commercial operations, Maria Kliatchko, Sales Planning, Life Sciences, Analytics

How Advanced Analytics Are Inspiring Life Science Sales Planning

Posted by Maria Kliatchko on Mon, Oct 06, 2014

(This blog series introduces emerging trends in sales planning that every commercial operations department must prepare to face in the future.)

Previously, we explored how new and emerging sources of data offer a rich opportunity for life science organizations, specifically how unstructured data will support answers to some currently intractable questions for sales planning. All of that data, however, can be meaningless without the appropriate analytical tools.

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Topics: big data, sales, call planning, territory management, commercial operations, Maria Kliatchko, Sales Planning, Life Sciences, Analytics

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

Automate Business Analytics to Boost Sales and Marketing ROI, ASAP

Posted by Maria Kliatchko on Mon, Sep 23, 2013

A sales rep’s regularly scheduled appointments are interrupted by an alert on his smartphone or iPad. A nearby practice serving a large patient population recently enrolled in a regional health-care plan. In short order, he receives a Google map to that office, details about the practice, as well as patient and physician characteristics, and reminders of key brand, payer and compliance messages. The rep arrives at the unplanned call fully prepared to present his therapies.

This scenario is just one example of how pharma company IT departments can combine Big Data, predictive analytics, technological mobility and social media to accelerate the pace at which sales and marketing teams make the best decisions possible.

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Topics: big data, mobility, pharma sales planning, predictive analytics, Maria Kliatchko

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