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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 Healthcare Landscape Has Shifted. How Will Pharma’s Commercial Resource Planning Respond?

Posted by Pratap Khedkar on Mon, Nov 19, 2018

This is the first post in a three-part series on commercial resource planning.

The ground is shifting under pharma companies’ very foundations. Pharma’s customer bases are transforming, as private practices give way to complex provider systems, and influence over treatment decisions spreads well beyond the physician. The role of the end user is changing as the patient journey grows increasingly intricate and individualized. Data, analytics and other technologies are changing the way that therapies are developed, delivered and assessed. Value is edging out volume as the primary performance metric—and the definition of value varies by stakeholder.

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Topics: local markets, provider consolidation, commercial resource planning, pharma commercial model, patient funnel, patient drop-off rates, pharma roles and resources

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