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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 Steps to Address the Pain Points of Co-Pay Accumulator Programs

Posted by Howard Deutsch on Wed, Jan 31, 2018

In the cat-and-mouse co-pay card game, payers have made their next move. Pharmacy benefit managers have been promoting “co-pay accumulator” programs to plan sponsors as a way to reduce specialty drug spending. Left alone, these programs will result in confused patients who are less likely to adhere to their medications, and high costs for pharmaceutical manufacturers. Pharma companies need to respond.

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Topics: pharmaceutical industry, Pharma, healthcare, payers, manufacturers, PBMs, pricing, patient centricity, co-pay accumulator programs, health insurance, pharmacy benefit managers, co-pay cards, deductible

Prescription Market Stakeholders to Drug Makers: Show Us the Value

Posted by Ed Schoonveld on Tue, Jun 23, 2015

The U.S. market for prescription drugs has evolved significantly over the last few years. High and increasing costs of healthcare, together with changes related to the Patient Protection and Affordable Care Act (ACA), have been at the forefront of discussions. Health insurance coverage for previously uninsured, institution of Accountable Care Organizations (ACOs) and various other healthcare quality and efficiency initiatives have also been prevalent topics.

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Topics: Pharmaceutical, pharmaceutical industry, Pharma, Pharma Industry, Drug pricing, Ed Schoonveld

Know your customer: AffinityMonitor™ shows how doctors engage with pharma promotion

Posted by Malcolm Sturgis on Wed, Sep 24, 2014

The pharmaceutical industry is well aware its sales forces are facing greater restrictions than ever on physician access. But the industry is finding that other types of promotion may provide another avenue to reach doctors.

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Topics: customer-centric marketing, pharmaceutical industry, Malcolm Sturgis, AffinityMonitor

Creating KPIs That Mean Something

Posted by Pete Mehr on Thu, Jul 17, 2014

How do you know if you’re successful? Well, if you are a student, a key performance indicator (KPI) is your grade point average. If you are a hockey goalie, it’s your goals against average. If you are a sales rep, it’s your sales relative to quota. But if you are a marketer, what KPI do you use?

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Topics: customer engagement, Pete Mehr, Pharmaceutical, pharmaceutical industry, Pharma

Unlocking the Value of Closed Loop Marketing Analytics to Drive Customer Centricity

Posted by Saby Mitra on Thu, Jul 10, 2014

A significant portion of closed loop marketing (CLM) programs in the pharmaceutical industry have traditionally focused on converting paper assets to digital content and pushing this digital content to the sales representative’s tablet as detailing aids.

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Topics: consumer-centric, Saby Mitra, pharmaceutical industry

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