Three Critical Moves for Getting Launch Targeting Right

Posted by Paul Hashemi on Mon, May 14, 2018

It’s common knowledge that the success of a launch sets the long-term trajectory of a pharmaceutical brand. In past decades, companies would double down on their research investments with massive sales forces, reaching every plausible potential prescriber, but in today’s environment, promotional resources often are limited. This means that targeting the right customers is increasingly important to ensuring that a new brand’s launch is successful.


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How Can You Motivate Reps to Launch an Oncology Product if the Data Isn’t Perfect?

Posted by Mike Martin on Fri, Feb 19, 2016

One of the biggest challenges with sales compensation for oncology product launches is the data uncertainty. I’ve seen companies use market data, incidence data, field-provided data and even sales from other products in their portfolios when working to determine appropriate comp plans for new products. However, even those companies that use combinations of the various available sources know that it’s directional at best. 


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