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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 Death of the Data Warehouse

Posted by ZS Editors on Thu, Sep 28, 2017

Traditional data warehouses have limited utility in today’s healthcare ecosystem because they often can’t process the types of unstructured data that give pharmaceutical organizations a competitive edge. Rigid data storage systems and old-school modeling no longer cut it. Pharmaceutical firms need a modern data infrastructure that’s capable of handling structured and unstructured data, sufficiently scalable and technologically able to support advanced analytics, resulting in actionable insights that can enable commercial teams to make data-driven decisions in real time. 

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Topics: big data, sales force effectiveness, Pharma, Analytics, Sales operations, data warehouses, insights, sales enablement, machine learning, Impact Summit, Impact Summit 2017

How Biopharma Companies Can Adapt to Industry Changes: Step Two

Posted by Jude Konzelmann on Wed, May 17, 2017

Karan Dhundia co-wrote this blog post with Jude Konzelmann.

In our last blog post, we discussed three pressing challenges for commercial organizations within the biopharmaceutical industry: the increasing evolution and (often uneven) consolidation of healthcare customers, the complexity of each geography’s key influencers and how they work together to deliver care in different therapy areas, and stakeholders’ inconsistent definitions of value. To address these challenges, we proposed a four-part transition framework—covering deployment, roles, structure and marketing—and we delved into step one: the reorganization of field-based commercial personnel. Now let’s get to step two.

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Topics: Jude Konzelmann, commercial operations, Pharma, Sales force decisions, Sales operations, healthcare ecosystem, sales force design, biopharmaceuticals, local healthcare market, karan dhundia, commercial organization design

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