How Pharma Can Sharpen its Focus on Value-Based Partnerships

Posted by Nitin Jain on Fri, Apr 19, 2019

Ganesh Vedarajan and Joe Stevens co-authored this blog post with Nitin Jain.

Eastman Kodak Co. was in its heyday just a few decades ago before making a fatal flaw: The film manufacturer failed to adapt its business model to the surrounding forces. The company was too focused on manufacturing to see that digital technology was advancing the camera industry by improving the “outcome” for consumers. Pharmaceutical manufacturers face a similar challenge today: The business model is focused on manufacturing drugs, but patients are asking for better outcomes.


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Digital Promotion Doesn’t Work—and Four Other Myths

Posted by Nitin Jain on Tue, Jun 03, 2014

A client and I recently co-presented at Eye for Pharma on the topic of the client’s journey in building a customer-centric marketing capability. In preparing for this presentation, we sat down together and spent some time reflecting on the progress so far. While the journey toward becoming a truly customer-centric commercial organization is not complete (we still have a ways to go!), the client has made great progress over the past three years with ZS’s help.


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