How Biosimilars Follow Their Own Sales Path, in Three Case Studies

Posted by Judith Kulich on Tue, Jan 27, 2015

Here’s a problem that pharma and biotech executives (and we at ZS) are trying hard to solve: When it comes to biosimilars—the biotech drugs rated equivalent to biologic innovators—what will convince physicians, patients and payers to switch?


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Conducting the Sales Symphony: How the ‘Orchestrator’ Rep Addresses a Restricted-Access Multichannel World

Posted by Saby Mitra on Tue, Jan 13, 2015

Physician access for pharmaceutical sales reps continues to erode. According to the 2014 edition of ZS’s AccessMonitorTM report, access is in some way restricted for almost half of U.S. physicians, compared with 23% in 2009. More interesting are the changes in rep access by specialty: While oncologists and cardiologists have always imposed severe access restrictions, physicians in formerly “rep-friendly” specialties such as dermatology and gastroenterology are now becoming more difficult to see.


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How Health Care and Wellness Companies are Capitalizing on the Rapidly Growing Point of Care Communication Channel

Posted by Jinan Martini on Tue, Dec 16, 2014

It’s perhaps no surprise that many health-care marketers have been paying significant attention to point of care (POC) communications in recent years. The reason is simple: these messages at the doctor’s office waiting room, pharmacy and hospital have proven to be effective.


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Patients Turn to Caregivers for Help, as Should Pharma Marketers

Posted by Jennifer Gold on Tue, Dec 02, 2014

Many industries recognized long ago the value in learning from a consumer’s key influencers: friends, family members and peers. Seeking decision-making insights, consumer goods, technology and financial services industries routinely engage a moderator to, for example, identify a focus group’s collective motives for buying, say, soap or selecting a retirement plan. Meanwhile, the pharmaceutical industry often ignores a patient’s closest caregivers, who strongly influence treatment decisions.


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The Hepatitis C Pricing Debate

Posted by Ed Schoonveld on Wed, Oct 29, 2014

The need for new drugs seems higher than ever with population-wide health crises such as Ebola, H1N1, Anthrax and HIV/AIDS. Maintaining an innovative drug development environment seems increasingly critical for our existence. In addition, we are facing healthcare issues related to our lifestyle, which through cardiovascular disease and diabetes alone contribute heavily to escalating healthcare costs.


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