Commercial teams: Throw out the rundown

Posted by Kumar Ritwik on Fri, May 22, 2020

Access COVID-19 resources

Amid COVID, pharma commercial teams must operate like primetime TV news crews trying to cover a breaking news story. A production rundown, which is used to orchestrate the live news broadcast on normal days, is of no use when news is breaking live. Similarly, commercial teams have their own playbooks and SOPs and must “throw out the rundown” to plan a way forward.

While the focus over the last couple of months has been on quick wins, such as setting up response teams and situation monitoring hubs, here are three ways that pharma commercial teams can prepare for the next phase:


>
Read More

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.


>
Read More

Achieve KAM Success by Overcoming the ‘Challenge From Within’

Posted by Pratap Khedkar on Wed, May 09, 2018

Headlines proclaiming the latest healthcare merger, consolidation or vertical integration are hitting our screens with increasing frequency. The U.S. healthcare ecosystem is changing pretty rapidly now. Care delivery models are shifting, and cross-industry collaborations are more commonplace.


>
Read More

The State of AI Adoption in Pharma

Posted by ZS Editors on Tue, May 01, 2018

Artificial intelligence, predictive analytics and other such technologies are coming to a pharmaceutical company near you. In fact, some would say that they’ve already arrived. But just how ready are pharma companies to embrace and integrate these technologies, and can AI really deliver?


>
Read More

Reinvent Your Commercial Strategy With an ‘Outside-In’ Approach

Posted by ZS Editors on Fri, Feb 09, 2018

It used to be that pharma companies could start with the new drugs—their inventions—when planning their go-to-market strategies, but that inside-out approach doesn’t work in an increasingly customer-centric marketplace. It’s time for drug manufacturers to transition from their inside-out business models to an outside-in approach, realigning their structures and rethinking their research and resources to better assess and adapt to the changing healthcare ecosystem, and to better meet their stakeholders’ evolving needs.


>
Read More