The Next Challenge in Realizing Customer Centricity

Posted by Pete Mehr on Tue, Apr 03, 2018

This post is the first in a three-part series on how pharma companies can achieve customer centricity.

“I know what to do, I just can’t do it.” 

Sound familiar? Most life sciences companies have made, and continue to make, significant investments in digital promotion tactics, digital data, cloud-based customer databases, machine learning and artificial intelligence. These investments have enabled companies to capture more customer information, develop new and better insights into customer preferences, and obtain these insights faster than ever before. These new capabilities enable life sciences companies to take actions to better meet customer needs, delivering content via tactics at the optimal time. 


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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.


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Paging Dr. Watson: Evolving Pharmaceutical Value Propositions in the Age of Artificial Intelligence

Posted by Paul Darling on Thu, Dec 07, 2017

According to historical accounts, 19th-century English artist Sir Samuel Luke Fildes was determined to “put on record the status of the doctor of our time” when he painted “The Doctor,” a depiction of a concerned physician tending to his young patient. And though it was created in the midst of the Second Industrial Revolution, the artwork includes no sign of advancing medical technology. Instead, it presents what has become an iconic portrayal of patient-centered medical care.


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As the Goalposts Keep Moving, Pharma Can Help Providers Continue to Move the Ball Forward

Posted by Paul Darling on Mon, Nov 20, 2017

As stakeholders throughout the healthcare ecosystem continue to transition from a fee-for-service model toward value-based care—and as providers try to keep up while feeling increasingly burdened by paperwork and disconnected from patients—the Centers for Medicare & Medicaid Services (CMS) keeps moving the goalposts.


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Healthcare’s Misalignment Means Missed Opportunities for All Stakeholders

Posted by Pratap Khedkar on Mon, Nov 13, 2017

Bill Coyle co-authored this blog post with Pratap Khedkar.

The wheels of a car in need of an alignment point in different directions and effectively begin working against each other. As a result, the vehicle works inefficiently, which negatively impacts the driver’s experience and increases the financial pain he feels at the pump. If the problem is ignored for too long, his ability to safely operate the vehicle can become compromised. And when the car is operating at a high speed, the misaligned tires could have devastating consequences, making steering difficult and potentially leading to a crash.


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