How to Boost Customer Engagement With AI-Driven Dynamic Channel Orchestration

Posted by Omer Hancer on Mon, Nov 06, 2017

Ankush Gupta co-wrote this blog post with Omer Hancer.

With sales and marketing teams functioning in silos, pharmaceutical companies are targeting the same customer with multiple, uncoordinated campaigns, leading to healthcare professionals hearing different or even inconsistent messages from various channels within the same organization, sometimes on the same day.  


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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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Creating KPIs That Mean Something

Posted by Pete Mehr on Thu, Jul 17, 2014

How do you know if you’re successful? Well, if you are a student, a key performance indicator (KPI) is your grade point average. If you are a hockey goalie, it’s your goals against average. If you are a sales rep, it’s your sales relative to quota. But if you are a marketer, what KPI do you use?


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