Discussing Patient Centricity’s Challenges and Opportunities

Posted by Pratap Khedkar on Wed, Jun 21, 2017

In my last blog post, I used the pharmaceutical industry’s quest for patient centricity as a jumping-off point to discuss how pharma companies need to focus on customer centricity, rethinking their commercial strategies to better address their many stakeholders in the evolving healthcare ecosystem. But since patients’ wellness is the pharmaceutical industry’s reason for being, patient centricity should remain pharma’s North Star. 


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How Biopharma Companies Can Adapt to Industry Changes: Step Three

Posted by Jude Konzelmann on Mon, Jun 19, 2017

Karan Dhundia co-wrote this blog post with Jude Konzelmann.

In the first and second parts of our blog series, we discussed two steps for adapting to the evolving healthcare landscape, which has seen massive shifts when it comes to delivering care, assessing value and reaching customers. Here’s the third step.  
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Three Tips on How to Align Your Sales Comp With Evolving Customer-Facing Roles

Posted by Mike Martin on Fri, Jun 02, 2017

Changes within the healthcare ecosystem—continued M&A activity, the emergence of value-based care, influences within local healthcare markets—are affecting many ways in which biopharmaceutical manufacturers are going to market. Companies are adapting by adding new sales roles, differentiating the types of roles across the nation, co-developing solutions with large providers, and rethinking their sales compensation strategies


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How Biopharma Companies Can Adapt to Industry Changes: Step Two

Posted by Jude Konzelmann on Wed, May 17, 2017


Karan Dhundia co-wrote this blog post with Jude Konzelmann.

In our last blog post, we discussed three pressing challenges for commercial organizations within the biopharmaceutical industry: the increasing evolution and (often uneven) consolidation of healthcare customers, the complexity of each geography’s key influencers and how they work together to deliver care in different therapy areas, and stakeholders’ inconsistent definitions of value. To address these challenges, we proposed a four-part transition framework—covering deployment, roles, structure and marketing—and we delved into step one: the reorganization of field-based commercial personnel. Now let’s get to step two.


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Patient Centricity Is Important, but Customer Centricity Is Imperative

Posted by Pratap Khedkar on Mon, May 01, 2017

Paul Darling co-authored this blog post with Pratap Khedkar.

Patient centricity was the rallying cry at last month’s eyeforpharma event in Philadelphia, with many speakers echoing the sentiment that the patient is at the center of what we do. That’s great in theory, and it has always been true for pharmaceutical products, but here’s one of the main reasons why patient centricity remains more of a talking point than standard business practice: The pharmaceutical industry has little control over ensuring that a patient benefits from a particular medicine. The patient may be at the center, but pharma is at the periphery.


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