Ready for Your Customers to Tear Down Some Walls—and Build Others?

Posted by Paul Darling on Wed, Apr 25, 2018

The walls are coming down throughout the healthcare ecosystem as cross-industry M&A activity continues. From Walmart’s interest in Humana to Cigna’s push for Express Scripts, vertical integration is pairing up pharmacies, payers and PBMs. Healthcare sectors once separated by rigid corporate HQs now will be separated by the flimsy, pushpin-filled walls of office cubicles. Such deals abound across the healthcare landscape, and in corporate America, too, where companies—many of which already act as their own payers—are teaming up with providers to offer in-house healthcare options to employees.


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Are You Ready to Deliver an AI-Enabled Customer Experience?

Posted by Pratap Khedkar on Tue, Feb 13, 2018

Saby Mitra co-authored this blog post with Pratap Khedkar.

When it comes to cutting-edge analytics initiatives, you’re probably more inclined to think of companies like Amazon and Netflix, which have become synonymous with the savvy use of analytics to gauge customer affinity and deliver recommendations. But pharma companies are—or could be—well equipped to leverage data and analytics to deliver an even better informed and better targeted customer experience.


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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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Winning Isn’t Easy: What Biopharma Companies Can Do to Find Success in a Crowded Marketplace

Posted by Ross Shahinian on Wed, Feb 07, 2018

Christina Corridon co-wrote this blog post with Ross Shahinian.

In 2017, there were 46 novel drug approvals in the U.S., according to the FDA. However, the majority (67%) of these drug approvals represent later-to-market entrants that will be vying for share in an increasingly competitive landscape. For example, take Verzenio, Lilly’s CDK-inhibitor for HR-positive breast cancer, which was third to market after Pfizer’s Ibrance and Novartis’s Kisqali. Or Steglatro, the Merck and Pfizer fourth-to-market SGLT-2 drug, which came in after Invokana, Farxiga and Jardiance.


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Blurred Lines: Can Providers Become Drug Manufacturers?

Posted by Pratap Khedkar on Fri, Jan 26, 2018

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

The healthcare world had barely thought through the potential effects of the CVS/Aetna merger when news broke of another deal aiming to blur healthcare’s established business models: Four provider networks announced a nonprofit collaboration to manufacture generic drugs to keep prices down and lessen shortages. Skeptics have already pointed to considerable regulatory and manufacturing hurdles, so let’s focus on strategy and not implementation. If this DIY drug supply does start flowing, will it have its intended impact?


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