Pharma’s Commercial Resource Redesign: Managing Timelines and Expectations

Posted by Pratap Khedkar on Wed, Dec 05, 2018

This is the final post in a three-part series on commercial resource planning.

As pharma companies begin to think about reorganizing and deploying their commercial resources to better align with changing customers and an evolving healthcare landscape, their strategy for transforming commercial resource planning can’t be piecemeal, but their approach to implementing the change likely should be. It’s going to take time to develop the right customized approach to suit your company’s specific needs and challenges, and to get buy-in. Data and technology will carry some of the weight, as will coordinating internal processes and roles, and adopting an on-demand, customer-specific mindset.


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Pharma Should Be Making More Data-Driven Deployment Decisions

Posted by Pratap Khedkar on Wed, Nov 28, 2018

This is the second post in a three-part series on commercial resource planning.

As the pharma industry’s customers evolve with the shifts in the healthcare landscape, pharma companies can no longer take a static, semiannual, one-size-fits-all approach to commercial resource planning. They need to take an agile, localized, customized approach to aligning commercial resources to better meet their customers’ evolving needs—and they need the right analytics capability to mine the customer and market insights they need to get it done.


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If AI Is the Engine and Patient Data Is its Fuel, Then Who’s in the Driver’s Seat?

Posted by Paul Darling on Wed, Oct 31, 2018

Pratap Khedkar co-wrote this blog post, the third in a series on ZS’s 2018 AI in Healthcare study, with Paul Darling.

Each time you visit the doctor, it’s the same scenario: You rattle off a bunch of information like medical history, lifestyle behaviors and choices, and current complaints, while she pounds away at a keyboard. You might have access to a portion of your medical record through a web-based patient portal, but otherwise that content is under the provider’s lock and key (unless you’re a New Hampshire resident). Don’t you wonder what your full electronic health record holds? Stakeholders throughout the healthcare ecosystem do, too.


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If We Pull the Plug on Drug Rebates, Can We Finally Focus on Value?

Posted by Pratap Khedkar on Thu, Oct 18, 2018

 

As more healthcare stakeholders clamor for price transparency, prescription drug rebates’ days could be numbered. Whether the behind-the-scenes negotiation tool—which has been linked to a growing discrepancy between a drug’s list and net prices—will partially or completely disappear is up for debate, but one certainty at this point is that the price transparency knock rarely goes unanswered.


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Has Gawande Found the Right Man for the Job?

Posted by Pratap Khedkar on Thu, Sep 20, 2018

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

What kind of skills will it take to run the day-to-day operations for a potentially paradigm-shifting undertaking in U.S. healthcare delivery? It turns out that it's hands-on experience helping patients navigate the complexities of healthcare options and helping employers control healthcare costs, powered by an undercurrent of digital health expertise.


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