Retaining Top Sales Talent Is Hard. What Can Oncology Companies Do About It?

Posted by David Kriesman on Mar 1, 2019 8:00:00 AM

Jamie Kaplan and Bridget Kernan co-wrote this blog post with David Kriesman.

In today’s highly competitive oncology market, retaining top-performing reps has become increasingly difficult no matter what kind of company you are. A growing number of startups are enticing reps away from established companies with an exciting opportunity: the chance to launch new, cutting-edge therapies. The promise (and financial upside) can be quite appealing, yet those same biotech companies must defend against the “serial launcher”: reps cashing in at launch and then moving on to the next new and shiny place. As companies grapple with these retention struggles, they’re quick to point to the reps’ compensation plan as the primary culprit. While that may not be entirely true, there’s often room to improve how your incentive plan helps improve motivation and retention.


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You’ve Created a New Support Team. Now What?

Posted by David Kriesman on Jan 28, 2019 11:37:05 AM

Alex Turok, Jamie Kaplan and Daniel Rabin co-authored this blog post with David Kriesman. 

In oncology, treatment trends are changing rapidly toward novel, targeted therapies with new mechanisms of action and side effects. In addition, with the approval of these new therapies, competition continues to increase such that clinical differentiation alone isn’t enough to win. These factors have created an environment where it’s critical for oncology companies to identify new ways to engage with their customers to provide a best-in-class customer experience. 


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DTC Biomarker Testing: Please Read the Fine Print

Posted by David Kriesman on May 24, 2018 11:17:42 AM

Pavankumar Anne, Sankalp Sethi and Matt Furlow co-authored this post with David Kriesman.

In oncology, we’re accustomed to “firsts” in the headlines—new discoveries, novel treatments and scientific breakthroughs offering hope to patients. Most newsworthy updates relate to emerging therapies, but on March 6, we saw a first in oncology diagnostic testing that has started making waves.


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For Triple-Negative Breast Cancer, Success Starts With Patient Centricity

Posted by David Kriesman on Mar 29, 2017 9:23:46 AM

Matt Furlow co-authored this post with David Kriesman.

With its lack of readily identifiable, actionable targets, treatment for triple-negative breast cancer (TNBC) has been limited for decades to chemotherapy, radiation and surgery (when possible). At the same time, targeted treatment for other forms of breast cancer has advanced significantly. Women diagnosed with TNBC quickly come to realize that they’ve drawn the proverbial short straw. Feeling hopeless after recurrence is a common theme that reverberates on patient forums. Many women describe their cancer as the “hardest diagnosis” and acknowledge that “no other treatments” are available to them should their cancer return.


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Planning for Multiple Indications: Are You Operations-Ready?

Posted by David Kriesman on Feb 9, 2017 11:27:50 AM

For years, oncologists have leaned on a variety of chemotherapies to battle cancer. They could use these versatile agents to battle multiple types of cancer, from non-Hodgkin lymphoma to colorectal cancer.

Now, a new wave of immunotherapy agents is sweeping the cancer landscape and offering hope and excitement across a similarly diverse set of tumor types. Some platforms are ambitious: One therapy is claiming to launch 50-plus indications. In totality, marketed products with multiple indications are expected to increase by more than 40% by 2020, according to the Office of Health Economics. These new entries are set to join increasingly crowded spaces, amplifying the need for a careful, differentiated strategy.


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