How Sales Leaders Are Tackling Coronavirus Fallout

Posted by Emily Alexander on March 30, 2020

Jason Brown co-wrote this blog post with Emily Alexander. This post was originally published on ZS's sales comp blog, The Carrot.

Nothing is more pressing right now than COVID-19 and the impact the pandemic is having on the U.S. population and economy. Safety is the chief priority, but sales leaders are already grappling with how to keep their sales teams engaged and productive during this tumultuous time. With travel restrictions, community gathering bans, work-from-home guidance and limitation of non-essential personnel from offices, it’s becoming almost impossible for field-based salespeople to do what they do best: Get in front of customers.


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Why the Growth of Outpatient Centers Should Remain Top of Mind

Posted by Brian Chapman on March 11, 2020

Two months ago, I thought it was the healthcare story of the year: A huge number of procedures are receiving authorization to be conducted outside of the hospital. However, that’s starting to pale in comparison to the news of the moment, COVID-19, which is going to silence much of our talk over the next three-plus months. But I maintain that when the (hopefully figurative) dust clears, 2020 will be the tipping point—the year that many routine procedures move outside of the hospital.


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Failure to Launch: How to Prioritize Your Product Launches

Posted by Matt Singer on February 17, 2020

This post is the second in a multipart series.

In a previous post, we explored how new products aren’t created equally and how to determine the best approach to launching them. We talked about how launches should be prioritized based on answering a couple of questions: How compelling is the new product’s value proposition from the customer’s perspective? How large is the realistic, addressable market opportunity for this product?


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Has the Amazon Prime of Cancer Genomic Profiling Arrived?

Posted by Pavankumar Anne on January 9, 2020

Jim Adelizzi co-wrote this blog post with Pavankumar Anne. A version of this blog post was originally published on ZS's oncology blog, First Line.

A quarter of a century ago, Jeff Bezos developed a website to sell books online. Now, Amazon has reshaped the retail market by changing people’s expectations for online shopping and the speed of shipping via one-day, two-day and even one-hour shipping for Amazon Prime members. Similarly, precision medicine in oncology is in the midst of an Amazon-like revolution, too. Innovations in next-generation sequencing (NGS) technology have enabled advances in cancer genomic profiling by increasing the speed, accuracy and affordability of sequencing.


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Alternate Sites of Care: The Changing Face of Healthcare Delivery

Posted by Parijat Sharma on December 23, 2019

Matthew Ruple co-authored this post with Parijat Sharma. A version of this blog post was originally published on The Active Ingredient.

A confluence of factors is driving a dramatic shift in healthcare delivery from traditional sites of care such as hospitals and clinics to outpatient and retail care sites such as urgent care clinics and ambulatory surgical centers. Of course, this shift doesn’t just change things for patients and providers. It also greatly affects the go-to-market strategies for pharmaceutical and medical device manufacturers. As the care setting evolves and diversifies, stakeholders throughout the healthcare ecosystem have to evolve in kind.


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