Attn: Commercial Ops – Who is the most important member of the team?

I’ll never forget my first drug launch kick-off meeting. Our SVP of Sales and Marketing (a very important person) stood up in front of about 75 of us on the commercial leadership team and presented a slide that asked “who is the most important…

Capitalizing on the Affordable Care Act

,
We’ve all heard about the rollout the Affordable Care Act and the website’s technical issues. Despite that, enrollment numbers are improving and gaining strength. In fact, January’s numbers actually exceeded the month’s enrollment target…

Sales VPs: It’s time for the earnings call, are you ready?

,
You’re the VP of Sales for a medical device and diagnostics company. You sell thousands of products to hospitals and labs and it’s nearing the end of the quarter. The CEO wants to see your updated sales forecast so that he can prepare for…

Tips & Tricks to Guarantee You Never Enter a Sales Call Blindly Again!

,
I never have the right information when I’m going into a sales call! I feel like I’m always scrambling to find the right statistics! I waste all my time driving from appointment to appointment! I feel like I’m going into sales call blindly!…

Do sales reps still matter?

,
Over the past few years, it’s no secret that pharmaceutical companies are making significant reductions in the size of their sales “armies.” The days of the “arms race,” where more reps meant more detailing, are over. Physicians are…

5 Tips for Improving Data Analysis

The challenge of Big Data and Manual Analytical Methodologies continues to grow. With Big Data enterprise adoption rates increasing from year to year, companies face the daunting task of integrating and making sense of all this new information.…

The Changing World of Managed Markets

As anyone that has visited a doctor or pharmacy has experienced, the days of a doctor selecting his preferred branded drug, with no oversight, are over. With payers and PBMs systematically exerting more and more control over the drug writing…

Managing Multiple Drug Launches

,
Traditionally Pharma companies used to launch one or two blockbuster assets a year. This resulted in a one-size-fits-all approach to their launches regarding positioning, go-to-market strategy and resourcing. Today the pharmaceutical industry…

Optimizing Life Science Analytical Solutions – Part 2

,
Analytical Solutions are ultimately about improving business performance. If your solution is underutilized, chances are it isn’t useful enough. In our previous blog, we discussed some ways to substantially improve analytics performance for…

Optimizing Life Science Analytical Solutions – Part 1

So you've invested a lot of time and effort in developing a Life Science commercial analytics solution to monitor the market performance of your drug or medical device. Are you getting what you expected from the investment? Obviously, the goal…