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The Role of the Sales Representative in a Multichannel World 2015

Published: December 2015

Advancing Multichannel Customer Engagement in Pharma

- Understand how the role of the sales representative and the face-to-face meeting is evolving.

- What are the implications on the organization and commercial approach with the changing role of the sales representative.

- What are the talents, capabilities, structure and resources that are needed for new sales representative role?

- Understand how your future commercial model can answer to the increased complexity of healthcare and what role your sales representative should play.


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Pharma Marketing Data Infrastructure 2015

Published: July 2015

Handle the data your marketing needs.

- Understand how to build a data infrastructure that support your desired marketing capabilities.
- How to roll out without business interruptions.
- Insights to the what, who, why and how of data management.
- Take the next steps in analytics and be customized, predictive and automated.


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Customer Experience Management 2015

Put the customer at the centre of your strategy, organization and capabilities.

- Learn what Customer Experience means for your company and how to align it with your commercial strategy.
- Understand how to structure your organization around the customer in practical steps.
- Make it work with real cases of adapting processes to customer centricity.


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Value Added Services 2015

3 tailored roadmap's to solutions in healthcare beyond the pill.

- Understand the creation of successful services by looking at organizational structure and internal processes, how to partner with external stakeholders, and how to make projects economically viable.
- A roadmap tailored to your company with three scenarios for creation, development, implementation and up-scaling of ‘Value Added Services’.
- In-depth case studies of company-wide initiatives and specific projects, such as Janssen Healthcare Innovation, Sanofi Integrated Care, Pfizer Integrated Health, Grunenthal´s ‘My pain feels like’ and Boehringer-Ingelheim´s ‘Picasso’.


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Key Customer Engagement 2015

Published: September 2015

A guide of best practices to developing strategy, organization, human resources and tools for Key Account Management in pharma that will yield positive business results, strengthen customer relations, and take the company into future.

- Build a solid case for customer engagement success with insights from the most advanced companies in the industry

- Understand how your future commercial model can answer to the increased complexity of healthcare by being flexible, versatile, and adaptive

- Manage internal stakeholders and leadership teams to drive cultural, strategic, and organizational change needed for successful key account management

- Learn best-practices for KAM implementation and operation: customer mapping and prioritization, value creation, organizational structure, performance metrics, and training
 


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Multichannel Marketing Business Case Report 2014

Understand how to keep up your multichannel marketing strategy with the dynamic stakeholders.

- Case studies from industry leaders on how they are developing their multichannel strategies.
- Identifying stakeholder needs and how pharma companies can gain commercial leverage.
- Critical success factors: What can be done to shift over to a multichannel marketing mentality.


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Innovative Sales Strategies & Metrics Report 2014

Cutting edge sales strategies and metrics to future proof your salesforce

- Discover innovative sales strategies you can implement in 2014 to improve your sales performance.
- Transform your incentivization structure to drive customer-centric behaviours that impacts your bottom line.
- Examples from FMCG on successful sales models relevant to pharma.


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Value Added Services Report 2013-2014

Prepare your organisation for the future with 'Beyond the Pill' services

- Redefine your business model: A step-by-step guide in order for your company to truly redefine the way you operate so services can be fully integrated.
- Case Studies from the leaders: We look at real examples from Janssen Connect, AstraZeneca, GSK and Fresenius Medical Care.
- 360 degree view of value added services: Detailed interviews with all stakeholders, pharma, payors, physicians, regulators and patient advocacy groups


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Growth Markets Report 2013-2014

Capitalize on new market opportunities and develop a robust business strategy. Strategic market intelligence on China, Brazil, Mexico, Thailand, Indonesia, Venezuela.

- A detailed overview of each market including success and failure secrets
- Develop a winning strategy based on exclusive insight from our 50 industry contributors and exclusive survey
- Anticipate regulatory changes to get ahead of your competition
- Up-to-date insight on the best opportunity for pharma to grow over the next 24 months.


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Real World Data Report 2013

Understanding how real world data is developing the pharmaceutical industry’s business model.

- The best sources of RWD - What makes these sources the best and for which purpose.
- Case studies and detailed discussions from industry leaders highlighting their priorities going forward and how RWD is affecting their roles.
- Payor needs - What do pharma need to do in order to satisfy the payor and achieve reimbursement.


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Multichannel Marketing Report 2013

Use the resources you have today to integrate more successful digital and mobile channels into your marketing

- What information is important to the customer - What content, at what frequency and which channels are most important to them.
- Channel integration - How to create a consistent message across all channels, showcasing the most effective channels through ROI and KPIs.
- Advancement of future channels - Mobile and the investments being made by competitors into researching and improving this area.


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Multichannel Marketing Latin America Report 2013

Improve your marketing mix – an analysis of the digital, mobile and social media landscape: boosting engagement, brand awareness, sales and patient knowledge.

- 51 exclusive interviews and 10 case studies in Latin America, Europe and North American regions on digital initiatives to learn from.

- 20+ Figures/charts/tables, reflecting primary research and the most up-to date secondary data available.

- An analysis of the digital, mobile and social media landscape to improve your marketing mix: boosting brand awareness, sales and patient knowledge.


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Pharma e-Marketing Report 2011/12

An analysis of the mobile and digital landscape to improve your marketing mix and boosting brand awareness.

- Comprehensive analysis on the digital footprints of patients and physicians.
- Analysis of the digital landscape currently in mobile, web, tablet computing and social media.
- Expert opinions on the future eMarketing and the anticipated regulatory context.
- 30 case studies on digital initiatives to learn from.
- Data from pharma/medical device executives on their expected digital budget 2012-16, eMarketing priorities and who they see as leading the way in digital.


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Pharma Key Account Management Report 2011/12

How to revolutionise your KAM strategy to increase profitability.

- Expert overview of KAM's commercial effectiveness, patient adherence, sales force numbers and account planning.
- Thorough Analysis of the different selling methods for value proposition, including toolbox versus clean-sheet approach.
- Examples of KAM best practice for pharma, advice on how to measure ROI including; direction, impact, progress, tactic, value and overall results.
-The key steps when transitioning to KAM, including the cultural and practical challenges.


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