New commercial models for real-world complexities
A patient-first and customer-centric AI/ML design thinking for the right commercial structure.
New commercial models
With changing customer preferences, rise in specialty pharma, and increasing patient focus, pharma sales effectiveness continuously demands a refreshed perspective. In addition, market uncertainties are exposing businesses to unprecedented commercial shocks. To drive commercial success, companies need to adapt to real-world complexities to proactively future-proof commercial strategies.
AI/ML-driven, patient-forward, and omnichannel commercial model design frameworks can quickly adapt to business complexities and recommend automated next best actions.
AI/ML-driven solution applications
Enable omnichannel customer experience by identifying channel interactions using ML attribution models.
Highly productive sales models by understanding and optimizing customer influence.
Informed HCP tactics by predicting the next best action (channel, message, and timing for customer engagement).
A fit-for-purpose customer-centric commercial model...
Define approach to meet customer needs
Define approach to meet customer needs
Design commercial model
Deploy commercial model
...to cater the need of all customer types
Account engagement
Key account managers (KAMs)
Health systems/ IDN specialists
ACO specialists
GP specialists
Demand generation Maintenance
Sales representatives
Inside sales reps
Reimbursement teams
Field reimbursement managers
Patient engagement
Patient speciality services (PSS) consultants
Patient support
Other ancillary support
Thought leader liasons
Field based HEOR
Clinical nurse educators
Biomarker testing specialists
Diagnostic specialists
Guiding principles for a unique commercial model design
Omnichannel experience
Customer-centric patient-first approach.
Strategic alignment
Portfolio alignment to customer, therapy, or sales strategy.
Adaptability
Future indications-based scalability and responsiveness.
People
Clarity of role between sales reps and other office/patient support roles.
Span of control
Geography, customer, and production scope-based optimization.
Customer success stories
Case Study
A Custom-Built Hierarchy Management System To Facilitate On-Demand Commercial Analytics And AI/ML Models
Case Study
8% Jump in Revenue With an Axtria MarketingIQ - based Global Marketing Mix Solution
Case Study