commercial-model-design-main

    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.

    CMD

    AI/ML-driven solution applications

    Enable-omnichannel-customer-experience-icon

    Enable omnichannel customer experience by identifying channel interactions using ML attribution models.

    Higher-conversions-with-business-potential-icon

    Highly productive sales models by understanding and optimizing customer influence.

    Informed-HCP-tactics-icon

    Informed HCP tactics by predicting the next best action (channel, message, and timing for customer engagement).

    A fit-for-purpose customer-centric commercial model...

    customer-centric-model
    commercial-model

    Define approach to meet customer needs

    commercial-model

    Define approach to meet customer needs

    commercial-model

    Design commercial model

    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

    Customer-experience-icon-white

    Omnichannel experience

    Customer-centric patient-first approach.

    Strategic-alignment-icon-white

    Strategic alignment

    Portfolio alignment to customer, therapy, or sales strategy.

    Adaptability-icon-white

    Adaptability

    Future indications-based scalability and responsiveness.

    People-icon-white

    People

    Clarity of role between sales reps and other office/patient support roles.

    Span-of-control-icon-white

    Span of control

    Geography, customer, and production scope-based optimization.

    Proven capabilities across life sciences companies

    Omnichannel call planning model for a global life sciences company

    Omnichannel call planning model for a global life sciences company

    Models to optimize resource planning for HCPs based on their segmentation, sales potential, and rep workload capacity.

    Omnichannel orchestration for a top biopharma
    company

    Omnichannel orchestration for a top biopharma company

    Models to design the next best customer interaction to maximize engagement and performance.

    Commercial model design for an oncology brand with multiple tumor indications

    Commercial model design for an oncology brand with multiple tumor indications

    A scalable asymmetric commercial model to outline rep-mapping against various types of customers.

    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

    Data Analytics-driven Roster And Alignment Optimization For A Major Medtech Company