White Paper
Has Traditional Call Planning Passed Its Prime?
This paper explores simple and more complex additions and solutions to a myriad of issues facing future changes to call planning. A central theme in all the proposed solutions is t ...
Report
Future Of Pharma: Evolving Commercial Models – Part 1
The pharmaceutical industry is in a state of flux with the increasing influence of payers, pressure from the government with restricted healthcare budgets, and the rise of multi-ch ...
White Paper
Proposed Rule To End Rebates To PBMs For Medicare And Medicaid Programs
This white paper looks at how rebates to PBMs relate to drug prices from two perspectives: how they are supposed to work versus what actually happens. ...
White Paper
Growing Attention Being Paid To Pharma Company Rebates And Discounts
Pharma companies need to better understand how to manage rebates and discounts, while also developing a broader view of the effect on patients and the healthcare system. ...
White Paper
Challenges And Opportunities To Commercialize Orphan Drugs For Rare Diseases In The US
This white paper explores the unique challenges of ODs for RDs and the different approaches needed to address specific questions for their successful commercialization that vary fr ...
White Paper
Perspectives On Pharma Company Use Of Open Payments Data
This paper provides a detailed analysis on the role and effects of “Sunshine Laws” and payments made to providers as seen from published empirical evidence, intricacies and cha ...
Report
How Regulatory Changes Are Driving The Future Of The Medical Device Industry
With new entrants from emerging countries giving the established brands a run for their money, the medical device market has become more competitive. ...
White Paper
How Will The 2018 Midterm Congressional Election Results Affect The US Pharma Industry?
The 2018 Congressional midterm elections are over after a bitter political fight. The voters have spoken. We are back to divided government, with Democrats controlling the House, a ...
White Paper
Is The CVS-Aetna Merger A Pharma Industry Transformative Event?
US antitrust officials recently approved the proposed $69 billion CVS-Aetna merger. This merger follows a similar action taken by the Justice Department to approve the Cigna-Expres ...
White Paper
Deploying Successful Global Incentive Compensation Capabilities
There exists no single formula to solve the incentive compensation management puzzle, especially at a global scale across multiple geographies. The answer lies in a global IC plan ...
White Paper
The Causes and Solutions of Chronic Drug Shortages in the United States
While recent empirical research has exposed an array of causes for drug shortages, the application of better analytics has now also been cited as needed to account for these effect ...
White Paper
Aligning Sales to the Field Force – Increasing Complexities with Change in the Pharma Landscape
With this Whitepaper, unravel means of actual and correct sales crediting and therefore reduce pitfalls in incentive payouts through assigning correct addresses, managing shared ta ...
White Paper
The Value of Machine Learning and Data Mining in Pharmaceutical Commercial Analytics
Increasing complexities of the pharma environment also mean that machine learning can provide earlier anticipation of and faster responses to new threats and opportunities. ...
Industry Survey
State Of Commercial Excellence 2017 – Part 1
Axtria recently launched a Commercial Excellence Survey to better understand the readiness of commercial organizations when facing these changing market realities. The survey inclu ...
White Paper
Pharma Sales And Marketing Restrictions – Has the Pendulum Swung Too Far?
The question this commentary asks is simply this – has the pendulum swung too far in the direction of excessive restrictions on sales and marketing practices of biopharmaceut ...
White Paper
Patient Claims Versus EHR Data – How To Choose Between The Two?
The topics this white paper will review are which dataset is more appropriate for answering certain types of business questions, look at some cases from the academic literature tha ...
White Paper
Better Reporting With The IPad
Good reporting is an essential tool for managing your business. This reporting needs to be focused and actionable – focused in that it addresses the key business questions you fa ...
White Paper
Payer Influence On Product Performance In Pharmaceutical Industry
Payers vary in their ability to assert formulary compliance. We will explore how tools and analytics can enable a pharmaceutical manufacturer to assess factors impacting formulary ...
White Paper
Account Based Models In An Institutional Setting
The stakeholders and factors that drive the ultimate prescribing of a medication have shifted considerably since the turn of the century. ...
White Paper
Has Traditional Call Planning Passed Its Prime?
This paper explores simple and more complex additions and solutions to a myriad of issues facing future changes to call planning. A central theme in all the proposed solutions is t ...
Report
How Regulatory Changes Are Driving The Future Of The Medical Device Industry
With new entrants from emerging countries giving the established brands a run for their money, the medical device market has become more competitive. ...
White Paper
Deploying Successful Global Incentive Compensation Capabilities
There exists no single formula to solve the incentive compensation management puzzle, especially at a global scale across multiple geographies. The answer lies in a global IC plan ...
White Paper
Aligning Sales to the Field Force – Increasing Complexities with Change in the Pharma Landscape
With this Whitepaper, unravel means of actual and correct sales crediting and therefore reduce pitfalls in incentive payouts through assigning correct addresses, managing shared ta ...
White Paper
Evolution of Pharmaceutical Call Planning
This white paper will explore the factors used to develop account based call plans and how pharmaceutical companies’ must adapt to ensure their representatives are prepared and q ...
White Paper
Achieving Sales Operations Excellence With Intelligent Roster Management
Effective roster management has long been an overlooked topic in Pharma commercial operations. At any point in time, it is critical for the Sales Operations business processes to h ...
White Paper
The Importance of Governance in Your Incentive Compensation Program
In this white paper, we address the importance of IC Governance, its team make up, roles and responsibilities. We also go into the details of governing best practices towards plan ...
White Paper
Designing Incentive Compensation Plans for Specialty Products
The focus of this white paper is to highlight key challenges in designing IC plans for promoting specialty drugs by a pharmaceutical sales force and recommended best practices when ...
Industry Survey
State Of Commercial Excellence 2017 – Part 1
Axtria recently launched a Commercial Excellence Survey to better understand the readiness of commercial organizations when facing these changing market realities. The survey inclu ...
White Paper
Pharma Sales And Marketing Restrictions – Has the Pendulum Swung Too Far?
The question this commentary asks is simply this – has the pendulum swung too far in the direction of excessive restrictions on sales and marketing practices of biopharmaceut ...
White Paper
Is Biopharmaceutical Industry Drug Demand Becoming More Recession Sensitive?
The Great Recession in the U.S. not only marked a period of the longest and by many measures the largest economic downturn since The Great Depression of the 1930’s, but also alte ...
White Paper
Do You Know The Answers To Your Important Territory Alignment Questions
Do you know the answers to your important territory alignment questions? Or put another way, do you approach answering questions on your territory alignment issues like the blind s ...
Report
Future Of Pharma: Evolving Commercial Models – Part 1
The pharmaceutical industry is in a state of flux with the increasing influence of payers, pressure from the government with restricted healthcare budgets, and the rise of multi-ch ...
White Paper
Proposed Rule To End Rebates To PBMs For Medicare And Medicaid Programs
This white paper looks at how rebates to PBMs relate to drug prices from two perspectives: how they are supposed to work versus what actually happens. ...
White Paper
Growing Attention Being Paid To Pharma Company Rebates And Discounts
Pharma companies need to better understand how to manage rebates and discounts, while also developing a broader view of the effect on patients and the healthcare system. ...
White Paper
Challenges And Opportunities To Commercialize Orphan Drugs For Rare Diseases In The US
This white paper explores the unique challenges of ODs for RDs and the different approaches needed to address specific questions for their successful commercialization that vary fr ...
White Paper
Perspectives On Pharma Company Use Of Open Payments Data
This paper provides a detailed analysis on the role and effects of “Sunshine Laws” and payments made to providers as seen from published empirical evidence, intricacies and cha ...
White Paper
The Causes and Solutions of Chronic Drug Shortages in the United States
While recent empirical research has exposed an array of causes for drug shortages, the application of better analytics has now also been cited as needed to account for these effect ...
White Paper
Are Pharmaceutical Direct-To-Consumer TV Ads Appropriate? A Commentary
No pharmaceutical topic causes as much passionate difference of opinions between industry and medical community representatives as the practice of direct-to-consumer advertising (D ...
White Paper
Regional Sales And Marketing Optimization Modeling: A Call For Technical Changes
The concept of “all marketing is local” in the pharma environment is more valid today than ever before. We see tremendous variations in salient factors that would affect commer ...
White Paper
Decision Science Asset Diversification Versus Concentration
The pharmaceutical industry continues to undergo tremendous changes. The questions for executives are how do these changes affect the direction of investments in new decision scien ...
White Paper
The Reasons for and Solutions to Chronic Drug Shortages in the United States
This white paper will briefly address the questions and present the key reasons for and solutions to the existence of chronic drug shortages in the US. It will also discuss the rol ...
White Paper
Pricing and Market Effects of Biosimilar Entry in the US
This white paper will provide insights into key questions as they pertain to the entry of biosimilars in the US market, pricing and market effects and the future of biosimilars in ...
White Paper
Sales Analytics and Big Data Developments Needed Now to Address Sales Force Issues
The biopharmaceutical industry is undergoing significant changes. Most importantly, there is a shift toward greater company R&D focus on and launching of specialty medicines. W ...
