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. ...
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
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
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 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
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 ...
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 ...
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 ...
The Changing Role Of Pharma Sales And Marketing In A Specialty Medicine Environment
The growing shift to specialty medicines in the US pharma market is well documented. Pricing issues are becoming more common and controversial, with questions being raised about th ...
Blog
Commercial Operations Capabilities Excellence And Business Performance
Pharmaceutical companies spend a substantial amount of money on sales & marketing (S&M). One recent article noted the top 10 pharma companies spent $98.3 billion on S&M ...
White Paper
The Evidence Supporting Sales Rep Access Restrictions To Physicians – “Where’s The Beef?”
The last 10-15 years have seen an explosion of articles in major health policy and medical journals advocating severely restricting or banning biopharmaceutical sales rep access to ...
Blog
Biosimilars In The US – Will They Deliver On The Promise?
Research presented from Mylan Pharmaceuticals at the recently held 2016 annual meeting of the American Society of Clinical Oncology (ASCO) generated excitement within the medical c ...
White Paper
Challenges To Traditional Pharma Incentive Compensation Plan Design
Changes in emerging environmental trends facing the pharma industry are requiring companies to rethink different strategic and operational sales force plans that ultimately drive n ...
White Paper
Measuring Sales Rep-Physician Relationship Disruption In Sales Force Optimization
There is a growing importance of maintaining sales rep-physician relationships and accounting for their disruption in sales force optimization and territory alignment analyses. Thi ...
White Paper
Is Channel ROI Dead?
From broadcasting a series of monologues at ‘easy’ customers in order to sell products, to having an engaging and effective dialogue with fairly ‘complex’ targets to make m ...
White Paper
Improve STAR Rating With Analytics Powered Therapy Adherence Strategy
Improving the quality of care and services to patients and enrollees is one of the key imperatives of Affordable Care Act (ACA). Several initiatives and measures have been put in p ...
White Paper
Creating An Effective And Motivating IC Plan
Incentive Compensation is one the most important drivers for sales force productivity and effectiveness. Sales teams today continue to form a significant driver of a firm’s topl ...
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
The Agile And Adaptive Sales Territory Alignment
Sales territory structures often suffer from inefficiency. Even with regular territory re-alignments, territories tend to ‘drift’ away from optimum. ...
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
Is it Time to Adjust the Pharma PDE Sales Force Optimization Model?
The question this white paper addresses is straightforward – Is it time to adjust the long-standing pharma PDE (primary detail equivalent) sales force optimization model? The PDE ...
White Paper
Global Pharma Pricing and Market Effects of President Trump’s Proposed Policies
President Trump campaigned to use the buying power of the federal government to directly negotiate downward the prices of drugs used by Medicare patients. The question this white p ...
Blog
Implications From HEOR And RWE Models For Biopharmaceutical Commercial Analytics
The following blog is an expanded summary of proposed research accepted for delivery at the upcoming 22nd ISPOR Annual International Meeting, Research Poster Presentations – ...
White Paper
Econometric Analysis Of Biopharmaceutical Transfer Pricing
The shift to commercializing specialty medicines, where market performance will be predicated on the demonstration and delivery of scientific evidence, will mean the importance of ...
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
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
The Relationship Between Drug Price Controls And Patient Health Outcomes
No long-term “solution” on drug pricing has emerged gaining broad consensus among public policy officials and politicians, patient advocacy groups, medical and health service r ...
The Changing Role Of Pharma Sales And Marketing In A Specialty Medicine Environment
The growing shift to specialty medicines in the US pharma market is well documented. Pricing issues are becoming more common and controversial, with questions being raised about th ...
White Paper
Latest Pharma R&D Cost Estimates – Implications For The Expanded Use Of Commercial Analytics
The latest pharma R&D cost estimates illustrate that greater pressures will increasingly be placed on companies to find greater cost efficiencies, reduce risks, improve pipelin ...
White Paper
Impact Of State Pharmacy Drug Product Selection Laws On Patient Brand – Generic Drug Utilization
The pharmacy channel has been an under-studied area by drug companies relative to greater focus on physicians, managed care, hospitals, and patients/consumers. This paper sheds emp ...
