Machine Learning and Data Mining in Pharmaceutical Commercial Analytics

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. ...

Evolution of Pharmaceutical Call Planning

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 ...

Are Pharmaceutical Direct-To-Consumer TV Ads Appropriate? A Commentary

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 ...

Regional Sales And Marketing Optimization Modeling: A Call For Technical Changes

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 ...

Decision Science Asset Diversification Versus Concentration

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 ...

Achieving Sales Operations Excellence With Intelligent Roster Management

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 ...

The Reasons for and Solutions to Chronic Drug Shortages in the United States

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 ...

Pricing and Market Effects of Biosimilar Entry in the US

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 ...

The Importance of Governance in Your Incentive Compensation Program

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 ...

Designing Incentive Compensation Plans for Specialty Products

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 ...

Sales Analytics and Big Data Developments Needed Now to Address Sales Force Issues

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 ...

State Of Commercial Excellence 2017 - Part 1

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 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 ...

Commercial Operations Capabilities Excellence And Business Performance

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 ...

The Evidence Supporting Sales Rep Access Restrictions To Physicians – “Where’s The Beef?”

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 ...

Biosimilars In The US - Will They Deliver On The Promise?

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 ...

Challenges To Traditional Pharma Incentive Compensation Plan Design

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. ...

State Of Commercial Excellence 2017 - Part 1

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 ...