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Axtria conducted first of Commercial Excellence webinar series on “Address key challenges while designing Incentive Compensation (IC) plans for multiple indication brands.”

It is estimated that more than 50% of major cancer drugs marketed in 2014 were multi-indication, and their volume is estimated to grow to at least 75% by 2020. As per there have been 32 instances of drugs been approved for the treatment of additional indication in last 6 months (Aug’17 to Jan’18).

With focus on specialty drugs (read Oncology) increasing every minute, there is a significant current and future shift towards multi-indication products.

The webinar addressed various challenges rising from multi-indication drugs impact and sales operations including team structure, sales crediting, incentive payouts and most importantly sales team motivation.

The attendees learnt the following in the webinar:

  • Challenges rising from multi-indication oncology drugs
  • Sales crediting at indication level
  • Levers to pull while designing an IC plan for a multi-indication brand
  • IC levers to consider for a multi-indication brand

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