Specialty Pharmacy

Report

Specialty Pharmacy: A Unique And Growing Industry

This point of view report explores the changing dynamics of the specialty pharmacy industry and highlights implications for pharmaceutical companies in terms of demand generation, ...

Pharma Incentive Compensation

White paper

Should Pharmaceutical Incentive Compensation Plans Cap At-Risk Sales Rep Compensation?

This white paper looks at a simple but important research question – why do pharma companies have incentive compensation (IC) plans that cap their at-risk sales rep compensation? ...

Coronavirus Pandemic Effects On Incentive Compensation

White Paper

Coronavirus Pandemic Effects On Incentive Compensation

This paper focuses on coronavirus pandemic effects on IC for pharma companies in the short-term, medium-term, and long-term, while also providing prescriptive actions for sales exe ...

Incentive Compensation

White Paper

Perspectives On The Design And Effectiveness Of Pharma Sales Contests

This white paper covers an array of topics pertaining to the development, execution, and outcomes from sales contests to provide sales operations leaders practical guidance on key ...

Traditional Call Planning

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 ...

Deploying Successful Global Incentive Compensation Capabilities

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 ...

Aligning Sales to the Field Force with Accurate IC Sales Crediting

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 ...

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 qual ...

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 ...

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 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 ...

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 ...

Pharma Sales And Marketing Restrictions – Has the Pendulum Swung Too Far?

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 ...

Do You Know The Answers To Your Important Territory Alignment Questions

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 ...

The Changing Role Of Pharma Sales And Marketing In A Specialty Medicine Environment

White Paper

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

Measuring Sales Rep-Physician Relationship Disruption In Sales Force Optimization & Territory Alignment

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 ...

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 ...

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 ...

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 ...

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 Incentive Compensation 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. ...