Over the past decade, pharmaceutical companies have struggled with commercialization of new drugs to support their businesses. And with mounting pressures of shifting governmental policies, pricing and market-access issues, marketing restrictions and budgetary constraints, it's easy to see why they began looking for more efficient ways to make decisions about sales force effectiveness strategies.
Technology advances have finally opened the door for more sophisticated and efficient approaches. Pharmaceutical companies have begun to take notice of other industries that leverage analytical tools to optimize their marketing and sales strategies. With a new focus on sales force effectiveness, these companies are using advanced techniques and best practices to change their commercial operating model.
Technology had to keep pace with a market that's making huge changes from the past, when drugs were developed for treatment of chronic diseases that affect large populations. Now the industry is more fragmented, composed of consumer-focused, specialty, and niche drugs that appeal to different subsegments of the population, each requiring a unique, customized approach. That all puts tremendous pressure on pharmaceutical sales forces to understand new and different diseases while calling on a larger, more diverse customer base.
Significant rewards will accrue to those companies that make this transition quickly and successfully. There has never been a more opportune moment for pharmaceutical companies to embrace solutions that increase the efficiency and effectiveness of their sales force. Find out how IMS Health has designed a new IT-enabled industry optimization model that that delivers key business intelligence benefits to pharmaceutical clients.