Patient Journey 2.0: The Re-Remix! A fresh take on health and integrating primary and real-world data
All Insights Watch the replay Share this event: Share on facebook Share on linkedin Share on email As drug development timelines accelerate and therapy areas continue to evolve, cross-functional teams must align on shared outputs more than ever. With the increasing number of supplemental indication approvals, brands require fresh insights for each new scenario. Moreover, […]
“How Did it Land?”: Uncovering the Psychological Dynamics of Effective Sales Reps
All Insights Learn more about our approach Share this event: Share on facebook Share on twitter Share on linkedin Share on email https://www.youtube.com/watch?v=4MWI-QTFuJU Achieving success in the competitive pharmaceutical industry requires a highly effective sales force. To ensure this, teams must follow key steps: defining target market, identifying territories, monitoring rep performance, and implementing a […]
Drive Better Results: Using Technology in Your Product Commercialization Planning
All Insights Watch now Share this event: Share on facebook Share on twitter Share on linkedin Share on email Effective data management should treat enterprise information as the strategic asset it is, while providing end-to-end business oversight and paving the way to strategic capability and operational excellence. Unfortunately, many pharmaceutical companies struggle with their data […]
Supporting an Emerging Pharma Company’s Product Launch with an Integrated, End-to-End Data Management Platform
The Challenge An emerging pharmaceutical company had acquired a new product to launch and was faced with the dilemma of having non-integrated data from disparate sources such as SP’s, IQVIA, sales activities, claims, affiliations and DCR. In addition, their current system lacked integration with 3rd party systems such as CRMs, MedPro and Concur. Although master […]
Developing an Incentive Compensation Plan To Better Attract, Motivate and Retain Sales Personnel Serving the Rare Disease Market
Introduction A life science company had outsourced the development of its incentive compensation (IC) plan for the sales team representing its biologic used in the treatment of a rare disease. Results under this plan were significantly missing corporate targets, so management turned to KMK to analyze the situation and redesign an IC plan that would […]
How To Avoid Costly Mistakes In Pre-launch?
WHAT WILL YOU LEARN Acquiring and analyzing appropriate data is the critical next step in developing a strategic plan for commercialization. Despite any previous experience, there are many scenarios to consider while selecting or purchasing data, and what might have worked in the past, could be wrong for the current launch. This whitepaper will explore […]
Data Assessment In Action
WHAT WILL YOU LEARN KMK assisted one of its clients with its ophthalmic product launch. Before the engagement, the data had already been purchased by a vendor without any data assessment and was deemed adequate for the pre-launch. However, one-month post-launch it was found that the reported sales volume per vendor was much lower than […]
The Ultimate Plan for Strong Analytics Support to Drive Business Decisions : A no-compromise solution on quality and value
Introduction Pharmaceutical commercialization is getting more challenging every day. Analytics talent is in high demand to support informed and insightful business decisions across a global landscape. Yet, despite the increasing marketcomplexity, most commercialization leaders are facing cost reduction pressure resulting in the exploration and assignment of work to lower-cost alternatives. In terms of analytics support, […]
A Roadmap to Success: Five Guiding Principles to Incentive Compensation Planning
Attracting and retaining productive and satisfied sales representatives is paramount to the success of any commercialization effort. Likewise, the sales force incentive plan (IC Plan) is critical to achieving these goals. When properly designed, the Incentive Compensation Plan is an investment that promotes exceptional behavior and motivates sales reps to exceed expectations. In addition, it […]
Pharma Companies’ Sales Reporting Efforts Often Fall Short. A look at why this occurs and how to avoid it in the future.
Introduction Since the time of blockbuster drugs and mirrored sales teams a decade ago, pharmaceutical reps’ access to physicians continues to decline each year. Studies indicate that between 36.5% – 44% of physicians are now being designated as “no access.” Despite this declining access trend, the industry continues to allocate most of its total sales […]