A pair of surveys paint a complicated picture of what direction pharma access to healthcare providers is going.
From clinical trials to customer planning, digital can speed the biopharma product launch at each step, said Nancy Phelan, BMS head of commercial operations, at last week's MM&M Leadership Exchange.
Sales reps that focus on creating value for HCPs could find new opportunities and improved access to those physicians, according to Accenture.
The British drugmaker is reviewing the patient-oriented sales model it introduced in 2011.
A study said many sales presentations fail to resonate with payer audiences.
The pharma sales model increasingly relies on key account managers rather than sales reps.
Traditional tactics of connecting with physicians are quickly becoming obsolete.
The SEC said some company drug prices can be made public, 23andMe launched an R&D division, and Public Citizen is asking the FDA to withdraw a proposal it says will undermine drug safety information.
Some IDNs are centralizing decisionmaking at the corporate level and other hospitals are limiting on-site access to sales reps.
Cymbalta and Evista patent losses drove down sales, but Lilly said it does not plan to replenish the sales force it thinned in anticipation of the decline.
The painkiller's marketer will look to partner with another manufacturer to better target primary care physicians, and will also reexamine its sales territories.
Arena's recent quarter shows weight-loss drug Belviq is on the rise. It follows a DTC push and the recent addition of reps by co-marketer Eisai.
Sales reps are experiencing even more limited physician access, according to a report by Chicago consultancy ZS Associates.
Researchers found that limiting sales rep access and interactions reduces off-label prescriptions for the previously detailed drugs, while also upping off-label prescriptions of the drugs that had not been promoted.
The company unveiled the mix-and-match marketing management tool at the Eye for Pharma conference in Barcelona.
A survey of UK-based general practitioners shows industry websites are not a go-to source for information. Reps did not fare well, either.
Analyst Thomas Wei reviews the prescription slimming category and sees two different realities for Vivus and Arena.
The new network, PD One, will allow reps to connect with HCPs through PDI's Medical Bag.
Lobbying groups say the ad tax draft proposal could wreak havoc throughout the ad industry and its partners, such as publishers and broadcasters, if it were to go through.
Pew Charitable Trust's proposed conflict of interest guidelines could mean even less face time for sales reps and less industry money for CME programs.
Although doctors still like sales reps, Capgemini and Quantia's researchers find their appeal is on the decline, while digital is on the rise. While age is a factor, it's the workplace that's shaping physician preferences.
Actavis shrinks its staff by 30%, and Bayer reduces its California footprint.
The company says it will cut staff and costs, focus on big accounts and try to keep sales reps from leaving.
The drug maker's vision for 2014: fighting to keep Victoza top-of-mind with a US field force of around 3,000.
A 15% increase in sales came on the back of HIV franchise meds Stribild and Complera/Eviplera.
The company says it is moving its Januvia sales pitch from defending market share to expanding it.
Growing client demand encouraged the agency to make its HCP content capabilities official.
Doctors shared their information preferences with CMI/Compas, revealing ways marketers can better pace their communications to max out channels.
The company is supporting its professional pitch for the acne drug with a micro-targeted marketing strategy.
Abbott's Depakote lawsuits roll on; IMS buys mobile health firm's assets; BI shutters a chemical plant; and the healthcare reform back-and-forth continues.
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