Is your organisation’s Sales and Marketing model sustainable?

Finding ways to improve your Research and Development productivity

In the current environment of poor product pipelines and broader customer bases, the traditional sales & marketing model of driving revenue with ever larger sales forces is no longer sustainable. Instead, organisations need to evolve to become more efficient and deliver differentiated effective messages tailored to the specific needs of diverse customer segments including patients, insurers, governments and physicians.

The success pharmaceutical companies will have in making ‘big ticket’ sales will depend on their ability to:

  • Differentiate their medicines from those of their competitors
  • Demonstrate value for money
  • Contribute to the overall improvement of human health

Many companies will therefore be seeking to enhance their service offerings by funding the provision of services like compliance monitoring, home delivery and disease management.