It’s a familiar situation. A major pharma company’s leading competitor is launching a product that vies for market share with one of it’s best-selling drugs. Key physicians are already receiving compelling messaging about diminished side effects and improved dosing. A quick response is essential. So, the marketing team starts pushing competitive positioning about the existing […]
With the average rep juggling 80-100 physicians in one territory, multiple communication channels and a pharma market that’s changing every day, it’s not surprising that CRM suggestions and insights have emerged as one of the most impressive tools in today’s pharma marketing arsenal. Just a few lines of text have the power to eliminate hours […]
As multi-channel marketing becomes more prevalent in the pharmaceutical industry, so does talk of making the sales representative the point person for multi-channel touches. The most common analogy I’ve heard is the rep being the “quarterback” of their territory. They are given a playbook, but make the calls at the line based off of their […]
Today we arrive at the final part of our Six-Part Decision Support series. So far, we have reviewed the five key tenets of decision support design and the four most common categories of use cases. But even the best designed decision support program can fail to deliver results if it is not implemented well. Below […]
As we continue to review the common use cases faced by pharmaceutical companies regarding rep decision support, we move from the categories of Execution and Impact, which we covered in Part 4 of our series, to Agility and Coordination. Agility “The only constant in life is change.” It’s unlikely that the Greek philosopher Heraclitus had […]
Welcome back to the Decision Support Series! Today we move on from “best practices in DSE Design” to “common use cases.” Understanding these cases helps companies looking to get started with Decision Support tailor their initiatives towards specific challenges or outcomes that are most relevant to their business. The use cases we’ve seen most frequently […]
In this six-part blog series, we’ve been sharing best practices for Decision Support design, application and implementation. In Decision Support Part 1 and Decision Support Part 2 we covered the first three of our five key design tenets for Decision Support. Today we’ll cover the last two: Less is More. Make it Real. Keep it Current. […]
We began this six-part blog series last week, with the goal of sharing best practices for Decision Support design, application and implementation. In Part 1 of the Decision Support series, I described the journey we traveled to land on 5 key tenets of Decision Support design and then explained why ‘Less is More’. As a […]
Things move fast around here at Aktana, but occasionally we get the opportunity to reflect on learnings and share best practices with our peers. Such an opportunity occurred at the Veeva Commercial Summit two weeks ago where we presented with our customer Pfizer on the topic of connecting personal and digital customer engagement. Both Pfizer […]
Last week’s Veeva Commercial Summit was filled with many memorable moments, none more so than Veeva’s introduction of CRM Suggestions and our supporting announcement for VConnector 2.0. For the last five years, we’ve dedicated our work lives at Aktana to making life science sales reps more effective. How? By doing the data dirty work for […]