The Toolkit for Diabetes MSL Programs

Published by: Cutting Edge Information

Published: Apr. 1, 2009 - 102 Pages

Table of Contents

Executive Summary

Diabetes-Focused MSL Program Structures and Staffing

MSL Functions and Communications

Targeting Diabetes Opinion Leader Segments

MSLs’ Background and Credentials

Other Key Metrics

CHARTS AND GRAPHICS

Executive Summary

Key Trends in the Diabetes Market

Table E.1: Blockbuster Insulins (sales in millions)

Table E.2: Blockbuster Non-Insulin Antidiabetics (sales in millions)

Table E.3: Top Companies in the Antidiabetic Market (revenue in millions)

Figure E.1: MSL Department Reporting Relationships: Changes From 2005 to 2008

Figure E.2: Executive Oversight of MSL Program: Changes From 2005 to 2008

Diabetes-Focused MSL Program Structures and Staffing

Figure 1.1: Average Age of Formal Programs

Figure 1.2: Total MSL FTEs - Companywide

Figure 1.3: Number of MSLs per Diabetes Program Teams

Figure 1.4: MSL Programs’ Organizational Structures

Figure 1.5: MSL Teams’ Alignment

Figure 1.6: Combined MSL Structure and Teams’ Alignment

Figure 1.7: Executive Oversight of MSL Programs

Figure 1.8: MSL Department Reporting Relationships

MSL Functions and Communications

Figure 2.1: Do MSLs Speak Promotionally About Products

Figure 2.2: MSL Teams Involvement within Products’ Lifecycle

Figure 2.3: Percentage of Time MSLs Spend in the Field

Figure 2.4: MSL Time Dedicated to Education

Figure 2.5: MSL Time Dedicated to Research

Figure 2.6: MSL Time Dedicated to Speaker Opportunities

Figure 2.7: MSL Time Dedicated to Managed Care

Figure 2.8: All Dedicated MSL Activities per Company

Figure 2.9: Average Time Spent Per Activity Based on Five-Day Work Week and Average Percentage of Time in Field

Figure 2.10: Number of Sales Representatives

Figure 2.11: Number of Sales Representatives per MSL

Figure 2.12: Averages and Ranges of Quarterly Interactions

Figure 2.13: Frequency of Quarterly MSLs’ KOL Interactions

Figure 2.14: Quarterly Frequency of MSLs’ KOL Face-to-Face Visits

Figure 2.15: Quarterly Frequency of MSLs’ KOL Telephone Contacts

Figure 2.16: Quarterly Frequency of MSLs’ KOL Email Exchanges

Figure 2.17: Number of Brands Supported per Each MSL

Targeting Diabetes Opinion Leader Segments

Figure 3.1: Number of KOL Relationships per MSL

Figure 3.2: Percentage of Relationship Types Utilized

Figure 3.3: Average Percentage of KOL Relationships per Category

Figure 3.4: Percentage of KOL Relationships - Specialists

Figure 3.5: Percentage of KOL Relationships - PCPs

Figure 3.6: Percentage of KOL Relationships - Allied Health

Figure 3.7: Opinion Leader Selection Factors

Table 3.1: Segmentation Criteria for Endocrinology

Table 3.2: Tier 1 Thought Leader Profile

Table 3.3: Tier 2 Thought Leader Profile

Table 3.4: Tier 3 Thought Leader Profile

Table 3.5: Tier 4 Thought Leader Profile

Table 3.6: Tier 5 Thought Leader Profile

Figure 3.8: Minimum and Maximum Consulting Hourly Rates for Type 1 Thought Leaders by Company Size

Figure 3.9: Minimum and Maximum Consulting Hourly Rates for Type 2 Thought Leaders by Company Size

Figure 3.10: Average Speaker Fees for Type 1 Diabetes Thought Leader by Company Size

Figure 3.11: Average Speaker Fees for Type 2 Diabetes Thought Leader by Company Size

Figure 3.12: Average Advisory Panel Fees for Type 1 Diabetes Thought Leader by Company Size

Figure 3.13: Average Advisory Panel Fees for Type 2 Diabetes Thought Leader by Company Size

Figure 3.14: Average Author Fees for Type 1 and 2 Diabetes Thought Leader by Company Size

Figure 3.15: Minimum and Maximum Consulting Hourly Rates for Type 1 Thought Leaders by Provider Category

Figure 3.16: Average Speaker Fees for Type 1 Diabetes Thought Leader by Provider Category

Figure 3.17: Average Advisory Panel Fees for Type 1 Diabetes Thought Leader by Provider Category

Figure 3.18: Average Author Fees for Type 1 Diabetes Thought Leader by Provider Category

Figure 3.19: Minimum and Maximum Consulting Hourly Rates for Type 2 Thought Leaders by Provider Category

Figure 3.20: Average Speaker Fees for Type 2 Diabetes Thought Leader by Provider Category

Figure 3.21: Average Advisory Panel Fees for Type 2 Diabetes Thought Leader by Provider Category

Figure 3.22: Average Author Fees for Type 2 Diabetes Thought Leader by Provider Category

MSLs’ Background and Credentials

Figure 4.1: Preferred Levels of MSL Education Working with Primary-Care Physician KOLs

Figure 4.2: Preferred Levels of MSL Education Working with Endocrinology KOLs

Figure 4.3: Average MSL Years of Experience

Figure 4.4: Entry-Level Salary MSLs Working with PCP KOLs

Figure 4.5: Entry-Level Salary MSLs Working with Endocrinology KOLs

Figure 4.6: Criteria Used to Establish Size of MSL Teams

Figure 4.7: Combined Criteria Used to Size MSL Teams

Other Key Metrics

Figure 5.1: Total MSL Budgets by Company

Figure 5.2: MSL Budgets by Company - US Only

Figure 5.3: MSL Budget Distribution - US vs. ROW

Figure 5.4: MSL Budgets by Company - ROW Only

Figure 5.5: Percentage of Companies with an MSL Program Outside of the US

Figure 5.6: Budget Contribution per Department

Abstract

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