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Improving the ROI of the Sales Process: Strategic Use of Licensing Partners, CSOs and eDetailingPublished by: Datamonitor Published: Dec. 13, 2001 - 136 Pages Table of Contents
A brief report outline Datamonitor insight into enhancing the sales process throughout the product lifecycle eDetailing throughout the lifecycle and fostering agreements with CSOs for older products Risk-share alliances with CSOs are under utilized and associated profit margins are greater than those achieved by licensing Utilizing product development and management services from a CSO rather than receiving a cash payment for product divestment eDetailing formats need to match physicians' job functions and therapeutic specialties BEST PRACTICE IN ENHANCING THE SALES PROCESS
A growing need to maximize ROI in the sales process Options available to pharmaceutical industry Can external sales support increase profit: Scios partnering with Bayer or Innovex? Best practice recommendations throughout the product lifecycle Launch Post-launch Established Nearly off patent Off patent Conclusions ENHANCING THE SALES PROCESS THROUGH LICENSING AGREEMENTS
Types of agreements Drivers and resistors when choosing out-licensing, co-marketing or co-promotion Financial benefits for the out-licenser Defining responsibilities and ownership Launching in a new therapy area Launching in a new geographic area Match strategic approach with the product lifecycle Datamonitor's best practice recommendations Decision tree for choosing the right sales agreement Best practice sales support through licensing agreements Situation 1: entering a new therapy area Situation 2: entering a new geographic market Situation 3: maximize product uptake Situation 4: supporting the product lifecycle Outlook for the future until 2010 ENHANCING THE SALES PROCESS THROUGH CSOS
Key CSOs Pharmaceutical company's sales force focus Drivers and resistors of CSO services Factors influencing outsourcing CSOs' portfolio of sales-based services CSOs' portfolio of marketing-based services CSO-pharmaceutical agreements Fee-per-service Marginal risk agreements Risk-sharing agreements Conclusion: which agreement to opt for Best practice 'CSO relationship' for the pharmaceutical company Scenario 1: rapid sales team establishment Scenario 2: acceleration of product uptake Scenario 3: detailing of established and nearly off patent drugs Outlook for the future until 2010 ENHANCING THE SALES PROCESS THROUGH EDETAILING
Types of eDetailing Opportunities for eDetailing Drivers and resistors for using eDetailing Drivers of eDetailing Resistors to eDetailing Choice of eDetailing vendor eDetailing from an eDetailing specialized vendor or CSO? What the pharmaceutical company needs from an eDetailing vendor Optimising positive impact of eDetailing on the sales process Choosing the right type of audience Choosing the right stage of the lifecycle to eDetail Choosing the right therapy area to eDetail Choosing the right eDetailing format Choosing the right eDetailing strategy Conclusion: future trends in eDetailing APPENDIX Datamonitor's Pharmaceutical Strategy Business Unit Future Reading AbstractImproving the ROI of the Sales Process: Strategic Use of Licensing Partners, CSOs and eDetailing is an in-depth analysis of current practices in licensing agreements, alliances with CSOs and use of eDetailing programs across the pharmaceutical industry, offering best practice recommendations to maximize pharmaceutical companies' ROI of the sales process. The analysis also assesses how companies should leverage each form of external sales support throughout a drug's lifecycle.Get Full Details About This Report >> |
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