More Commercial Articles


Accelerating commercial success in CAGT

Dean Griffiths, (Mar 22, 2021)

To build on the successes thus far in cell and gene therapy, pharma must foster further payer, physician and patient buy-in

Blended and augmented: Reimagining the role of the rep

Andrew Stone, (Dec 18, 2020)

The events of 2020 have compelled pharma to reimagine the role of the rep to better adapt to the new rules of engagement

Uncorking the compliance bottlenecks in digital

Andrew Stone, (Dec 17, 2020)

The sudden demand for digital content this year has created serious compliance bottlenecks that pharma is racing to overcome with new processes and technology

Creating a holistic customer experience

Rhonda Siddall, (Nov 17, 2020)

Finding solutions to unmet customer needs means harnessing the combined power of medical and marketing skills – and creating a culture to match

Adapting to the multichannel imperative: A special report

Andrew Stone, (Oct 8, 2020)

Pharma’s gradual evolution into digital-first commercial has become urgent in the COVID-19 world. A comprehensive multi-channel approach including the use of digital tools to enhance customer engagement will transform pharma sales.

Australia’s field force: evolving on fast forward

Lucy Fulford, (Sep 16, 2020)

Australian pharma’s field force roles are changing fast and the new digital-first environment is driving a need for new approaches and new skillsets
Access and Evidence

Survey results: Accelerating digital transformation during COVID-19

Nicola Davies, (Sep 4, 2020)

View the results of a survey of over 1000 pharma executives on the impact COVID-19 has had and will have on their operations

Customer centricity in a changed world

Andrew Stone, (Apr 20, 2020)

Pharma’s marketeers are having to rapidly change their approach to customers, field force roles and digital in the midst of the pandemic

Virtual Trade Show Best Practices: Intelligent Medical Objects and HiMSS

Paul Schrimpf, (Mar 28, 2020)

A new way of thinking and acting is needed for virtual marketing in the post COVID-19 world, says Paul Schrimpf of management consultant Prophet

Towards the sales force of the near future

Andrew Stone, (Mar 4, 2020)

Blending the digital and the personal can transform engagement, focus sales activity and help meet HCPs’ fast evolving needs if done right