Our reports and whitepapers are filled with industry-led expertise on a variety of subjects, they all evolve around our core focuses - Sales/Marketing, Digital, Patients, Access and Evidence, Clinical Trials and Medical. Access them for free below.
Medical-Commercial Collaboration: The Evolution of a New Era of Digital Engagement
This new whitepaper focuses on how pharma can transform the way it serves customers, via both in-person and digital omnichannel engagement. Find out how to succeed, with best practices and case studies from senior leaders at Pfizer, Novartis, MSD, Sanofi, Across Health, Grünenthal Group and more.
Access your copy to discover the following:
- Mastering tailored content with fewer campaigns and how best to share it across functions, in order to meet HCP needs
- Exploiting the potential of digital to help serve all customers, not just key accounts
- Reshaping goals and metrics around how well the customer is served
- Giving medical affairs more say over, even perhaps ownership of HCP relationships
Download this whitepaper to see how your peers are transforming customer experience.
New whitepaper: Toward outcomes-based payments
In this new report from Reuters Events Pharma, in partnership with Optum, market access and value leaders give their insights on how to generate evidence and demonstrate value for HCP value.
You will discover how to:
- Overcome challenges to ensure outcomes-based contracts become the default standard for negotiation with payers
- Generate evidence early to demonstrate overall efficacy and individual patient outcomes, including common scenarios for an outcomes-based contract
- Accelerate adoption to provide the right therapies to the right patient at the right time, improving quality of life while reducing the long-term cost of care.
Trend report: The new era of HCP engagement
200+ commercial and medical pharma execs told us where their promotional spend is predicted to go 2022 & 2025 - meetings and digital advertising came out top. Compare your strategies against the rest of the industry and get full access to the survey results in our latest trends report.
Access the full trends report to learn:
- How spend on digital vs print is changing in global marketing and medical education budgets
- Where pharma marketeers and medical affairs professionals are shifting their content and engagement strategies
- How increased digital engagement is impacting approaches to content authenticity
Mastering CX for specialty care in the digital age
We surveyed 392 commercial and medical affairs executives from across specialty care, to understand where the challenges lie and where investments were being made in CX.
Here’s a snapshot of some of the data:
- A product-centric mindset, holding pharma back: 40% of respondents identified the mindset gap as the least addressed aspect of customer experience
- New channels being invested in: 24% of responses identify increased investment and/or focus on new, additional digital channels as a key means of improving the CX
- Personalized digital HCP experiences not being addressed: 36% said that personalized experience for specialty HCPs, is the area least addressed by their organization
Mastering CX for specialty care in the digital age white paper includes insights from Novartis Oncology, Pfizer, Johnson & Johnson, Takeda, Novartis, Exeevo, Ferring and Takeda Oncology.
Digital Transformation in Clinical Research
300+ global clinical industry execs agree that adapting to digital technology is now the top priority in clinical research, according to a recent survey by Reuters Events Pharma in partnership with Microsoft. The results are published in this new whitepaper Digital Transformation in Clinical Research – Now, Next and Pipeline.
Digital Transformation in Clinical Research white paper includes insights from Clinical Innovation Partners, SC Therapeutics, Bayer, Medable, MediciGroup and Microsoft.
Medical affairs: Working smarter, not harder for healthcare provider value
Investing in insight gathering technology is crucial to setting engagement strategy and bringing innovation to the entire medical engagement process – beyond a single virtual meeting.
Insights from this white paper include:
- Gain practical tips on how to deliver value beyond the virtual meeting
- Understand how technology has advanced and how you can gain faster access to insight for data-driven decision-making
- Identify trends in insight gathering and what leading organizations are doing to better prepare their medical teams to do business in a hybrid world
Medical affairs: Working smarter, not harder for healthcare provider white paper includes insights from AstraZeneca, Within3, Novartis, Pfizer and Astellas.
Access this report here to learn how leaders in medical affairs gather HCP insights >>>
ARE YOU READY FOR THE ROARING 20S?
The pandemic and other broader transformations have rendered biopharma’s “digital second” model of customer and patient experiences obsolete. After the initial disruption and the short-term adaptation of the past year, life sciences leaders now need to shift their focus to longer term strategies that will ensure sustained relevance and impact.
Insights from this white paper include:
- Reconfiguring the cultural stack
- Re-engineering the technology stack
- CX as the new competitive differentiator
Are you ready for the roaring 20s white paper includes insights from FerGene, Paion, Sanofi, Daiichi Sankyo Europe, Viatris, Smeets Advisory Services and Exeevo.
Medical Commercial Collaborating To Win The Digital Era
Rapidly reinventing itself for a digital-first world in which remote engagement is the norm, the life sciences industry is racing to improve the value it adds for healthcare providers (HCPs). Their needs have changed dramatically. Increasingly, HCPs learn, ask questions and share insights via their smartphones. Time-pressed, they seek more value from meetings. They expect convenience, rapid responses and engagement on their terms. They want a seamless experience regardless of which part of an organization they are dealing with.
Insights from this white paper include:
- Key trends
- New engagement dynamics, new collaborations
- The roadblocks to deeper collaboration
- Transforming engagement through collaboration
Medical Commercial Collaborating To Win The Digital Era white paper includes insights from AstraZeneca, EMD Serono, Boehringer Ingelheim Pharmaceuticals, Microsoft US Life Sciences, Merz Aesthetics, Pfizer Biopharmaceuticals Group, PTC Therapeutics and Exeevo.
Beyond COVID-19: Life sciences reimagined
The COVID-19 pandemic has transformed entire industries in just a few short months, and life sciences is certainly no exception. From payer-mix changes to pricing and profitability concerns, the industry is fraught with market and other pressures. In particular, biopharma companies have faced significant challenges due to constrained access to key customers and largely grounded sales teams. However, these circumstances have also presented new opportunities for these organizations, including accelerated adoption of digital tools and approaches.
Insights from this white paper include:
- Commercial operations
- HCP needs and relationships
- Marketing and the sales model
- Patient engagement
- Medical affairs and R&D
- The post-pandemic outlook for pharma
COVID-19: Accelerating digital transformation in life sciences white paper includes insights from AstraZeneca, Merck, Sandoz, EY, ViiV Healthcare, Janssen and Otsuka North America Pharmaceutical Business.
COVID-19: Accelerating digital transformation in life sciences
COVID-19 has placed the life sciences industry in Europe under extreme pressure, testing it like no other event. Lockdowns have shocked the system and exposed shortcomings, forcing every function to evaluate and adapt its roles and responsibilities almost overnight.
Insights from this white paper include:
- The impact of COVID-19 on Pharma functions
- Key lessons for Pharma
COVID-19: Accelerating digital transformation in life sciences white paper includes insights from Medable Inc., Ferring Pharmaceuticals, Grünenthal Group, The Janssen Pharmaceutical Companies of Johnson & Johnson, Pfizer, Omnipresence, UCB, Mundipharma, Ipsen and Sanofi Genzyme.
Pharma’s path to market for digital health solutions: navigating the commercial, data, and regulatory challenges
Digital health solutions are demonstrating their potential to vastly improve healthcare outcomes, delivery, and service efficacies, which in turn can enable pharma to leverage these improvements for the purposes of new product insights, label expansion opportunities, and business models.
Insights from this white paper include:
- Defining objectives and intended use
- Developing digital health solutions: Exploring the partnership options
- An inside job: Organizing your teams for go-to-market success
- Navigating the regulatory maze
- Data: Managing the lifeblood of digital health solutions.
Pharma’s path to market for digital health solutions: navigating the commercial, data, and regulatory challenges white paper includes insights from S3 Connected Health, Ferring Global Innovation Lab, Pfizer Rare Disease North America Inline Brands, Ferring, Novo Nordisk, Roche Personalised Healthcare & Patient Access and Almirall.
Defragmenting Data for the Future of Pharma R&D
Defragmenting data will enable you to ask the right questions, using all of your data, whether internal or external, clinical or real-world evidence (RWE) to bring about innovation and accelerate time-to-insight.
Insights from this white paper include:
- Create more efficient and effective R&D in a world without data silos
- Avoid data swamps – how to ensure intelligent database design for agile use of your data asset
- Understand solutions to increase internal and external data integration, and causes of the current defragmented system
- How to enact an organisation-wide approach to data and an IT architecture that enables this
Defragmenting Data for the Future of Pharma R&D white paper includes insights from Janssen, Sanofi, MarkLogic, Boehringer and AbbVie.
Pharma’s Transformation through Automation
One third of all initial cognitive Robotic Process Automation (RPA) deployments in pharma fail. Worst of all, the mistakes made in these deployments are totally AVOIDABLE.
Which is why we decided to pull pharma and medical device RPA experts together to show you how to keep clear of such mistakes – by exploring effective approaches and best practices – and present them in this exclusive paper. Learn how your staff can be relieved from drudgery, augment their capacity, and unleash creativity with RPA in life sciences.
Insights from this white paper includes:
- Understand what RPA is and what the possibilities are for life science companies
- Discover Pharma’s RPA journey so far – and what leading companies are doing right now
- Learn from past mistakes, and success stories of RPA deployment – so your RPA deployments can thrive.
Pharma’s Transformation through Automation white paper includes case studies from BD and Boston Scientific, 16 pages of unique insight into this emerging topic area and 10 interviews with key industry players including Deloitte, Automation Anywhere and BD.
Digital Therapeutics: pharma’s threat or opportunity
Digital medicine has become an everyday reality and to celebrate such a fundamental innovation in healthcare, we looked into three successful digital therapeutics that do away with pills altogether.
Insights from the white paper include:
- Reset: A mobile app treating Substance Use Disorder (SUD) developed by Pear Therapeutics aiming to improve the lives of patients, clinicians and payers alike.
- Tinnitracks: Med-tech company Sonormed, aims to treat the ailments of tinnitus patients.
- Deprexis: GAIA’s online program for the treatment of depression brought through the market through Servier, to help users asses their situation and develop effective ways to cope and to feel better.
Digital Therapeutics: pharma’s threat or opportunity white paper includes insights from Sanofi, Propeller Health, S3 Connected Health, Otsuka, Kaia Health, Silvercloud Health, Digital Therapeutics Alliance, Pear Therapeutics and MySugr.
Agility: How Pharma Can Be Bolder, Faster, Better
Agility is the watchword of our age.
In a volatile, uncertain, complex and ambiguous world, where competition is fierce for customers who have more power than ever, the ability to respond rapidly to market changes without betting the future of the organization on getting such responses right will define survival.
Insights from eyeforpharma’s latest white paper include:
- Why agility matters
- How Agile is pharma?
- Agile starts with the customer
- Start small, fail fast
- Measuring your Agility
Agility: How Pharma Can Be Bolder, Faster, Better includes insights from across the industry through interviews with the senior leaders of Pfizer, AstraZeneca, Agility in Mind, W20 group and McKinsey & Co.
Authenticity: Pharma’s New Currency
Medical’s unique forward-facing position makes it the natural guardian of authenticity – a characteristic we all aspire to in an ever-more uncertain world.
But what is authenticity and how do you project it? This paper explores how Medical is tackling this task externally through its core activities and internally, overcoming the many challenges to ensure the vision of authenticity is realized.
Insights from eyeforpharma’s latest white paper include:
- Is pharma authentic?
- The importance of internal partnership in delivering authenticity
- Ensuring a credible scientific platform
- The central role of oversight
- Communicating authentically
Authenticity: Pharma’s New Currency includes insights from across the industry, through interviews with the senior leaders of Astellas, Aerie, Ipsen and Eisai.
Trends in Access Europe
Are you a problem-maker or a problem-solver?
The value revolution is still a work in progress but for Access professionals the time for talk is over. Yet to take an active role in the solution to the huge challenges faced by health systems across Europe and beyond, pharma needs to shift from problem-maker to problem-solver.
- When it comes to value, what’s holding pharma (and payers) back?
- Stories are powerful but the best ones take a long time to create. The earlier you start writing your value story the better
- HTA bodies across Europe want better relations with pharma but is pharma just as willing?
Trends in Sales
In our data-rich, omnichannel, AI-guided world, the personal touch can sometimes be forgotten. Yet, people like to deal with people and no interaction with or through a machine can ever be as satisfying as a handshake and conversation.
Sales reps have always been the human face of pharma, however, as the role evolves new challenges are emerging that demand new skills and a new mindset. In this magazine, we view the big trends shaping pharma through the lens of the sales force.
We ask:
- What steps are companies taking to create the rapid-reaction, data-driven sales force needed to understand and deliver the needs of today’s customers?
- Has CX come home? The focus on delivering a seamless, valuable experience for all customers - might have started in the marketing, but it’s returning to its natural home – the sales force
- How can reps ensure they have a patient-focused mindset?
Trends in Patient-Centricity
Patient critical = Business critical.
Yet, as pharma works ever more closely with patient, the definition of ‘patient need’ is evolving rapidly. In the latest issue of our Trends magazine, we ask senior leaders from Gilead, ViiV, Sanofi and Ipsen how this evolution is affecting the industry, and how companies are responding.
- Negative social attitudes around disease weaken health outcomes; in Tackling Stigma, we ask how pharma and patient can work together to eliminate the scourge
- Talk of artificial intelligence is everywhere but how is it impacting patients?
- Chief Patient Officers are the standard-bearers for the patient-centricity revolution. In Flying The Flag for Patients we look at their changing role.
Trends in Real-World Evidence
Is data the new oil?
It has much in common – it must be found and extracted, cleaned and refined, then transported to its final destination – with challenges at every point along that journey. Real-world evidence may be seen as a key fuel to power pharma’s next evolution but it is no simple silver bullet.
Where does the data come from? How reliable is the data? Can pharma even access the best data? Then there’s the analysis – how can pharma ensure that payers trust its analyses? Will payers seek to perform their own analyses, or will they increasingly turn to a third party? If so, which review body will become the most trusted source?
In the latest edition of our Trends magazine, we offer insights senior data leaders from UCB, Janssen, Merck and AstraZeneca.
Patient-Reported Outcomes: How Patient Insights are Transforming Clinical Development
Patient-reported outcomes (PROs) offer the opportunity to really understand the patient perspective on a disease or treatment, opening up opportunities throughout R&D and shaping drug development, regulatory submissions and discussions with payers.
Insights from eyeforpharma’s latest white paper include:
- The role of PROs in pharma R&D now
- Patient-centered design of PROs
- Understanding the regulatory framework
- Overcoming the challenges with PRO development and implementation
- What do the PROs of the future look like?
Patient-Reported Outcomes: How Patient Insights are Transforming Clinical Development includes the insights of senior leaders from Celgene, Sanofi, Novartis, Takeda, GSK, Astellas, ISOQOL and FasterCures.
Trends in Marketing
Adapt or die.
Pharma is changing; new medicines are complex and niche, prices are rising, health systems want value, stakeholders are multiplying and patients are on the march, but what does this mean for marketers?
Never has innovation been more important, as those at the commercial sharp end seek new and compelling approaches to promote their company’s next-gen medicines. In this collection of articles, we help marketing stay ahead of the curve.
- The Future is Here – senior commercial leaders from across the industry discuss the big trends reshaping pharma
- Decoding Digital Medicines - the first digital medicine but not the last
- When it comes to change, only fear holds pharma back, says eyeforpharma Chairman, Paul Simms, in Dumb and Dumber.
Patient Support Programs: Now, Near, Next
Patient support programs are no longer a ‘nice to have’, they’re an essential part of any brand strategy.
With the potential to move far beyond the branded, educational, focused initiatives, getting PSPs right isn’t about putting more money in, it’s about serious upfront insight, design and ambition.
Insights from eyeforpharma’s latest white paper include:
- The strengths and weaknesses of current support programs
- The next generation of PSPs
- What the future holds – fully digital, personalized programs that focus on health outcomes.
Patient Support Programs: Now, Near, Next includes the insights of senior leaders from AstraZeneca, Astellas, Teva, Takeda, Shire, Sanofi, Novartis, MSD, Ipsen and S3 Connected Health.
Trends in Access USA
It’s all about value. Everyone says so.
Pharma must come up with compelling value stories for their new medicines – and sell those stories in an equally compelling way. But how? What do payers want? Do payers all want the same thing? Are payers really listening? Is pharma?
Amid the confounding uncertainty and sweeping change, leading-edge thinkers agree on one thing – pharma needs to change how it operates. In this edition of our Trends magazine, we ask senior leaders from UCB, Teva, Amgen, Otsuka and CSL Behring how they’re adapting to the changing Access environment.
Balancing payers, patients and physicians: An integrated, multi-stakeholder approach
Who is the most important stakeholder when it comes to ensuring patients gain access to new, innovative medicines? Trick question – they all are.
Companies today need to engage with an almost bewildering array of influencers and decisionmakers in every country in which they operate. Patients, payers, prescribers, health insurers, healthcare providers, HTA bodies, regulators… the list is almost endless. Navigating this complex interplay continues to be one of the biggest challenges facing the industry.
Insights from eyeforpharma’s latest white paper include:
- How pharma is putting patients at the heart of decision-making
- Viewing HCPs as ‘collaborators in care’
- The ever-growing importance of payers
- Integrating your multi-stakeholder approach.
Balancing payers, patients and physicians includes the insights of senior leaders from GSK, Actelion, Bayer, Pfizer, Eli Lilly, Otsuka and Salesforce.
Pharma's New Data Rep
Seismic changes to the healthcare environment and reimbursement practices, coupled with ever-increasing technological advances, are changing the way sales representatives operate. The sales rep of tomorrow
needs to be more nimble and astute than ever, adapting to both a shape-shifting environment and the increasingly complex, data-centric information needs of customers.
Insights from eyeforpharma’s latest white paper include:
- How reps are tracking and responding to shifting customer expectations
- The success delivered by a patient-centric mindset
- The rep as the ‘orchestrator of channels’
- The data-driven rep
- The new skillset of tomorrow’s rep
Pharma's New Data Rep includes the insights of senior leaders from Novartis, UCB, Sunovion, Roche Diabetes Care, Almirall and AMAG.
Trends in Digital Innovation
Pharma is rarely an early adopter of new digital technologies but it might not be as much of a dinosaur as some naysayers claim.
From AI to chatbots to apps, digital technologies are a fundamental part of pharma’s transformation. In this edition of our Trends series, we speak to senior leaders from BMS, Microsoft and Sanofi about the big issues in digital today.
- In AI - Friend of Foe? Chris Keenan, Head of Worldwide Medical Customer Engagement at Bristol-Myers Squibb explores the opportunities and challenges of artificial intelligence in healthcare
- Digital has fundamentally changed the pharma-HCP relationship, says Microsoft’s Iain Buchan, Learn more in Disruptive Influence
- We offer some advice on engaging HCPs online in An Unwelcome Guest
The RWD-Revived Pharma Company
Explore the use of real-world evidence in development.
The amount of time and money invested in the sourcing, analysis and communication of RWE has never been higher. It’s moved the goalposts of success, and with them follows the question, How can we make real impact and prove ROI?
Insights from eyeforpharma’s latest white paper include:
- An overview of the current RWE ecosystem and uses
- Deep dive on how RWE is transforming drug development
- The role of RWE in pragmatic trials and delivering stakeholders’ evidence needs
- Next steps and realistic future of RWE
The RWD-Revived Pharma Company includes insights from senior leaders from Novartis, Janssen, Eli Lilly, AstraZeneca and Sanofi.
Trends in Market Access
How Market Access has become a value powerhouse.
Market Access as a function has come a long way in the past two decades. No longer just a consultation in regards to payers but now as a function across the whole organization.
eyeforpharma along with Lundbeck, Astellas and Takeda look at just how far Market Access has come along in the past twenty years. Whilst also delving into Pharma's need to build a transparent relationship with payers and also how innovative pricing schemes are a crucial step in delivering affordable healthcare.
Trends in Medical Affairs
Are we moving from a situation where Medical is supporting the rest of company; into one where the company is supporting the myriad responsibilites of Medical?
New and exciting oppotunities for Medical Affairs are discussed, along with whether MSLs really are the true heroes of pharma.
Contributors include BMS, Pfizer, MSD and Pivot MSL.
Trends in Real-World Evidence
Unlocking the data - How the real-world revoloution is revealing insights throughout the lifecycle.
In this edition of Trends in Real-World Evidence we explore th epower of RWE to transform our understanding of patients, treatments, outcomes and costs.
Patient Centricity Works
Ensuring a patient-first strategy drives real results in commercial pharma.
This white paper was built collaboratively with people from around the world, sourcing insights from different companies and different departments to move onwards from the questions of "does patient centricity work" to "how does it work".
Trends in Sales Excellence
To succeed in digital, sales teams must customize the message and hand control to the customer.
Enjoy insight from Janssen, GSK and Novartis
Trends in Marketing
Blended - Pharma's new multi-stakeholder model.
We delve into how companies are adapting to meet the needs of a rapidly evolving ecosystem in order to ensure they can stay afloat and prosper!
Contributions from Sanofi, LEO Pharma, BMS and Sandoz
Trends in Patient-Centricity
Dancing to the same tune. Are pharma and patients in sync?
We ask some of the big questions arising from Pharma's focus on the patient. Including insight for AstraZeneca, Pfizer, Merck and GSK.
CX: Pharma's search for excellence
The terms customer experince (CX) might be relatively new in pharma but the reality is as old as the industry itself.
Featuring case studies from Teva, Pfizer, Merck, BMS and AstraZeneca discover how slowly the concept of CX is being translated to Pharma.
Next-Generation Medical Affairs
Exploring the new medical operating model.
Is the US market ready for value-based contracting?
With insights from Pfizer, EMD Serono and Covance we look at whether the US market is truely ready for value-based contracting.
Looking at the shift from volume to value, what value-based contracting actually is and hurdles that could create an issue in the implementation of the contracting.
The Great DTC Shake-Up
This in-depth eyeforpharma whitepaper, which we developed with Health Perspectives Group explores the evolving role of DTC advertising with direct feedback from patient’s - including exclusive results from the recent “DTC Attitudes, Behaviours and Preferences” patient study conducted by Health Stories Project – Insights, (HSPi).
Trends in Market Access
In the current healthcare climate, pharma must ensure all routes to access are covered, with seamless evidence plans ready for HTA, and intelligent pricing schemes for maximum reimbursement.
We interviewed experts to bring you the tried-and-tested techniques you’ll need to get access and reimbursement:
GSK's new 'ethical' customer approach: Is it delivering?
GSK’s move to a new model of customer engagement has generated a great deal of debate. Indeed, many commentators remain skeptical that this ‘ethical’ model – especially the decoupling of sales incentives from prescription volume isn’t robust enough to deliver results in the long-term.
Will GSK’s new transparent, reputation-boosting sales model be a template for the entire industry?
Trends in Real-World Evidence
The health economy is changing quickly, moving from measuring inputs to outputs. When reward is based on an outcome it becomes an incentive to do everything possible for customers and patients.
This is what ‘from volume to value’ means; a move from doing the minimum to the maximum, for patients. Nowhere do we see the move from volume to value more clearly than in the growth in the importance of RWE.
In this latest thought piece, eyeforpharma explores the power of RWE to transform the understanding of patients, treatments, outcomes and costs.
Trends in Patient-Led Clinical Trials
Find out about the current challenges in clinical trials, and how to overcome these.
In our interviews with Craig Lipset, Head of Clinical Innovation, Pfizer, Jeanne Hecht, COO of Median Technologies, and Jennifer Byrne, CEO of PMG Research, we ask: what barriers and myths deter physicians from discussing clinical trials and patients from participating in them? How can patient education be used to emphasise the “white glove” treatment patients receive while part of a trial?
Goodbye, sales and marketing. Hello, integrated Commercial team!
What does the future hold for commercial...?
This in-depth eyeforpharma whitepaper will explore how pharma is integrating customer-facing teams in order to become more customer-centric.
The aim? To avoid duplication and ensure consistency of approach across a number of stakeholders.
This paper explores:
- The drivers behind these trends (the problem)
- The wider benefits of greater customer-centricity (the solution)
- How companies are changing internally to realise this vision
- The challenges of greater integration
- The roles and skillsets within integrated commercial teams
- The impact on customers
- The future of the commercial team
Trends in Medical Affairs
In this magazine, we sit down with Dr Ameet Nathwani, CMO at Sanofi to discuss the burgeoning role of medical affairs and the need for continuous, cost-effective evidence generation. We explore why MSLs need to get in touch with their emotions to engage with impact and we delve into the changing face of medical affairs as it's set to become a fully-fledged strategic partner…
Trends in Clinical Data & Technology
Whilst it seemed a long, hard slog, in the last decade or so, the paradigm for clinical trials has flipped almost entirely from paper to electronic data collection. But why stop there, now that most of the infrastructure is in place to make third generation trials a reality?
We have spoke to leading industry figures really casting vision in the clinical space to discuss innovative approaches to data and technology, covering the most important opportunities available such as site-less / direct-to-patient clinical trials, paperless trials and patient-centricity that you can measure.
What Pharma Can Learn From Patients
A Global Patient Advocate Survey
Pharma want to engage with patients, but it is still not clear when and how this should happen. The struggle to attract and retain patients to clinical trials remains one of the major challenges in the drug development process.
MK&A and eyeforpharma surveyed a range of global patient advocacy groups and you can see the results and discussion of the outcomes in this whitepaper.
The Whitepaper contains discussions of the survey findings from;
- Jeff Sherman, CMO, Horizon Pharma
- Jeanne Regnante, Executive Director, Head, Patient engagemeent strategy office, Office of the CPO, Merck & Co, Inc
- John Whyte, Director, Professional Affairs and Stakeholder Engagement, FDA
- Jane Reese-Coulbourne, Senior Consultant, MK&A
Patient Centricity vs. Profitability - why commercial innovation is key
Beyond a few organisations where entire teams and roles have been created around the pursuit of true 'patient centricity', some of pharma's most important customer-facing functions are unclear on the necessary steps needed to be worthy of the title 'patient-centric' - and even whether or not it should be their objective at all.
Highlights of the whitepaper include:
- Can patient-centricity and profitability co-exist? We have the answer.
- We ask industry experts about finding the 'sweet spot' where there can be both patient focus and business focus - and the needs of both are met
- Pharma have confidence in the commercial benefirts of patient focus, but lack the confidence to take thinks to the next level. We explore what is needed to make this happen.
- How to make patient focus and business focus real - throught budget, measurement, and training.
- Concrete examples of the role of patient focus on profitability.
Key Contributors:
- Christi Shaw, former U.s. Country Head and President, Novartis Pharmaceuticals Corporation
- Ramona Sequeira, President, Takeda Pharmaceutical Company Ltd
- John Gerow, Service Team Strategy Partner, Ashfield & Principle, JG Consulting Inc.
- Deborah Waterhouse, SVP and Business Unit Head UD Primary Care, GSK
- Jens Lipinski, Head of Patient Relations, Bayer Healthcare
Customer Experience and Beyond: Why Digital Changes Everything
We spoke to some of the most respected names in the industry, including:
- Gerhard Arnhofer, Vice President, Head of Integrated Multichannel Marketing CoE, Bayer
- Tim White, Head of Customer Experience, Teva
- Panos Papakonstantinou, Head Digital Commercial, Europe, Novartis
- Monique Levy, SVP, PatientsLikeMe
- Jessica Federer, Chief Digital Officer, Bayer
- Hicham Naim, Strategy & Customer Centricity Europe and Canada, Takeda
… to find out why pharma has been so slow in properly implementing multichannel and how we can catch up with industries such as banking, retail and airlines.
Discussing topics such as digital transformation, change management and customer experience this white paper will give you all you need to know to perfect your multichannel strategy and build stronger relationships with your key customers.
Advancing Patient Recruitment & Engagement in Clinical Trials
This whitepaper highlights some of the most advanced companies in their innovative approaches to trial recruitment. Witness first-hand 5 case study examples of how the industry is reshaping its ways to overcome the recruitment battle.
Hear from:
- EMD Serono: Paulo Moreira, Vice President, Global Clinical Operations, External Innovation and Tanja Keiper, Associate Director share their restructure to support recruitment
-Lilly: Robert Kroes, Clinical Innovation Consultant shares his successes with a user friendly approach to trial education
- NIHR: Matt Cooper, Business Development & Marketing Director shares how they were recruiting so quickly within the UK , they were asked to stop to allow other countries to catch up
- The AKU Society: Oliver Timmis, CEO shares how pharma can benefit from collaborative recruitment techniques to achieve a 1 in 2 recruitment result.
- Pfizer: Craig Lipset, Head of Clinical Innovation shares his unique approach to engaging and listening to patients digitally
Aligning cost with value in oncology
In 2016 our webinar "Demonstrating Value in Price" provided discussion around a plethora of vital questions on pricing & value frameworks. In response, we've developed a paper compiling industry research, top insights for the webinar, and exclusive interviews.
Contributors include:
- Mike Kolodziej, National Medical Director, Aetna
- Scott Shortenhaus, Director Oncology, Professional Relations, Advocacy, & Policy, Eli Lilly
- Anna Forsythe, Head of Global Value & Access, Eisai
- Steven Paulson, CEO, Texas Oncology
- Jack Whelan, Cancer Warrior
Quality Risk-Based Management by Design
We recently sat down with Brian Nugent, Associate Director, ClinOps Process at Gilead Sciences. He shared his experience with designing a successful framework on how QbD (Quality by Design) can be integrated into the risk mitigation management model and how to realize an optimal return from RBM (Risk Based Monitoring).
Gain these insights and get your copy now
Finding the Hidden Message in your Data
The emergence of the Internet was a phenomenon but what we didn’t foresee was the diverse and large amounts of electronic health data it generated. This has been overwhelming and close to impossible to manage with traditional data management tools and systems.
1. What analytics do we use in the analysis of different types of data?
2. What are the weaknesses of the data captured?
3. How do we establish the reliability and validity of different data sets?
To answer to these questions we have developed a new white paper: “What is your data telling you: Finding the hidden message in your data”
Patient-Centred Culture by Design
Embedding patient-centred focus into the culture of pharmaceutical organisations.
Big pharma claim their long term goal is to embed a patient-centred culture across their organisation – but how can they undertake such a fundamental change considering their complexity, size and resistance to change?
Key topics addressed include:
- Organisational change: Reinforce new systems, align internal structures and encourage cross-collaboration
- Talent: Hire and train your workforce to adopt new behaviours, competencies and attributes
- Return on investment: identify specific KPIs to identify patient-centred results and impacts on your business
KAM Prescription for Commercial Success
As cost pressures continue to rise and the decision-making power shifts from physicians to a broader range of stakeholders, leading pharma companies are actively switching to key account management to develop lasting value partnerships with the evolving customer base.
Download eyeforpharma’s new whitepaper featuring first-hand insights from Key Account Managers at Daiichi Sankyo, Lilly USA, Pfizer, Eisai, Alcon and Shire.
Find out more about:
- New models of engagement
- The true meaning of the KAM role
- Organizational and structural implications
Artificial Intelligence: A Brave New World for Pharma
Now, with the advent of ‘big data,’ companies are harnessing the power of AI to deliver more focused solutions in a variety of areas; AI helps them understand data in real-time. In a recent interview, Dr Andree Bates, President of Eularis, agreed to share some thoughts on how AI can be applied to the pharmaceutical industry to help reduce trial time, crunch data, and facilitate healing.
Future Signs: Trends that will Shape the Future of Healthcare
"Future Signs" provides an illuminating round-up of the technologies and trends that will shape the future of healthcare.
In order to remain relevant, pharma's role will need to change to reflect the technological improvements, societal expectations and medical improvements Mesko predicts.
In this overview, you will read about:
- Some of the disruptive innovations that will allow patients to become the pilots of their own health
- The practical and ethical challenges this new technology brings e.g. healthcare will become more predictive
- The need for pharma's role to change with enhanced communication between pharma and patients becoming vital
- The need to embrace technology in order to deliver highly customized options
The 7th Era of Marketing: Content-Driven Experiences
Content is essential but the key is how this strategy can be integrated into your marketing and customer plans across the business.
This paper covers:
- How patient experience is driving marketing and how pharma can respond
- Content is not an end in itself: understand exactly who your customers are and what they want
- Create a story with heart and instil brand consistency
Bridging the Diversity Gap in Clinical Trials
People from racial and cultural minorities are not effectively targeted by trial recruiters for clinical studies. This gap can lead to sub-optimal development of new medicines and can further disparities in health outcomes among racial and cultural groups.
To understand the importance of bridging the diversity gap, we sat down with Melva Covington, Director, Global Evidence and Value Development at Sanofi. She shared her experience with clinical trials that include patients from diverse, under-represented backgrounds in pharmaceutical research.
Inspirational Leaders in CX: 3 Case Studies from the Multichannel Customer Experience Conference 2015
We have put together an exclusive report summarising the key Case Studies from Multichannel Customer Experience 2015 - great to share amongst those who couldn’t join us along with those who were there.
- Hear from three out-of-industry Customer Experience experts who share their experiences of how they instigated culture change to engage their employees and transform into highly focused, customer-oriented organisations that could deliver a highly efficient customer experience.
- Understand your audience and who you’re for. Use data to draw out fundamental needs. Invest in tools which will help you understand customer behaviour.
- Really understand what you’re for, your purpose and communicate it.
- Reach your audience in new and unexpected ways with engaging, powerful stories that form an emotional connection.
- Measure: keep a rigorous eye on what’s working and what’s not.
Data & Technology in Clinical Trials 2015
Teaming up with Eli Lilly and DrugDev Advisory Board, eyeforpharma conducted a 'State of the Industry' survey to investigate how pharma is currently leveraging data and technology and how this will change over the next 2 years.
Highlights include:
- Adopt a risk based approach for a cheaper way to clean your data, ensure optimum data quality and patient safety
- Integrate real world and real time data for faster data generation, to quickly demonstrate value to patients and find urgent answers to unmet needs
- Overcome rising R&D costs by utilising big data to identify patient sub groups, integrate patients into research stages to better identify new biomarkers and provide more personalised treatments
- See how mobile and wearable devices encourage patient participation by virtualising parts of trials, reduce patient burden and enhance data quality
Your Customer is in Charge; Barcelona 2015 Conference Highlights
We have put together an exclusive report summarising the key takeaways from Barcelona 2015 - great to share amongst those who couldn’t join us along with those who were there.
Take another look at how:
- Our C-suite panel reinforce a patient-centric culture with a drive for personalised healthcare and external partnerships
- VPs from BI, Merck, Ferring, CSL Behring and UCB are embedding the patient voice in their own organisation
- Digital technology is transforming the way we engage with our customers and revolutionising our sales force
- Key conclusions, critical learning and exclusive polling results from Europe’s largest commercial pharma gathering
"We Need to Talk": Achieving Market Access in South Africa
Achieving commercial success has proven difficult due to inflexible pricing legislations, non-standard dossier requirements, unclear guidelines, and restricted formulary access by prescribers.
9 industry experts partnered with eyeforpharma to help understand the current environment and how to move healthcare in South Africa in the right direction.
The whitepaper delves into:
- The current situation between payers and pharma
- How the public and private sectors are changing
- Private v public market - does pharma really have to make a choice?
- Physician and patient perspectives
- How to build a mutually respected and valued relationship
- How pharma can regain trust with other stakeholder groups
Market Access & Pricing Excellence. Real World Evidence Europe 2015 Highlights
Market Access & Pricing Excellence 2015, co-located in Amsterdam with Real World Evidence Europe, gave key players the opportunity to discuss the future funding of innovative pharmaceuticals, approaches to incorporating real world evidence (RWE) into product development, and challenges associated with the growing body of patient data collected with the help of mobile devices.
Download to find out what happened at this year's event.
The Voice of the Organized Customer
The Voice of the Organized Customer
Pharma’s Opportunity to Meet the Needs of Health Systems in a Shifting Healthcare Landscape
The majority of pharma’s current go to market strategies does not achieve the expected results. It is pivotal to develop and execute B2B programs based on a validated commercial effectiveness model that meets customer needs.
Are you ready to partner with health systems and IDNs? We've partnered with The Kinetix Group and surveyed health system leaders for a new strategy briefing.
This 20-page briefing has been written to show you:
- The shifting site of care landscape with new analytics and EMR systems, the increasing role of the consumer and rapid consolidation - what does it mean for your go-to market model?
- Six detailed case studies that illustrate pharma’s opportunity to lead the change and collaborate
- What you can do through enhancement of field team credibility, population health management, patient engagement through customizable solutions, and utilizing the patient journey.
HCPs: "We want Partnerships with Pharma"
What can pharma do to improve patient care? eyeforpharma along with M3 Europe asked 549 European healthcare providers questions provided by pharma execs.
We then analysed the results and got senior level execs from Boehringer-Ingelheim, M3 Europe and AbbVie to comment. These were some of the results:
- How pharma can help to improve patient care and support
- How HCPs would operate if they were in your shoes
- The perception HCPs have about pharma companies and why
- The thoughts of hundreds of HCPs in one place
Adjusting to a New Reality: Progressing Patient-Centricity. The Patient Summit 2015 Highlights
Predicting Patient Interest and Participation in Clinical Trials: What Really Matters?
Find out which patient characteristics REALLY influence interest & participation in clinical trials.
In this report, you’ll discover:
- Common characteristics of chronic disease patients who participate in clinical research studies
- How factors like gender, physician satisfaction, treatment experiences, and concerns about financial costs impact patient interest and participation in trials
- Implications for attracting the most interested and engaged patients in recruitment programs.
Patient-Centered Drug Development- A Roadmap for Pharmaceutical Leaders
Putting patients at the center of the clinical trial has the potential to make the development process radically more effective. I am sure you heard the “Why”. Now let’s turn the discussion to the “How”.
To give you some guidance, eyeforpharma, with the contribution of the industry’s top thought leaders, has answers to your question by publishing the stakeholder handbook “The Patient- Centered Drug Development- a Roadmap for Pharmaceutical Leaders”
How is pharma tackling non-adherence?
Non-adherence to medication causes problems for patients, healthcare providers, payers and pharma companies. It impacts Pharma by reducing revenues and undermining payer and prescriber confidence in the effectiveness of the brand. S3 group teamed up with eyeforpharma to survey over 200 healthcare professionals to study the extent and scale of the issue and to understand the initiatives, structures, objectives and practices the Pharma industry is putting in place to tackle it.
Payers’ Forum, Europe Summit, 2014, Highlights Report Partnering with Payers to Deliver Value
Download this 13 page report and learn about:
- Homogenization of HTA processes in Europe
- Value-based pricing
- Pharmaceutical Price Regulatory Scheme
- Putting together a perfect dossier for the German market
- Strategy needs for centralized and decentralized countries
The Patients Summit 2014: Highlights Report - Adding colour to the picture
The Future of Clinical Trials: How Bringing Patients To The Centre Can Cut Costs And Deliver Better Outcomes
The Future of the U.S. Oncology Market: Preparing for Healthcare 2.0
This 15-page report presents cross-industry analysis on reimbursement and market access strategies designed to help you:
- Overcome barriers to traditional premium pricing
- Re-align stakeholder partnerships in the context of evidence-based care and clinical pathways
- Leverage risk-sharing agreements as a mechanism of market access in the US
- Achieve favorable reimbursement through ECV differentiation and value added services
- Prepare for demands around companion diagnostics
Real world evidence and digital healthcare: The next frontier
This 15-page report looks at Pharma's biggest opportunities for the future, including:
- A new frontier of innovation
- Smartphone penetration: The power of numbers
- The challenges of data collection and design of wearables
- Key takeaways for Device Design
- Looking to the future
Razing Silos to Enhance Collaboration
Developing an organization that drives value, wellness and integrated care
This 14 page paper will help you to:
- Gain insights into what industry leaders such as Merck, Pfizer & GSK are doing to enhance collaboration
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Drive more effective cross-functional collaboration through an understanding of the key ingredients for success
Executive Briefing on ORAL ONCOLYTICS
The 16 page whitepaper includes:
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Understand the realities and trade-offs for oral therapeutics
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Strategic perspectives and pharma case examples
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Learn about the next frontier of new agents
The Patient-Centered Clinical Trial (PCCT): How to Achieve the Organizational Change Needed
The 15-page whitepaper provides insight into:
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Practical examples and executive action points to realize the PCCT in each dimension
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Case studies from 19 senior clinical trial leaders from Eli Lilly, Genzyme, National Breast Cancer Coalition, CTTI, PCORI, UCB, Cancer Treatment Centers of America, Michael J. Fox Foundation and many others
Blackdot: Bridging The Gap
Understand the critical role of the First-Line Sales Manager in Re-focusing the Frontline Sales Effort.
This whitepaper will provide insight into:
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How performance profiling can enable better, more tailored individual management
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How to achieve total buy-in to your segmentation, targeting, and sales model
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Which processes drive effective communication that enable organisational clarity and high-performing sales teams
Market Access England: Navigate the Value Chain
Although England accounts for no more than 3% of global pharma sales, it is, alongside Germany, the most externally referenced country in Europe in relation to drug pricing. However, recent structural reforms to the NHS and NICE have complicated an already difficult market access approach.
This exclusive whitepaper aims to simplify these changes and offer you clear guidance on a new model of market access in this crucial European market.
From Dinosaur to Digital: How Smart Technology is Transforming Pharma Sales
Discover the impact for your role during times of digital advancements by downloading your 18 page whitepaper.
Your copy will include:
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7 case studies on how digital is affecting sales
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Insights from Actelion, MHI Global, Boehringer Ingelheim, UCB, LEO, Treato and Astellas
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Evidence that if your company provides better customer experience you will perform better financially
Value-Added Services Summit 2014: Highlights Report
Partners in Integrated Healthcare: Evolving to a Solutions-Based Model.
Download this 14 page report to:
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Find out what the trends in integrated care in European pharma are
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Learn about how Sanofi, Janssen and MSD are doing to build value added services
Payer’s Forum Highlights eBook
Partnering with Payers to Deliver Value.
Download this 18 page eBook to gather insights from:
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Alexander Natz, Director General, EUCOPE
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Oriol Solà-Morales, Former Director of HTA assessment, Catalan Agency HTA
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Thomas Schael, CEO and Commissioner, Local Health Authority, Naples
Leveraging the mHealth Opportunity
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Be inspired by 6 pioneers of mHealth and how they have developed mobile health apps
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Gain insights into the key trends in mhealth
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Understand how to leverage mHealth opportunities and drive value for HCPs, payers and patients
Value-Added Services Case Study Overview
A step-by-step guide to the imagination and implementation of value-added services in pharma, with case studies from Janssen Healthcare Innovation, Pfizer Integrated Health, MSD, Eli Lilly and NICE. It’s not an exact science, but our interviewees have enough real experience between them to help guide you on your way.
The Industry Healthcheck: Results
Download the results from this year's Healthcheck survey complete with commentary from industry thought leaders and find out what 1600 senior pharma executives from around the globe thought about:
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The state of trust and reputation in the pharma industry
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The strategic direction of the industry
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How payers are changing the pharma sales environment
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How pharma sees healthcare reform impacting the industry
Barcelona 2014
This 15 page report will provide you with:
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Practical steps on how to drive digital success from Boehringer Ingelheim
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Insights from UCB on how to transform into a patient-centric organisation
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Foresight into how the changing payment model will impact your business from RAND
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An example of how Pfizer US moved from volume to value
Multichannel: Time for Implementation
How to overcome the biggest challenges that hinder multichannel marketing implementation.
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What you need to get your team and the organisation up to speed for implementation success
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Practical steps on how to gain the support from leaders and functions including IT, communications and sales
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Insights from experts on what you need to do to ensure compliance and how to develop the right approval process
Give Your Mobile App A Clean Bill Of Health
As the marketplace floods with medical apps for mobile devices, bringing patients directly in contact with app developers who may not be accustomed to handling sensitive health information. In addition to the fast growing number of savvy app users and perceptive authorities, it is becoming crucial that you ensure that your mobile app is in line with data protection best practice.
The Pharmacist: Tomorrow’s Stakeholder
As the pharmacist is becoming a more integral stakeholder in a patient’s decision making process. It is imperative that pharma companies understand the market dynamics shaping up the pharmacy industry. Cedric Pantaleon, GSK, reveals that engaging pharmacists to boost adherence to complex drug regimens is revolutionary in the pharmacy channel. The increasing pace of the change suggests that there is a demand to adjust current models.
Implementing CLM
The benefits of CLM are numerous and well known, however there's one topic rarely touched upon - once you've made the decision to go CLM, how do you implement it?
Innovation: From Concept to Reality
In today's world of technological marvels, it's never been a better time to be a pioneer, a disruptor, an innovator. However despite our 21st century appetite for pushing boundaries, it's often still a challenge to grow and nurture these ideas in established companies.
Featuring interviews and insights from some of the industry's most creative marketers, our constructive guide will help YOU sell your innovative idea!
Sales Best Practice
Of all the business functions in pharma, sales are perhaps experiencing the greatest change.
Discover what practices your sales teams need to be employing and the latest sales management techniques being used by industry leaders in our comprehensive guide.
The True Value of Telehealth
Telehealth is gathering support as a cost-effective tool to help deliver sweeping improvements in healthcare. There is much debate however as to whether it improves quality of life or isolates the patient and whether it is an affordable addition to the patient care toolbox.
The True Value of Telehealth examines the case for inclusion, honestly confronting arguements against and clarifying the measures and expectationsyou need for a successful telehealth approach to patient care.
The Patient Communication Opportunity
The opportunities for effective patient communication have never been so numerous or so important. We've put together a little guide designed to demonstrate where putting time and resources is likely to have the greatest positive impact for the patient and for the industry.
The Importance of Patient Services
It is increasingly apparent that the pharma industry has a role to play in patient support. While traditional communication efforts have been focused on increasing prescriptions, the reality is that those prescriptions are not delivering the benefits they should to patients. In return, non-adherence patients are costing the industry billions of dollars every year.
This paper focusses on the positive effect that patient services can have on adherence, to the benefit of the patient and the industry.
The Accountable Care Organization
The Accountable Care Organisation is the most ambiguous of the new entities borne of the Affordable Care Act - however, an understanding of the principles of engagement with this trailblazing new institution is crucial to successful navigation of the US oncology landscape.
Emerging Markets: The Second Tier
eyeforpharma has spoken to innovative industry experts and offers you this exclusive guide to ensure permanence and sustainability in some of the fastest growing markets in the world.
Featuring business intelligence and regional insights on Indonesia, Pakistan, Ukraine, Thailand and Vietnam.
Show Me The Evidence
Payers are now a significant player in product commercialization and companies need to rethink their business models.
In this whitepaper we hear directly from G5 European Payers on there needs and expectations of the industry when bringing drugs to market.
Real World Data: Sources and Applications
Expert guidance on the benefits and sources of real world data. An overview of the disruption RWD will cause to R&D, clinical outcomes and market access.
Oncology Reimbursement
As demand rises and budgets constrict across the continent, reimbursement for Oncology drugs has become a significant challenge for European pharma. What has become clear is that developing a market access strategy on a country-by-country basis is key.
We've commissioned this paper to analyze how Germany, UK and Spain have developed, providing insightful models for your reimbursement approach across the rest of the continent.
Personalized Medicine in Oncology
Advancements in Personalized Medicine claim to deliver better efficacy, better outcomes and better value... But can personalized medicine actually deliver on this promise?
Understand the true impact of personalized medicine on your stakeholders.
Patient-Focused Drug Development - Fact, or Fiction?
This 30-page paper covers:
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Exclusive insights from leading pharma, incl. Eli Lilly, Pfizer, Novartis, Genentech, Shire, Janssen and J&J on how to leverage innovation in drug development
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A step-by-step reflection on how to achieve the benefits of ePRO (electronic patient-reported outcomes)
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An understanding of novel approaches to write protocols and plan recruitment strategies based upon individual patient needs
Digital Transformation in Clinical Research
300+ global clinical industry execs agree that adapting to digital technology is now the top priority in clinical research, according to a recent survey by Reuters Events Pharma in partnership with Microsoft. The results are published in this new whitepaper Digital Transformation in Clinical Research – Now, Next and Pipeline.
Digital Transformation in Clinical Research white paper includes insights from Clinical Innovation Partners, SC Therapeutics, Bayer, Medable, MediciGroup and Microsoft.
Medical Commercial Collaborating To Win The Digital Era
Rapidly reinventing itself for a digital-first world in which remote engagement is the norm, the life sciences industry is racing to improve the value it adds for healthcare providers (HCPs). Their needs have changed dramatically. Increasingly, HCPs learn, ask questions and share insights via their smartphones. Time-pressed, they seek more value from meetings. They expect convenience, rapid responses and engagement on their terms. They want a seamless experience regardless of which part of an organization they are dealing with.
Insights from this white paper include:
- Key trends
- New engagement dynamics, new collaborations
- The roadblocks to deeper collaboration
- Transforming engagement through collaboration
Medical Commercial Collaborating To Win The Digital Era white paper includes insights from AstraZeneca, EMD Serono, Boehringer Ingelheim Pharmaceuticals, Microsoft US Life Sciences, Merz Aesthetics, Pfizer Biopharmaceuticals Group, PTC Therapeutics and Exeevo.
Beyond COVID-19: Life sciences reimagined
The COVID-19 pandemic has transformed entire industries in just a few short months, and life sciences is certainly no exception. From payer-mix changes to pricing and profitability concerns, the industry is fraught with market and other pressures. In particular, biopharma companies have faced significant challenges due to constrained access to key customers and largely grounded sales teams. However, these circumstances have also presented new opportunities for these organizations, including accelerated adoption of digital tools and approaches.
Insights from this white paper include:
- Commercial operations
- HCP needs and relationships
- Marketing and the sales model
- Patient engagement
- Medical affairs and R&D
- The post-pandemic outlook for pharma
COVID-19: Accelerating digital transformation in life sciences white paper includes insights from AstraZeneca, Merck, Sandoz, EY, ViiV Healthcare, Janssen and Otsuka North America Pharmaceutical Business.
COVID-19: Accelerating digital transformation in life sciences
COVID-19 has placed the life sciences industry in Europe under extreme pressure, testing it like no other event. Lockdowns have shocked the system and exposed shortcomings, forcing every function to evaluate and adapt its roles and responsibilities almost overnight.
Insights from this white paper include:
- The impact of COVID-19 on Pharma functions
- Key lessons for Pharma
COVID-19: Accelerating digital transformation in life sciences white paper includes insights from Medable Inc., Ferring Pharmaceuticals, Grünenthal Group, The Janssen Pharmaceutical Companies of Johnson & Johnson, Pfizer, Omnipresence, UCB, Mundipharma, Ipsen and Sanofi Genzyme.
Pharma’s path to market for digital health solutions: navigating the commercial, data, and regulatory challenges
Digital health solutions are demonstrating their potential to vastly improve healthcare outcomes, delivery, and service efficacies, which in turn can enable pharma to leverage these improvements for the purposes of new product insights, label expansion opportunities, and business models.
Insights from this white paper include:
- Defining objectives and intended use
- Developing digital health solutions: Exploring the partnership options
- An inside job: Organizing your teams for go-to-market success
- Navigating the regulatory maze
- Data: Managing the lifeblood of digital health solutions.
Pharma’s path to market for digital health solutions: navigating the commercial, data, and regulatory challenges white paper includes insights from S3 Connected Health, Ferring Global Innovation Lab, Pfizer Rare Disease North America Inline Brands, Ferring, Novo Nordisk, Roche Personalised Healthcare & Patient Access and Almirall.
Pharma’s Transformation through Automation
One third of all initial cognitive Robotic Process Automation (RPA) deployments in pharma fail. Worst of all, the mistakes made in these deployments are totally AVOIDABLE.
Which is why we decided to pull pharma and medical device RPA experts together to show you how to keep clear of such mistakes – by exploring effective approaches and best practices – and present them in this exclusive paper. Learn how your staff can be relieved from drudgery, augment their capacity, and unleash creativity with RPA in life sciences.
Insights from this white paper includes:
- Understand what RPA is and what the possibilities are for life science companies
- Discover Pharma’s RPA journey so far – and what leading companies are doing right now
- Learn from past mistakes, and success stories of RPA deployment – so your RPA deployments can thrive.
Pharma’s Transformation through Automation white paper includes case studies from BD and Boston Scientific, 16 pages of unique insight into this emerging topic area and 10 interviews with key industry players including Deloitte, Automation Anywhere and BD.
Patient-Reported Outcomes: How Patient Insights are Transforming Clinical Development
Patient-reported outcomes (PROs) offer the opportunity to really understand the patient perspective on a disease or treatment, opening up opportunities throughout R&D and shaping drug development, regulatory submissions and discussions with payers.
Insights from eyeforpharma’s latest white paper include:
- The role of PROs in pharma R&D now
- Patient-centered design of PROs
- Understanding the regulatory framework
- Overcoming the challenges with PRO development and implementation
- What do the PROs of the future look like?
Patient-Reported Outcomes: How Patient Insights are Transforming Clinical Development includes the insights of senior leaders from Celgene, Sanofi, Novartis, Takeda, GSK, Astellas, ISOQOL and FasterCures.
Trends in Patient-Led Clinical Trials
Find out about the current challenges in clinical trials, and how to overcome these.
In our interviews with Craig Lipset, Head of Clinical Innovation, Pfizer, Jeanne Hecht, COO of Median Technologies, and Jennifer Byrne, CEO of PMG Research, we ask: what barriers and myths deter physicians from discussing clinical trials and patients from participating in them? How can patient education be used to emphasise the “white glove” treatment patients receive while part of a trial?
Trends in Clinical Data & Technology
Whilst it seemed a long, hard slog, in the last decade or so, the paradigm for clinical trials has flipped almost entirely from paper to electronic data collection. But why stop there, now that most of the infrastructure is in place to make third generation trials a reality?
We have spoke to leading industry figures really casting vision in the clinical space to discuss innovative approaches to data and technology, covering the most important opportunities available such as site-less / direct-to-patient clinical trials, paperless trials and patient-centricity that you can measure.
Advancing Patient Recruitment & Engagement in Clinical Trials
This whitepaper highlights some of the most advanced companies in their innovative approaches to trial recruitment. Witness first-hand 5 case study examples of how the industry is reshaping its ways to overcome the recruitment battle.
Hear from:
- EMD Serono: Paulo Moreira, Vice President, Global Clinical Operations, External Innovation and Tanja Keiper, Associate Director share their restructure to support recruitment
-Lilly: Robert Kroes, Clinical Innovation Consultant shares his successes with a user friendly approach to trial education
- NIHR: Matt Cooper, Business Development & Marketing Director shares how they were recruiting so quickly within the UK , they were asked to stop to allow other countries to catch up
- The AKU Society: Oliver Timmis, CEO shares how pharma can benefit from collaborative recruitment techniques to achieve a 1 in 2 recruitment result.
- Pfizer: Craig Lipset, Head of Clinical Innovation shares his unique approach to engaging and listening to patients digitally
Finding the Hidden Message in your Data
The emergence of the Internet was a phenomenon but what we didn’t foresee was the diverse and large amounts of electronic health data it generated. This has been overwhelming and close to impossible to manage with traditional data management tools and systems.
1. What analytics do we use in the analysis of different types of data?
2. What are the weaknesses of the data captured?
3. How do we establish the reliability and validity of different data sets?
To answer to these questions we have developed a new white paper: “What is your data telling you: Finding the hidden message in your data”
Bridging the Diversity Gap in Clinical Trials
People from racial and cultural minorities are not effectively targeted by trial recruiters for clinical studies. This gap can lead to sub-optimal development of new medicines and can further disparities in health outcomes among racial and cultural groups.
To understand the importance of bridging the diversity gap, we sat down with Melva Covington, Director, Global Evidence and Value Development at Sanofi. She shared her experience with clinical trials that include patients from diverse, under-represented backgrounds in pharmaceutical research.
Data & Technology in Clinical Trials 2015
Teaming up with Eli Lilly and DrugDev Advisory Board, eyeforpharma conducted a 'State of the Industry' survey to investigate how pharma is currently leveraging data and technology and how this will change over the next 2 years.
Highlights include:
- Adopt a risk based approach for a cheaper way to clean your data, ensure optimum data quality and patient safety
- Integrate real world and real time data for faster data generation, to quickly demonstrate value to patients and find urgent answers to unmet needs
- Overcome rising R&D costs by utilising big data to identify patient sub groups, integrate patients into research stages to better identify new biomarkers and provide more personalised treatments
- See how mobile and wearable devices encourage patient participation by virtualising parts of trials, reduce patient burden and enhance data quality
Predicting Patient Interest and Participation in Clinical Trials: What Really Matters?
Find out which patient characteristics REALLY influence interest & participation in clinical trials.
In this report, you’ll discover:
- Common characteristics of chronic disease patients who participate in clinical research studies
- How factors like gender, physician satisfaction, treatment experiences, and concerns about financial costs impact patient interest and participation in trials
- Implications for attracting the most interested and engaged patients in recruitment programs.
Patient-Centered Drug Development- A Roadmap for Pharmaceutical Leaders
Putting patients at the center of the clinical trial has the potential to make the development process radically more effective. I am sure you heard the “Why”. Now let’s turn the discussion to the “How”.
To give you some guidance, eyeforpharma, with the contribution of the industry’s top thought leaders, has answers to your question by publishing the stakeholder handbook “The Patient- Centered Drug Development- a Roadmap for Pharmaceutical Leaders”
The Future of Clinical Trials: How Bringing Patients To The Centre Can Cut Costs And Deliver Better Outcomes
The Patient-Centered Clinical Trial (PCCT): How to Achieve the Organizational Change Needed
The 15-page whitepaper provides insight into:
-
Practical examples and executive action points to realize the PCCT in each dimension
-
Case studies from 19 senior clinical trial leaders from Eli Lilly, Genzyme, National Breast Cancer Coalition, CTTI, PCORI, UCB, Cancer Treatment Centers of America, Michael J. Fox Foundation and many others
Patient-Focused Drug Development - Fact, or Fiction?
This 30-page paper covers:
-
Exclusive insights from leading pharma, incl. Eli Lilly, Pfizer, Novartis, Genentech, Shire, Janssen and J&J on how to leverage innovation in drug development
-
A step-by-step reflection on how to achieve the benefits of ePRO (electronic patient-reported outcomes)
-
An understanding of novel approaches to write protocols and plan recruitment strategies based upon individual patient needs
New whitepaper: Toward outcomes-based payments
In this new report from Reuters Events Pharma, in partnership with Optum, market access and value leaders give their insights on how to generate evidence and demonstrate value for HCP value.
You will discover how to:
- Overcome challenges to ensure outcomes-based contracts become the default standard for negotiation with payers
- Generate evidence early to demonstrate overall efficacy and individual patient outcomes, including common scenarios for an outcomes-based contract
- Accelerate adoption to provide the right therapies to the right patient at the right time, improving quality of life while reducing the long-term cost of care.
Medical Commercial Collaborating To Win The Digital Era
Rapidly reinventing itself for a digital-first world in which remote engagement is the norm, the life sciences industry is racing to improve the value it adds for healthcare providers (HCPs). Their needs have changed dramatically. Increasingly, HCPs learn, ask questions and share insights via their smartphones. Time-pressed, they seek more value from meetings. They expect convenience, rapid responses and engagement on their terms. They want a seamless experience regardless of which part of an organization they are dealing with.
Insights from this white paper include:
- Key trends
- New engagement dynamics, new collaborations
- The roadblocks to deeper collaboration
- Transforming engagement through collaboration
Medical Commercial Collaborating To Win The Digital Era white paper includes insights from AstraZeneca, EMD Serono, Boehringer Ingelheim Pharmaceuticals, Microsoft US Life Sciences, Merz Aesthetics, Pfizer Biopharmaceuticals Group, PTC Therapeutics and Exeevo.
Beyond COVID-19: Life sciences reimagined
The COVID-19 pandemic has transformed entire industries in just a few short months, and life sciences is certainly no exception. From payer-mix changes to pricing and profitability concerns, the industry is fraught with market and other pressures. In particular, biopharma companies have faced significant challenges due to constrained access to key customers and largely grounded sales teams. However, these circumstances have also presented new opportunities for these organizations, including accelerated adoption of digital tools and approaches.
Insights from this white paper include:
- Commercial operations
- HCP needs and relationships
- Marketing and the sales model
- Patient engagement
- Medical affairs and R&D
- The post-pandemic outlook for pharma
COVID-19: Accelerating digital transformation in life sciences white paper includes insights from AstraZeneca, Merck, Sandoz, EY, ViiV Healthcare, Janssen and Otsuka North America Pharmaceutical Business.
COVID-19: Accelerating digital transformation in life sciences
COVID-19 has placed the life sciences industry in Europe under extreme pressure, testing it like no other event. Lockdowns have shocked the system and exposed shortcomings, forcing every function to evaluate and adapt its roles and responsibilities almost overnight.
Insights from this white paper include:
- The impact of COVID-19 on Pharma functions
- Key lessons for Pharma
COVID-19: Accelerating digital transformation in life sciences white paper includes insights from Medable Inc., Ferring Pharmaceuticals, Grünenthal Group, The Janssen Pharmaceutical Companies of Johnson & Johnson, Pfizer, Omnipresence, UCB, Mundipharma, Ipsen and Sanofi Genzyme.
Pharma’s path to market for digital health solutions: navigating the commercial, data, and regulatory challenges
Digital health solutions are demonstrating their potential to vastly improve healthcare outcomes, delivery, and service efficacies, which in turn can enable pharma to leverage these improvements for the purposes of new product insights, label expansion opportunities, and business models.
Insights from this white paper include:
- Defining objectives and intended use
- Developing digital health solutions: Exploring the partnership options
- An inside job: Organizing your teams for go-to-market success
- Navigating the regulatory maze
- Data: Managing the lifeblood of digital health solutions.
Pharma’s path to market for digital health solutions: navigating the commercial, data, and regulatory challenges white paper includes insights from S3 Connected Health, Ferring Global Innovation Lab, Pfizer Rare Disease North America Inline Brands, Ferring, Novo Nordisk, Roche Personalised Healthcare & Patient Access and Almirall.
Defragmenting Data for the Future of Pharma R&D
Defragmenting data will enable you to ask the right questions, using all of your data, whether internal or external, clinical or real-world evidence (RWE) to bring about innovation and accelerate time-to-insight.
Insights from this white paper include:
- Create more efficient and effective R&D in a world without data silos
- Avoid data swamps – how to ensure intelligent database design for agile use of your data asset
- Understand solutions to increase internal and external data integration, and causes of the current defragmented system
- How to enact an organisation-wide approach to data and an IT architecture that enables this
Defragmenting Data for the Future of Pharma R&D white paper includes insights from Janssen, Sanofi, MarkLogic, Boehringer and AbbVie.
Pharma’s Transformation through Automation
One third of all initial cognitive Robotic Process Automation (RPA) deployments in pharma fail. Worst of all, the mistakes made in these deployments are totally AVOIDABLE.
Which is why we decided to pull pharma and medical device RPA experts together to show you how to keep clear of such mistakes – by exploring effective approaches and best practices – and present them in this exclusive paper. Learn how your staff can be relieved from drudgery, augment their capacity, and unleash creativity with RPA in life sciences.
Insights from this white paper includes:
- Understand what RPA is and what the possibilities are for life science companies
- Discover Pharma’s RPA journey so far – and what leading companies are doing right now
- Learn from past mistakes, and success stories of RPA deployment – so your RPA deployments can thrive.
Pharma’s Transformation through Automation white paper includes case studies from BD and Boston Scientific, 16 pages of unique insight into this emerging topic area and 10 interviews with key industry players including Deloitte, Automation Anywhere and BD.
Trends in Access Europe
Are you a problem-maker or a problem-solver?
The value revolution is still a work in progress but for Access professionals the time for talk is over. Yet to take an active role in the solution to the huge challenges faced by health systems across Europe and beyond, pharma needs to shift from problem-maker to problem-solver.
- When it comes to value, what’s holding pharma (and payers) back?
- Stories are powerful but the best ones take a long time to create. The earlier you start writing your value story the better
- HTA bodies across Europe want better relations with pharma but is pharma just as willing?
Trends in Real-World Evidence
Is data the new oil?
It has much in common – it must be found and extracted, cleaned and refined, then transported to its final destination – with challenges at every point along that journey. Real-world evidence may be seen as a key fuel to power pharma’s next evolution but it is no simple silver bullet.
Where does the data come from? How reliable is the data? Can pharma even access the best data? Then there’s the analysis – how can pharma ensure that payers trust its analyses? Will payers seek to perform their own analyses, or will they increasingly turn to a third party? If so, which review body will become the most trusted source?
In the latest edition of our Trends magazine, we offer insights senior data leaders from UCB, Janssen, Merck and AstraZeneca.
Trends in Access USA
It’s all about value. Everyone says so.
Pharma must come up with compelling value stories for their new medicines – and sell those stories in an equally compelling way. But how? What do payers want? Do payers all want the same thing? Are payers really listening? Is pharma?
Amid the confounding uncertainty and sweeping change, leading-edge thinkers agree on one thing – pharma needs to change how it operates. In this edition of our Trends magazine, we ask senior leaders from UCB, Teva, Amgen, Otsuka and CSL Behring how they’re adapting to the changing Access environment.
The RWD-Revived Pharma Company
Explore the use of real-world evidence in development.
The amount of time and money invested in the sourcing, analysis and communication of RWE has never been higher. It’s moved the goalposts of success, and with them follows the question, How can we make real impact and prove ROI?
Insights from eyeforpharma’s latest white paper include:
- An overview of the current RWE ecosystem and uses
- Deep dive on how RWE is transforming drug development
- The role of RWE in pragmatic trials and delivering stakeholders’ evidence needs
- Next steps and realistic future of RWE
The RWD-Revived Pharma Company includes insights from senior leaders from Novartis, Janssen, Eli Lilly, AstraZeneca and Sanofi.
Trends in Market Access
How Market Access has become a value powerhouse.
Market Access as a function has come a long way in the past two decades. No longer just a consultation in regards to payers but now as a function across the whole organization.
eyeforpharma along with Lundbeck, Astellas and Takeda look at just how far Market Access has come along in the past twenty years. Whilst also delving into Pharma's need to build a transparent relationship with payers and also how innovative pricing schemes are a crucial step in delivering affordable healthcare.
Trends in Medical Affairs
Are we moving from a situation where Medical is supporting the rest of company; into one where the company is supporting the myriad responsibilites of Medical?
New and exciting oppotunities for Medical Affairs are discussed, along with whether MSLs really are the true heroes of pharma.
Contributors include BMS, Pfizer, MSD and Pivot MSL.
Trends in Real-World Evidence
Unlocking the data - How the real-world revoloution is revealing insights throughout the lifecycle.
In this edition of Trends in Real-World Evidence we explore th epower of RWE to transform our understanding of patients, treatments, outcomes and costs.
Is the US market ready for value-based contracting?
With insights from Pfizer, EMD Serono and Covance we look at whether the US market is truely ready for value-based contracting.
Looking at the shift from volume to value, what value-based contracting actually is and hurdles that could create an issue in the implementation of the contracting.
Trends in Market Access
In the current healthcare climate, pharma must ensure all routes to access are covered, with seamless evidence plans ready for HTA, and intelligent pricing schemes for maximum reimbursement.
We interviewed experts to bring you the tried-and-tested techniques you’ll need to get access and reimbursement:
Trends in Real-World Evidence
The health economy is changing quickly, moving from measuring inputs to outputs. When reward is based on an outcome it becomes an incentive to do everything possible for customers and patients.
This is what ‘from volume to value’ means; a move from doing the minimum to the maximum, for patients. Nowhere do we see the move from volume to value more clearly than in the growth in the importance of RWE.
In this latest thought piece, eyeforpharma explores the power of RWE to transform the understanding of patients, treatments, outcomes and costs.
Trends in Medical Affairs
In this magazine, we sit down with Dr Ameet Nathwani, CMO at Sanofi to discuss the burgeoning role of medical affairs and the need for continuous, cost-effective evidence generation. We explore why MSLs need to get in touch with their emotions to engage with impact and we delve into the changing face of medical affairs as it's set to become a fully-fledged strategic partner…
Aligning cost with value in oncology
In 2016 our webinar "Demonstrating Value in Price" provided discussion around a plethora of vital questions on pricing & value frameworks. In response, we've developed a paper compiling industry research, top insights for the webinar, and exclusive interviews.
Contributors include:
- Mike Kolodziej, National Medical Director, Aetna
- Scott Shortenhaus, Director Oncology, Professional Relations, Advocacy, & Policy, Eli Lilly
- Anna Forsythe, Head of Global Value & Access, Eisai
- Steven Paulson, CEO, Texas Oncology
- Jack Whelan, Cancer Warrior
Artificial Intelligence: A Brave New World for Pharma
Now, with the advent of ‘big data,’ companies are harnessing the power of AI to deliver more focused solutions in a variety of areas; AI helps them understand data in real-time. In a recent interview, Dr Andree Bates, President of Eularis, agreed to share some thoughts on how AI can be applied to the pharmaceutical industry to help reduce trial time, crunch data, and facilitate healing.
"We Need to Talk": Achieving Market Access in South Africa
Achieving commercial success has proven difficult due to inflexible pricing legislations, non-standard dossier requirements, unclear guidelines, and restricted formulary access by prescribers.
9 industry experts partnered with eyeforpharma to help understand the current environment and how to move healthcare in South Africa in the right direction.
The whitepaper delves into:
- The current situation between payers and pharma
- How the public and private sectors are changing
- Private v public market - does pharma really have to make a choice?
- Physician and patient perspectives
- How to build a mutually respected and valued relationship
- How pharma can regain trust with other stakeholder groups
Market Access & Pricing Excellence. Real World Evidence Europe 2015 Highlights
Market Access & Pricing Excellence 2015, co-located in Amsterdam with Real World Evidence Europe, gave key players the opportunity to discuss the future funding of innovative pharmaceuticals, approaches to incorporating real world evidence (RWE) into product development, and challenges associated with the growing body of patient data collected with the help of mobile devices.
Download to find out what happened at this year's event.
The Voice of the Organized Customer
The Voice of the Organized Customer
Pharma’s Opportunity to Meet the Needs of Health Systems in a Shifting Healthcare Landscape
The majority of pharma’s current go to market strategies does not achieve the expected results. It is pivotal to develop and execute B2B programs based on a validated commercial effectiveness model that meets customer needs.
Are you ready to partner with health systems and IDNs? We've partnered with The Kinetix Group and surveyed health system leaders for a new strategy briefing.
This 20-page briefing has been written to show you:
- The shifting site of care landscape with new analytics and EMR systems, the increasing role of the consumer and rapid consolidation - what does it mean for your go-to market model?
- Six detailed case studies that illustrate pharma’s opportunity to lead the change and collaborate
- What you can do through enhancement of field team credibility, population health management, patient engagement through customizable solutions, and utilizing the patient journey.
The Future of the U.S. Oncology Market: Preparing for Healthcare 2.0
This 15-page report presents cross-industry analysis on reimbursement and market access strategies designed to help you:
- Overcome barriers to traditional premium pricing
- Re-align stakeholder partnerships in the context of evidence-based care and clinical pathways
- Leverage risk-sharing agreements as a mechanism of market access in the US
- Achieve favorable reimbursement through ECV differentiation and value added services
- Prepare for demands around companion diagnostics
Real world evidence and digital healthcare: The next frontier
This 15-page report looks at Pharma's biggest opportunities for the future, including:
- A new frontier of innovation
- Smartphone penetration: The power of numbers
- The challenges of data collection and design of wearables
- Key takeaways for Device Design
- Looking to the future
Executive Briefing on ORAL ONCOLYTICS
The 16 page whitepaper includes:
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Understand the realities and trade-offs for oral therapeutics
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Strategic perspectives and pharma case examples
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Learn about the next frontier of new agents
Market Access England: Navigate the Value Chain
Although England accounts for no more than 3% of global pharma sales, it is, alongside Germany, the most externally referenced country in Europe in relation to drug pricing. However, recent structural reforms to the NHS and NICE have complicated an already difficult market access approach.
This exclusive whitepaper aims to simplify these changes and offer you clear guidance on a new model of market access in this crucial European market.
Value-Added Services Summit 2014: Highlights Report
Partners in Integrated Healthcare: Evolving to a Solutions-Based Model.
Download this 14 page report to:
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Find out what the trends in integrated care in European pharma are
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Learn about how Sanofi, Janssen and MSD are doing to build value added services
Payer’s Forum Highlights eBook
Partnering with Payers to Deliver Value.
Download this 18 page eBook to gather insights from:
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Alexander Natz, Director General, EUCOPE
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Oriol Solà-Morales, Former Director of HTA assessment, Catalan Agency HTA
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Thomas Schael, CEO and Commissioner, Local Health Authority, Naples
The Pharmacist: Tomorrow’s Stakeholder
As the pharmacist is becoming a more integral stakeholder in a patient’s decision making process. It is imperative that pharma companies understand the market dynamics shaping up the pharmacy industry. Cedric Pantaleon, GSK, reveals that engaging pharmacists to boost adherence to complex drug regimens is revolutionary in the pharmacy channel. The increasing pace of the change suggests that there is a demand to adjust current models.
The Accountable Care Organization
The Accountable Care Organisation is the most ambiguous of the new entities borne of the Affordable Care Act - however, an understanding of the principles of engagement with this trailblazing new institution is crucial to successful navigation of the US oncology landscape.
Emerging Markets: The Second Tier
eyeforpharma has spoken to innovative industry experts and offers you this exclusive guide to ensure permanence and sustainability in some of the fastest growing markets in the world.
Featuring business intelligence and regional insights on Indonesia, Pakistan, Ukraine, Thailand and Vietnam.
Show Me The Evidence
Payers are now a significant player in product commercialization and companies need to rethink their business models.
In this whitepaper we hear directly from G5 European Payers on there needs and expectations of the industry when bringing drugs to market.
Real World Data: Sources and Applications
Expert guidance on the benefits and sources of real world data. An overview of the disruption RWD will cause to R&D, clinical outcomes and market access.
Oncology Reimbursement
As demand rises and budgets constrict across the continent, reimbursement for Oncology drugs has become a significant challenge for European pharma. What has become clear is that developing a market access strategy on a country-by-country basis is key.
We've commissioned this paper to analyze how Germany, UK and Spain have developed, providing insightful models for your reimbursement approach across the rest of the continent.
Personalized Medicine in Oncology
Advancements in Personalized Medicine claim to deliver better efficacy, better outcomes and better value... But can personalized medicine actually deliver on this promise?
Understand the true impact of personalized medicine on your stakeholders.
Medical Commercial Collaborating To Win The Digital Era
Rapidly reinventing itself for a digital-first world in which remote engagement is the norm, the life sciences industry is racing to improve the value it adds for healthcare providers (HCPs). Their needs have changed dramatically. Increasingly, HCPs learn, ask questions and share insights via their smartphones. Time-pressed, they seek more value from meetings. They expect convenience, rapid responses and engagement on their terms. They want a seamless experience regardless of which part of an organization they are dealing with.
Insights from this white paper include:
- Key trends
- New engagement dynamics, new collaborations
- The roadblocks to deeper collaboration
- Transforming engagement through collaboration
Medical Commercial Collaborating To Win The Digital Era white paper includes insights from AstraZeneca, EMD Serono, Boehringer Ingelheim Pharmaceuticals, Microsoft US Life Sciences, Merz Aesthetics, Pfizer Biopharmaceuticals Group, PTC Therapeutics and Exeevo.
Beyond COVID-19: Life sciences reimagined
The COVID-19 pandemic has transformed entire industries in just a few short months, and life sciences is certainly no exception. From payer-mix changes to pricing and profitability concerns, the industry is fraught with market and other pressures. In particular, biopharma companies have faced significant challenges due to constrained access to key customers and largely grounded sales teams. However, these circumstances have also presented new opportunities for these organizations, including accelerated adoption of digital tools and approaches.
Insights from this white paper include:
- Commercial operations
- HCP needs and relationships
- Marketing and the sales model
- Patient engagement
- Medical affairs and R&D
- The post-pandemic outlook for pharma
COVID-19: Accelerating digital transformation in life sciences white paper includes insights from AstraZeneca, Merck, Sandoz, EY, ViiV Healthcare, Janssen and Otsuka North America Pharmaceutical Business.
COVID-19: Accelerating digital transformation in life sciences
COVID-19 has placed the life sciences industry in Europe under extreme pressure, testing it like no other event. Lockdowns have shocked the system and exposed shortcomings, forcing every function to evaluate and adapt its roles and responsibilities almost overnight.
Insights from this white paper include:
- The impact of COVID-19 on Pharma functions
- Key lessons for Pharma
COVID-19: Accelerating digital transformation in life sciences white paper includes insights from Medable Inc., Ferring Pharmaceuticals, Grünenthal Group, The Janssen Pharmaceutical Companies of Johnson & Johnson, Pfizer, Omnipresence, UCB, Mundipharma, Ipsen and Sanofi Genzyme.
Pharma’s path to market for digital health solutions: navigating the commercial, data, and regulatory challenges
Digital health solutions are demonstrating their potential to vastly improve healthcare outcomes, delivery, and service efficacies, which in turn can enable pharma to leverage these improvements for the purposes of new product insights, label expansion opportunities, and business models.
Insights from this white paper include:
- Defining objectives and intended use
- Developing digital health solutions: Exploring the partnership options
- An inside job: Organizing your teams for go-to-market success
- Navigating the regulatory maze
- Data: Managing the lifeblood of digital health solutions.
Pharma’s path to market for digital health solutions: navigating the commercial, data, and regulatory challenges white paper includes insights from S3 Connected Health, Ferring Global Innovation Lab, Pfizer Rare Disease North America Inline Brands, Ferring, Novo Nordisk, Roche Personalised Healthcare & Patient Access and Almirall.
Pharma’s Transformation through Automation
One third of all initial cognitive Robotic Process Automation (RPA) deployments in pharma fail. Worst of all, the mistakes made in these deployments are totally AVOIDABLE.
Which is why we decided to pull pharma and medical device RPA experts together to show you how to keep clear of such mistakes – by exploring effective approaches and best practices – and present them in this exclusive paper. Learn how your staff can be relieved from drudgery, augment their capacity, and unleash creativity with RPA in life sciences.
Insights from this white paper includes:
- Understand what RPA is and what the possibilities are for life science companies
- Discover Pharma’s RPA journey so far – and what leading companies are doing right now
- Learn from past mistakes, and success stories of RPA deployment – so your RPA deployments can thrive.
Pharma’s Transformation through Automation white paper includes case studies from BD and Boston Scientific, 16 pages of unique insight into this emerging topic area and 10 interviews with key industry players including Deloitte, Automation Anywhere and BD.
Trends in Patient-Centricity
Patient critical = Business critical.
Yet, as pharma works ever more closely with patient, the definition of ‘patient need’ is evolving rapidly. In the latest issue of our Trends magazine, we ask senior leaders from Gilead, ViiV, Sanofi and Ipsen how this evolution is affecting the industry, and how companies are responding.
- Negative social attitudes around disease weaken health outcomes; in Tackling Stigma, we ask how pharma and patient can work together to eliminate the scourge
- Talk of artificial intelligence is everywhere but how is it impacting patients?
- Chief Patient Officers are the standard-bearers for the patient-centricity revolution. In Flying The Flag for Patients we look at their changing role.
Patient Support Programs: Now, Near, Next
Patient support programs are no longer a ‘nice to have’, they’re an essential part of any brand strategy.
With the potential to move far beyond the branded, educational, focused initiatives, getting PSPs right isn’t about putting more money in, it’s about serious upfront insight, design and ambition.
Insights from eyeforpharma’s latest white paper include:
- The strengths and weaknesses of current support programs
- The next generation of PSPs
- What the future holds – fully digital, personalized programs that focus on health outcomes.
Patient Support Programs: Now, Near, Next includes the insights of senior leaders from AstraZeneca, Astellas, Teva, Takeda, Shire, Sanofi, Novartis, MSD, Ipsen and S3 Connected Health.
Trends in Patient-Centricity
Dancing to the same tune. Are pharma and patients in sync?
We ask some of the big questions arising from Pharma's focus on the patient. Including insight for AstraZeneca, Pfizer, Merck and GSK.
What Pharma Can Learn From Patients
A Global Patient Advocate Survey
Pharma want to engage with patients, but it is still not clear when and how this should happen. The struggle to attract and retain patients to clinical trials remains one of the major challenges in the drug development process.
MK&A and eyeforpharma surveyed a range of global patient advocacy groups and you can see the results and discussion of the outcomes in this whitepaper.
The Whitepaper contains discussions of the survey findings from;
- Jeff Sherman, CMO, Horizon Pharma
- Jeanne Regnante, Executive Director, Head, Patient engagemeent strategy office, Office of the CPO, Merck & Co, Inc
- John Whyte, Director, Professional Affairs and Stakeholder Engagement, FDA
- Jane Reese-Coulbourne, Senior Consultant, MK&A
Patient Centricity vs. Profitability - why commercial innovation is key
Beyond a few organisations where entire teams and roles have been created around the pursuit of true 'patient centricity', some of pharma's most important customer-facing functions are unclear on the necessary steps needed to be worthy of the title 'patient-centric' - and even whether or not it should be their objective at all.
Highlights of the whitepaper include:
- Can patient-centricity and profitability co-exist? We have the answer.
- We ask industry experts about finding the 'sweet spot' where there can be both patient focus and business focus - and the needs of both are met
- Pharma have confidence in the commercial benefirts of patient focus, but lack the confidence to take thinks to the next level. We explore what is needed to make this happen.
- How to make patient focus and business focus real - throught budget, measurement, and training.
- Concrete examples of the role of patient focus on profitability.
Key Contributors:
- Christi Shaw, former U.s. Country Head and President, Novartis Pharmaceuticals Corporation
- Ramona Sequeira, President, Takeda Pharmaceutical Company Ltd
- John Gerow, Service Team Strategy Partner, Ashfield & Principle, JG Consulting Inc.
- Deborah Waterhouse, SVP and Business Unit Head UD Primary Care, GSK
- Jens Lipinski, Head of Patient Relations, Bayer Healthcare
Patient-Centred Culture by Design
Embedding patient-centred focus into the culture of pharmaceutical organisations.
Big pharma claim their long term goal is to embed a patient-centred culture across their organisation – but how can they undertake such a fundamental change considering their complexity, size and resistance to change?
Key topics addressed include:
- Organisational change: Reinforce new systems, align internal structures and encourage cross-collaboration
- Talent: Hire and train your workforce to adopt new behaviours, competencies and attributes
- Return on investment: identify specific KPIs to identify patient-centred results and impacts on your business
Your Customer is in Charge; Barcelona 2015 Conference Highlights
We have put together an exclusive report summarising the key takeaways from Barcelona 2015 - great to share amongst those who couldn’t join us along with those who were there.
Take another look at how:
- Our C-suite panel reinforce a patient-centric culture with a drive for personalised healthcare and external partnerships
- VPs from BI, Merck, Ferring, CSL Behring and UCB are embedding the patient voice in their own organisation
- Digital technology is transforming the way we engage with our customers and revolutionising our sales force
- Key conclusions, critical learning and exclusive polling results from Europe’s largest commercial pharma gathering
Adjusting to a New Reality: Progressing Patient-Centricity. The Patient Summit 2015 Highlights
How is pharma tackling non-adherence?
Non-adherence to medication causes problems for patients, healthcare providers, payers and pharma companies. It impacts Pharma by reducing revenues and undermining payer and prescriber confidence in the effectiveness of the brand. S3 group teamed up with eyeforpharma to survey over 200 healthcare professionals to study the extent and scale of the issue and to understand the initiatives, structures, objectives and practices the Pharma industry is putting in place to tackle it.
Payers’ Forum, Europe Summit, 2014, Highlights Report Partnering with Payers to Deliver Value
Download this 13 page report and learn about:
- Homogenization of HTA processes in Europe
- Value-based pricing
- Pharmaceutical Price Regulatory Scheme
- Putting together a perfect dossier for the German market
- Strategy needs for centralized and decentralized countries
The Patients Summit 2014: Highlights Report - Adding colour to the picture
The Patient-Centered Clinical Trial (PCCT): How to Achieve the Organizational Change Needed
The 15-page whitepaper provides insight into:
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Practical examples and executive action points to realize the PCCT in each dimension
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Case studies from 19 senior clinical trial leaders from Eli Lilly, Genzyme, National Breast Cancer Coalition, CTTI, PCORI, UCB, Cancer Treatment Centers of America, Michael J. Fox Foundation and many others
The True Value of Telehealth
Telehealth is gathering support as a cost-effective tool to help deliver sweeping improvements in healthcare. There is much debate however as to whether it improves quality of life or isolates the patient and whether it is an affordable addition to the patient care toolbox.
The True Value of Telehealth examines the case for inclusion, honestly confronting arguements against and clarifying the measures and expectationsyou need for a successful telehealth approach to patient care.
The Patient Communication Opportunity
The opportunities for effective patient communication have never been so numerous or so important. We've put together a little guide designed to demonstrate where putting time and resources is likely to have the greatest positive impact for the patient and for the industry.
The Importance of Patient Services
It is increasingly apparent that the pharma industry has a role to play in patient support. While traditional communication efforts have been focused on increasing prescriptions, the reality is that those prescriptions are not delivering the benefits they should to patients. In return, non-adherence patients are costing the industry billions of dollars every year.
This paper focusses on the positive effect that patient services can have on adherence, to the benefit of the patient and the industry.
Medical-Commercial Collaboration: The Evolution of a New Era of Digital Engagement
This new whitepaper focuses on how pharma can transform the way it serves customers, via both in-person and digital omnichannel engagement. Find out how to succeed, with best practices and case studies from senior leaders at Pfizer, Novartis, MSD, Sanofi, Across Health, Grünenthal Group and more.
Access your copy to discover the following:
- Mastering tailored content with fewer campaigns and how best to share it across functions, in order to meet HCP needs
- Exploiting the potential of digital to help serve all customers, not just key accounts
- Reshaping goals and metrics around how well the customer is served
- Giving medical affairs more say over, even perhaps ownership of HCP relationships
Download this whitepaper to see how your peers are transforming customer experience.
Trend report: The new era of HCP engagement
200+ commercial and medical pharma execs told us where their promotional spend is predicted to go 2022 & 2025 - meetings and digital advertising came out top. Compare your strategies against the rest of the industry and get full access to the survey results in our latest trends report.
Access the full trends report to learn:
- How spend on digital vs print is changing in global marketing and medical education budgets
- Where pharma marketeers and medical affairs professionals are shifting their content and engagement strategies
- How increased digital engagement is impacting approaches to content authenticity
Mastering CX for specialty care in the digital age
We surveyed 392 commercial and medical affairs executives from across specialty care, to understand where the challenges lie and where investments were being made in CX.
Here’s a snapshot of some of the data:
- A product-centric mindset, holding pharma back: 40% of respondents identified the mindset gap as the least addressed aspect of customer experience
- New channels being invested in: 24% of responses identify increased investment and/or focus on new, additional digital channels as a key means of improving the CX
- Personalized digital HCP experiences not being addressed: 36% said that personalized experience for specialty HCPs, is the area least addressed by their organization
Mastering CX for specialty care in the digital age white paper includes insights from Novartis Oncology, Pfizer, Johnson & Johnson, Takeda, Novartis, Exeevo, Ferring and Takeda Oncology.
ARE YOU READY FOR THE ROARING 20S?
The pandemic and other broader transformations have rendered biopharma’s “digital second” model of customer and patient experiences obsolete. After the initial disruption and the short-term adaptation of the past year, life sciences leaders now need to shift their focus to longer term strategies that will ensure sustained relevance and impact.
Insights from this white paper include:
- Reconfiguring the cultural stack
- Re-engineering the technology stack
- CX as the new competitive differentiator
Are you ready for the roaring 20s white paper includes insights from FerGene, Paion, Sanofi, Daiichi Sankyo Europe, Viatris, Smeets Advisory Services and Exeevo.
Medical Commercial Collaborating To Win The Digital Era
Rapidly reinventing itself for a digital-first world in which remote engagement is the norm, the life sciences industry is racing to improve the value it adds for healthcare providers (HCPs). Their needs have changed dramatically. Increasingly, HCPs learn, ask questions and share insights via their smartphones. Time-pressed, they seek more value from meetings. They expect convenience, rapid responses and engagement on their terms. They want a seamless experience regardless of which part of an organization they are dealing with.
Insights from this white paper include:
- Key trends
- New engagement dynamics, new collaborations
- The roadblocks to deeper collaboration
- Transforming engagement through collaboration
Medical Commercial Collaborating To Win The Digital Era white paper includes insights from AstraZeneca, EMD Serono, Boehringer Ingelheim Pharmaceuticals, Microsoft US Life Sciences, Merz Aesthetics, Pfizer Biopharmaceuticals Group, PTC Therapeutics and Exeevo.
Beyond COVID-19: Life sciences reimagined
The COVID-19 pandemic has transformed entire industries in just a few short months, and life sciences is certainly no exception. From payer-mix changes to pricing and profitability concerns, the industry is fraught with market and other pressures. In particular, biopharma companies have faced significant challenges due to constrained access to key customers and largely grounded sales teams. However, these circumstances have also presented new opportunities for these organizations, including accelerated adoption of digital tools and approaches.
Insights from this white paper include:
- Commercial operations
- HCP needs and relationships
- Marketing and the sales model
- Patient engagement
- Medical affairs and R&D
- The post-pandemic outlook for pharma
COVID-19: Accelerating digital transformation in life sciences white paper includes insights from AstraZeneca, Merck, Sandoz, EY, ViiV Healthcare, Janssen and Otsuka North America Pharmaceutical Business.
COVID-19: Accelerating digital transformation in life sciences
COVID-19 has placed the life sciences industry in Europe under extreme pressure, testing it like no other event. Lockdowns have shocked the system and exposed shortcomings, forcing every function to evaluate and adapt its roles and responsibilities almost overnight.
Insights from this white paper include:
- The impact of COVID-19 on Pharma functions
- Key lessons for Pharma
COVID-19: Accelerating digital transformation in life sciences white paper includes insights from Medable Inc., Ferring Pharmaceuticals, Grünenthal Group, The Janssen Pharmaceutical Companies of Johnson & Johnson, Pfizer, Omnipresence, UCB, Mundipharma, Ipsen and Sanofi Genzyme.
Pharma’s path to market for digital health solutions: navigating the commercial, data, and regulatory challenges
Digital health solutions are demonstrating their potential to vastly improve healthcare outcomes, delivery, and service efficacies, which in turn can enable pharma to leverage these improvements for the purposes of new product insights, label expansion opportunities, and business models.
Insights from this white paper include:
- Defining objectives and intended use
- Developing digital health solutions: Exploring the partnership options
- An inside job: Organizing your teams for go-to-market success
- Navigating the regulatory maze
- Data: Managing the lifeblood of digital health solutions.
Pharma’s path to market for digital health solutions: navigating the commercial, data, and regulatory challenges white paper includes insights from S3 Connected Health, Ferring Global Innovation Lab, Pfizer Rare Disease North America Inline Brands, Ferring, Novo Nordisk, Roche Personalised Healthcare & Patient Access and Almirall.
Pharma’s Transformation through Automation
One third of all initial cognitive Robotic Process Automation (RPA) deployments in pharma fail. Worst of all, the mistakes made in these deployments are totally AVOIDABLE.
Which is why we decided to pull pharma and medical device RPA experts together to show you how to keep clear of such mistakes – by exploring effective approaches and best practices – and present them in this exclusive paper. Learn how your staff can be relieved from drudgery, augment their capacity, and unleash creativity with RPA in life sciences.
Insights from this white paper includes:
- Understand what RPA is and what the possibilities are for life science companies
- Discover Pharma’s RPA journey so far – and what leading companies are doing right now
- Learn from past mistakes, and success stories of RPA deployment – so your RPA deployments can thrive.
Pharma’s Transformation through Automation white paper includes case studies from BD and Boston Scientific, 16 pages of unique insight into this emerging topic area and 10 interviews with key industry players including Deloitte, Automation Anywhere and BD.
Digital Therapeutics: pharma’s threat or opportunity
Digital medicine has become an everyday reality and to celebrate such a fundamental innovation in healthcare, we looked into three successful digital therapeutics that do away with pills altogether.
Insights from the white paper include:
- Reset: A mobile app treating Substance Use Disorder (SUD) developed by Pear Therapeutics aiming to improve the lives of patients, clinicians and payers alike.
- Tinnitracks: Med-tech company Sonormed, aims to treat the ailments of tinnitus patients.
- Deprexis: GAIA’s online program for the treatment of depression brought through the market through Servier, to help users asses their situation and develop effective ways to cope and to feel better.
Digital Therapeutics: pharma’s threat or opportunity white paper includes insights from Sanofi, Propeller Health, S3 Connected Health, Otsuka, Kaia Health, Silvercloud Health, Digital Therapeutics Alliance, Pear Therapeutics and MySugr.
Agility: How Pharma Can Be Bolder, Faster, Better
Agility is the watchword of our age.
In a volatile, uncertain, complex and ambiguous world, where competition is fierce for customers who have more power than ever, the ability to respond rapidly to market changes without betting the future of the organization on getting such responses right will define survival.
Insights from eyeforpharma’s latest white paper include:
- Why agility matters
- How Agile is pharma?
- Agile starts with the customer
- Start small, fail fast
- Measuring your Agility
Agility: How Pharma Can Be Bolder, Faster, Better includes insights from across the industry through interviews with the senior leaders of Pfizer, AstraZeneca, Agility in Mind, W20 group and McKinsey & Co.
Trends in Sales
In our data-rich, omnichannel, AI-guided world, the personal touch can sometimes be forgotten. Yet, people like to deal with people and no interaction with or through a machine can ever be as satisfying as a handshake and conversation.
Sales reps have always been the human face of pharma, however, as the role evolves new challenges are emerging that demand new skills and a new mindset. In this magazine, we view the big trends shaping pharma through the lens of the sales force.
We ask:
- What steps are companies taking to create the rapid-reaction, data-driven sales force needed to understand and deliver the needs of today’s customers?
- Has CX come home? The focus on delivering a seamless, valuable experience for all customers - might have started in the marketing, but it’s returning to its natural home – the sales force
- How can reps ensure they have a patient-focused mindset?
Trends in Marketing
Adapt or die.
Pharma is changing; new medicines are complex and niche, prices are rising, health systems want value, stakeholders are multiplying and patients are on the march, but what does this mean for marketers?
Never has innovation been more important, as those at the commercial sharp end seek new and compelling approaches to promote their company’s next-gen medicines. In this collection of articles, we help marketing stay ahead of the curve.
- The Future is Here – senior commercial leaders from across the industry discuss the big trends reshaping pharma
- Decoding Digital Medicines - the first digital medicine but not the last
- When it comes to change, only fear holds pharma back, says eyeforpharma Chairman, Paul Simms, in Dumb and Dumber.
Balancing payers, patients and physicians: An integrated, multi-stakeholder approach
Who is the most important stakeholder when it comes to ensuring patients gain access to new, innovative medicines? Trick question – they all are.
Companies today need to engage with an almost bewildering array of influencers and decisionmakers in every country in which they operate. Patients, payers, prescribers, health insurers, healthcare providers, HTA bodies, regulators… the list is almost endless. Navigating this complex interplay continues to be one of the biggest challenges facing the industry.
Insights from eyeforpharma’s latest white paper include:
- How pharma is putting patients at the heart of decision-making
- Viewing HCPs as ‘collaborators in care’
- The ever-growing importance of payers
- Integrating your multi-stakeholder approach.
Balancing payers, patients and physicians includes the insights of senior leaders from GSK, Actelion, Bayer, Pfizer, Eli Lilly, Otsuka and Salesforce.
Pharma's New Data Rep
Seismic changes to the healthcare environment and reimbursement practices, coupled with ever-increasing technological advances, are changing the way sales representatives operate. The sales rep of tomorrow
needs to be more nimble and astute than ever, adapting to both a shape-shifting environment and the increasingly complex, data-centric information needs of customers.
Insights from eyeforpharma’s latest white paper include:
- How reps are tracking and responding to shifting customer expectations
- The success delivered by a patient-centric mindset
- The rep as the ‘orchestrator of channels’
- The data-driven rep
- The new skillset of tomorrow’s rep
Pharma's New Data Rep includes the insights of senior leaders from Novartis, UCB, Sunovion, Roche Diabetes Care, Almirall and AMAG.
Trends in Digital Innovation
Pharma is rarely an early adopter of new digital technologies but it might not be as much of a dinosaur as some naysayers claim.
From AI to chatbots to apps, digital technologies are a fundamental part of pharma’s transformation. In this edition of our Trends series, we speak to senior leaders from BMS, Microsoft and Sanofi about the big issues in digital today.
- In AI - Friend of Foe? Chris Keenan, Head of Worldwide Medical Customer Engagement at Bristol-Myers Squibb explores the opportunities and challenges of artificial intelligence in healthcare
- Digital has fundamentally changed the pharma-HCP relationship, says Microsoft’s Iain Buchan, Learn more in Disruptive Influence
- We offer some advice on engaging HCPs online in An Unwelcome Guest
Patient Centricity Works
Ensuring a patient-first strategy drives real results in commercial pharma.
This white paper was built collaboratively with people from around the world, sourcing insights from different companies and different departments to move onwards from the questions of "does patient centricity work" to "how does it work".
Trends in Sales Excellence
To succeed in digital, sales teams must customize the message and hand control to the customer.
Enjoy insight from Janssen, GSK and Novartis
Trends in Marketing
Blended - Pharma's new multi-stakeholder model.
We delve into how companies are adapting to meet the needs of a rapidly evolving ecosystem in order to ensure they can stay afloat and prosper!
Contributions from Sanofi, LEO Pharma, BMS and Sandoz
CX: Pharma's search for excellence
The terms customer experince (CX) might be relatively new in pharma but the reality is as old as the industry itself.
Featuring case studies from Teva, Pfizer, Merck, BMS and AstraZeneca discover how slowly the concept of CX is being translated to Pharma.
Next-Generation Medical Affairs
Exploring the new medical operating model.
The Great DTC Shake-Up
This in-depth eyeforpharma whitepaper, which we developed with Health Perspectives Group explores the evolving role of DTC advertising with direct feedback from patient’s - including exclusive results from the recent “DTC Attitudes, Behaviours and Preferences” patient study conducted by Health Stories Project – Insights, (HSPi).
GSK's new 'ethical' customer approach: Is it delivering?
GSK’s move to a new model of customer engagement has generated a great deal of debate. Indeed, many commentators remain skeptical that this ‘ethical’ model – especially the decoupling of sales incentives from prescription volume isn’t robust enough to deliver results in the long-term.
Will GSK’s new transparent, reputation-boosting sales model be a template for the entire industry?
Goodbye, sales and marketing. Hello, integrated Commercial team!
What does the future hold for commercial...?
This in-depth eyeforpharma whitepaper will explore how pharma is integrating customer-facing teams in order to become more customer-centric.
The aim? To avoid duplication and ensure consistency of approach across a number of stakeholders.
This paper explores:
- The drivers behind these trends (the problem)
- The wider benefits of greater customer-centricity (the solution)
- How companies are changing internally to realise this vision
- The challenges of greater integration
- The roles and skillsets within integrated commercial teams
- The impact on customers
- The future of the commercial team
Patient Centricity vs. Profitability - why commercial innovation is key
Beyond a few organisations where entire teams and roles have been created around the pursuit of true 'patient centricity', some of pharma's most important customer-facing functions are unclear on the necessary steps needed to be worthy of the title 'patient-centric' - and even whether or not it should be their objective at all.
Highlights of the whitepaper include:
- Can patient-centricity and profitability co-exist? We have the answer.
- We ask industry experts about finding the 'sweet spot' where there can be both patient focus and business focus - and the needs of both are met
- Pharma have confidence in the commercial benefirts of patient focus, but lack the confidence to take thinks to the next level. We explore what is needed to make this happen.
- How to make patient focus and business focus real - throught budget, measurement, and training.
- Concrete examples of the role of patient focus on profitability.
Key Contributors:
- Christi Shaw, former U.s. Country Head and President, Novartis Pharmaceuticals Corporation
- Ramona Sequeira, President, Takeda Pharmaceutical Company Ltd
- John Gerow, Service Team Strategy Partner, Ashfield & Principle, JG Consulting Inc.
- Deborah Waterhouse, SVP and Business Unit Head UD Primary Care, GSK
- Jens Lipinski, Head of Patient Relations, Bayer Healthcare
Customer Experience and Beyond: Why Digital Changes Everything
We spoke to some of the most respected names in the industry, including:
- Gerhard Arnhofer, Vice President, Head of Integrated Multichannel Marketing CoE, Bayer
- Tim White, Head of Customer Experience, Teva
- Panos Papakonstantinou, Head Digital Commercial, Europe, Novartis
- Monique Levy, SVP, PatientsLikeMe
- Jessica Federer, Chief Digital Officer, Bayer
- Hicham Naim, Strategy & Customer Centricity Europe and Canada, Takeda
… to find out why pharma has been so slow in properly implementing multichannel and how we can catch up with industries such as banking, retail and airlines.
Discussing topics such as digital transformation, change management and customer experience this white paper will give you all you need to know to perfect your multichannel strategy and build stronger relationships with your key customers.
Quality Risk-Based Management by Design
We recently sat down with Brian Nugent, Associate Director, ClinOps Process at Gilead Sciences. He shared his experience with designing a successful framework on how QbD (Quality by Design) can be integrated into the risk mitigation management model and how to realize an optimal return from RBM (Risk Based Monitoring).
Gain these insights and get your copy now
KAM Prescription for Commercial Success
As cost pressures continue to rise and the decision-making power shifts from physicians to a broader range of stakeholders, leading pharma companies are actively switching to key account management to develop lasting value partnerships with the evolving customer base.
Download eyeforpharma’s new whitepaper featuring first-hand insights from Key Account Managers at Daiichi Sankyo, Lilly USA, Pfizer, Eisai, Alcon and Shire.
Find out more about:
- New models of engagement
- The true meaning of the KAM role
- Organizational and structural implications
Artificial Intelligence: A Brave New World for Pharma
Now, with the advent of ‘big data,’ companies are harnessing the power of AI to deliver more focused solutions in a variety of areas; AI helps them understand data in real-time. In a recent interview, Dr Andree Bates, President of Eularis, agreed to share some thoughts on how AI can be applied to the pharmaceutical industry to help reduce trial time, crunch data, and facilitate healing.
Future Signs: Trends that will Shape the Future of Healthcare
"Future Signs" provides an illuminating round-up of the technologies and trends that will shape the future of healthcare.
In order to remain relevant, pharma's role will need to change to reflect the technological improvements, societal expectations and medical improvements Mesko predicts.
In this overview, you will read about:
- Some of the disruptive innovations that will allow patients to become the pilots of their own health
- The practical and ethical challenges this new technology brings e.g. healthcare will become more predictive
- The need for pharma's role to change with enhanced communication between pharma and patients becoming vital
- The need to embrace technology in order to deliver highly customized options
The 7th Era of Marketing: Content-Driven Experiences
Content is essential but the key is how this strategy can be integrated into your marketing and customer plans across the business.
This paper covers:
- How patient experience is driving marketing and how pharma can respond
- Content is not an end in itself: understand exactly who your customers are and what they want
- Create a story with heart and instil brand consistency
Inspirational Leaders in CX: 3 Case Studies from the Multichannel Customer Experience Conference 2015
We have put together an exclusive report summarising the key Case Studies from Multichannel Customer Experience 2015 - great to share amongst those who couldn’t join us along with those who were there.
- Hear from three out-of-industry Customer Experience experts who share their experiences of how they instigated culture change to engage their employees and transform into highly focused, customer-oriented organisations that could deliver a highly efficient customer experience.
- Understand your audience and who you’re for. Use data to draw out fundamental needs. Invest in tools which will help you understand customer behaviour.
- Really understand what you’re for, your purpose and communicate it.
- Reach your audience in new and unexpected ways with engaging, powerful stories that form an emotional connection.
- Measure: keep a rigorous eye on what’s working and what’s not.
Your Customer is in Charge; Barcelona 2015 Conference Highlights
We have put together an exclusive report summarising the key takeaways from Barcelona 2015 - great to share amongst those who couldn’t join us along with those who were there.
Take another look at how:
- Our C-suite panel reinforce a patient-centric culture with a drive for personalised healthcare and external partnerships
- VPs from BI, Merck, Ferring, CSL Behring and UCB are embedding the patient voice in their own organisation
- Digital technology is transforming the way we engage with our customers and revolutionising our sales force
- Key conclusions, critical learning and exclusive polling results from Europe’s largest commercial pharma gathering
HCPs: "We want Partnerships with Pharma"
What can pharma do to improve patient care? eyeforpharma along with M3 Europe asked 549 European healthcare providers questions provided by pharma execs.
We then analysed the results and got senior level execs from Boehringer-Ingelheim, M3 Europe and AbbVie to comment. These were some of the results:
- How pharma can help to improve patient care and support
- How HCPs would operate if they were in your shoes
- The perception HCPs have about pharma companies and why
- The thoughts of hundreds of HCPs in one place
Razing Silos to Enhance Collaboration
Developing an organization that drives value, wellness and integrated care
This 14 page paper will help you to:
- Gain insights into what industry leaders such as Merck, Pfizer & GSK are doing to enhance collaboration
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Drive more effective cross-functional collaboration through an understanding of the key ingredients for success
Blackdot: Bridging The Gap
Understand the critical role of the First-Line Sales Manager in Re-focusing the Frontline Sales Effort.
This whitepaper will provide insight into:
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How performance profiling can enable better, more tailored individual management
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How to achieve total buy-in to your segmentation, targeting, and sales model
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Which processes drive effective communication that enable organisational clarity and high-performing sales teams
From Dinosaur to Digital: How Smart Technology is Transforming Pharma Sales
Discover the impact for your role during times of digital advancements by downloading your 18 page whitepaper.
Your copy will include:
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7 case studies on how digital is affecting sales
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Insights from Actelion, MHI Global, Boehringer Ingelheim, UCB, LEO, Treato and Astellas
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Evidence that if your company provides better customer experience you will perform better financially
Leveraging the mHealth Opportunity
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Be inspired by 6 pioneers of mHealth and how they have developed mobile health apps
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Gain insights into the key trends in mhealth
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Understand how to leverage mHealth opportunities and drive value for HCPs, payers and patients
Value-Added Services Case Study Overview
A step-by-step guide to the imagination and implementation of value-added services in pharma, with case studies from Janssen Healthcare Innovation, Pfizer Integrated Health, MSD, Eli Lilly and NICE. It’s not an exact science, but our interviewees have enough real experience between them to help guide you on your way.
The Industry Healthcheck: Results
Download the results from this year's Healthcheck survey complete with commentary from industry thought leaders and find out what 1600 senior pharma executives from around the globe thought about:
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The state of trust and reputation in the pharma industry
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The strategic direction of the industry
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How payers are changing the pharma sales environment
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How pharma sees healthcare reform impacting the industry
Barcelona 2014
This 15 page report will provide you with:
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Practical steps on how to drive digital success from Boehringer Ingelheim
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Insights from UCB on how to transform into a patient-centric organisation
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Foresight into how the changing payment model will impact your business from RAND
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An example of how Pfizer US moved from volume to value
Multichannel: Time for Implementation
How to overcome the biggest challenges that hinder multichannel marketing implementation.
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What you need to get your team and the organisation up to speed for implementation success
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Practical steps on how to gain the support from leaders and functions including IT, communications and sales
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Insights from experts on what you need to do to ensure compliance and how to develop the right approval process
Give Your Mobile App A Clean Bill Of Health
As the marketplace floods with medical apps for mobile devices, bringing patients directly in contact with app developers who may not be accustomed to handling sensitive health information. In addition to the fast growing number of savvy app users and perceptive authorities, it is becoming crucial that you ensure that your mobile app is in line with data protection best practice.
Implementing CLM
The benefits of CLM are numerous and well known, however there's one topic rarely touched upon - once you've made the decision to go CLM, how do you implement it?
Innovation: From Concept to Reality
In today's world of technological marvels, it's never been a better time to be a pioneer, a disruptor, an innovator. However despite our 21st century appetite for pushing boundaries, it's often still a challenge to grow and nurture these ideas in established companies.
Featuring interviews and insights from some of the industry's most creative marketers, our constructive guide will help YOU sell your innovative idea!
Sales Best Practice
Of all the business functions in pharma, sales are perhaps experiencing the greatest change.
Discover what practices your sales teams need to be employing and the latest sales management techniques being used by industry leaders in our comprehensive guide.
Medical-Commercial Collaboration: The Evolution of a New Era of Digital Engagement
This new whitepaper focuses on how pharma can transform the way it serves customers, via both in-person and digital omnichannel engagement. Find out how to succeed, with best practices and case studies from senior leaders at Pfizer, Novartis, MSD, Sanofi, Across Health, Grünenthal Group and more.
Access your copy to discover the following:
- Mastering tailored content with fewer campaigns and how best to share it across functions, in order to meet HCP needs
- Exploiting the potential of digital to help serve all customers, not just key accounts
- Reshaping goals and metrics around how well the customer is served
- Giving medical affairs more say over, even perhaps ownership of HCP relationships
Download this whitepaper to see how your peers are transforming customer experience.
Trend report: The new era of HCP engagement
200+ commercial and medical pharma execs told us where their promotional spend is predicted to go 2022 & 2025 - meetings and digital advertising came out top. Compare your strategies against the rest of the industry and get full access to the survey results in our latest trends report.
Access the full trends report to learn:
- How spend on digital vs print is changing in global marketing and medical education budgets
- Where pharma marketeers and medical affairs professionals are shifting their content and engagement strategies
- How increased digital engagement is impacting approaches to content authenticity
Medical affairs: Working smarter, not harder for healthcare provider value
Investing in insight gathering technology is crucial to setting engagement strategy and bringing innovation to the entire medical engagement process – beyond a single virtual meeting.
Insights from this white paper include:
- Gain practical tips on how to deliver value beyond the virtual meeting
- Understand how technology has advanced and how you can gain faster access to insight for data-driven decision-making
- Identify trends in insight gathering and what leading organizations are doing to better prepare their medical teams to do business in a hybrid world
Medical affairs: Working smarter, not harder for healthcare provider white paper includes insights from AstraZeneca, Within3, Novartis, Pfizer and Astellas.
Access this report here to learn how leaders in medical affairs gather HCP insights >>>
Medical Commercial Collaborating To Win The Digital Era
Rapidly reinventing itself for a digital-first world in which remote engagement is the norm, the life sciences industry is racing to improve the value it adds for healthcare providers (HCPs). Their needs have changed dramatically. Increasingly, HCPs learn, ask questions and share insights via their smartphones. Time-pressed, they seek more value from meetings. They expect convenience, rapid responses and engagement on their terms. They want a seamless experience regardless of which part of an organization they are dealing with.
Insights from this white paper include:
- Key trends
- New engagement dynamics, new collaborations
- The roadblocks to deeper collaboration
- Transforming engagement through collaboration
Medical Commercial Collaborating To Win The Digital Era white paper includes insights from AstraZeneca, EMD Serono, Boehringer Ingelheim Pharmaceuticals, Microsoft US Life Sciences, Merz Aesthetics, Pfizer Biopharmaceuticals Group, PTC Therapeutics and Exeevo.
Beyond COVID-19: Life sciences reimagined
The COVID-19 pandemic has transformed entire industries in just a few short months, and life sciences is certainly no exception. From payer-mix changes to pricing and profitability concerns, the industry is fraught with market and other pressures. In particular, biopharma companies have faced significant challenges due to constrained access to key customers and largely grounded sales teams. However, these circumstances have also presented new opportunities for these organizations, including accelerated adoption of digital tools and approaches.
Insights from this white paper include:
- Commercial operations
- HCP needs and relationships
- Marketing and the sales model
- Patient engagement
- Medical affairs and R&D
- The post-pandemic outlook for pharma
COVID-19: Accelerating digital transformation in life sciences white paper includes insights from AstraZeneca, Merck, Sandoz, EY, ViiV Healthcare, Janssen and Otsuka North America Pharmaceutical Business.
COVID-19: Accelerating digital transformation in life sciences
COVID-19 has placed the life sciences industry in Europe under extreme pressure, testing it like no other event. Lockdowns have shocked the system and exposed shortcomings, forcing every function to evaluate and adapt its roles and responsibilities almost overnight.
Insights from this white paper include:
- The impact of COVID-19 on Pharma functions
- Key lessons for Pharma
COVID-19: Accelerating digital transformation in life sciences white paper includes insights from Medable Inc., Ferring Pharmaceuticals, Grünenthal Group, The Janssen Pharmaceutical Companies of Johnson & Johnson, Pfizer, Omnipresence, UCB, Mundipharma, Ipsen and Sanofi Genzyme.
Pharma’s path to market for digital health solutions: navigating the commercial, data, and regulatory challenges
Digital health solutions are demonstrating their potential to vastly improve healthcare outcomes, delivery, and service efficacies, which in turn can enable pharma to leverage these improvements for the purposes of new product insights, label expansion opportunities, and business models.
Insights from this white paper include:
- Defining objectives and intended use
- Developing digital health solutions: Exploring the partnership options
- An inside job: Organizing your teams for go-to-market success
- Navigating the regulatory maze
- Data: Managing the lifeblood of digital health solutions.
Pharma’s path to market for digital health solutions: navigating the commercial, data, and regulatory challenges white paper includes insights from S3 Connected Health, Ferring Global Innovation Lab, Pfizer Rare Disease North America Inline Brands, Ferring, Novo Nordisk, Roche Personalised Healthcare & Patient Access and Almirall.
Pharma’s Transformation through Automation
One third of all initial cognitive Robotic Process Automation (RPA) deployments in pharma fail. Worst of all, the mistakes made in these deployments are totally AVOIDABLE.
Which is why we decided to pull pharma and medical device RPA experts together to show you how to keep clear of such mistakes – by exploring effective approaches and best practices – and present them in this exclusive paper. Learn how your staff can be relieved from drudgery, augment their capacity, and unleash creativity with RPA in life sciences.
Insights from this white paper includes:
- Understand what RPA is and what the possibilities are for life science companies
- Discover Pharma’s RPA journey so far – and what leading companies are doing right now
- Learn from past mistakes, and success stories of RPA deployment – so your RPA deployments can thrive.
Pharma’s Transformation through Automation white paper includes case studies from BD and Boston Scientific, 16 pages of unique insight into this emerging topic area and 10 interviews with key industry players including Deloitte, Automation Anywhere and BD.
Authenticity: Pharma’s New Currency
Medical’s unique forward-facing position makes it the natural guardian of authenticity – a characteristic we all aspire to in an ever-more uncertain world.
But what is authenticity and how do you project it? This paper explores how Medical is tackling this task externally through its core activities and internally, overcoming the many challenges to ensure the vision of authenticity is realized.
Insights from eyeforpharma’s latest white paper include:
- Is pharma authentic?
- The importance of internal partnership in delivering authenticity
- Ensuring a credible scientific platform
- The central role of oversight
- Communicating authentically
Authenticity: Pharma’s New Currency includes insights from across the industry, through interviews with the senior leaders of Astellas, Aerie, Ipsen and Eisai.