®

Analytics

Technology

Research

From determining the best size and structure for your sales forces to building your strategic capabilities; our proven analytical approach towards sales force strategy provides all that you need to build actionable sales force strategies
Sales forces represent a major investment for any pharmaceutical company, with spending reaching billions of dollars. However in the competitive pharmaceutical marketplace, escalating promotion and access issues have forced the industry to rethink sales strategies. With these and ever growing challenges facing the pharmaceutical industry, making your sales forces more effective and productive gains prime importance. marketRx can help you devise the right sales force strategy for your product portfolio, optimize your resource allocation, and help you increase your sales force effectiveness. Our Methodology marketRx’s product enabled business model enables you to gain at each stage of your sales and marketing planning, through use of an integrated approach for solving critical business problems. Our multi-sales force multi-product web-based solution suite provides an integrated framework that addresses promotion response, portfolio planning, managed care issues and incentive alignment. marketRx sales force strategy process is based on a tried and tested approach, complete with leading edge methodology and technologically advanced tool kit:

Sales Force Strategy: Size and Structure

A. Key principles 1. Market Concentration
Sales Strategy Territory Alignment
(Define territory boundaries, balance workload & potential)

2. Promotion Response 3. Product Overlap B. Customized Brand Models 1. Leverages information from multiple sources 2. Based on historical market dynamics

(# of reps, customers, segment level reach and frequency)

IC Plan
Metrics/Feedback
(Check behavior vs. plan)

Link desired behaviors and performance with pay

Call Planning
(Focus each rep on the most valuable MDs, agree to the appropriate reach and frequency for each target MD)

Execute

3. Adjusted for future market events

(Sell)

Our methodology also handles the challenges arising due to lack of availability of quality physician level data while modeling in low data environments. iFolio™ provides vast flexibility and analysis options for running various size and structure scenarios, and is capable of performing economic trade-offs. Moreover, execution level issues are always considered throughout the process, notwithstanding that even the best analysis is worthless if the resulting scenario cannot be implemented. Our approach provides the best size and structure based on your needs, constraints and business objectives. After developing physician level response models for each product in the portfolio, iFolio™ is used to simulate different scenarios across a number of different parameters in order to make final portfolio effort allocation, and size and structure decisions. iFolio™ is also capable of generating in-built and custom reports, including financial forecasts for each product, detailed analyses and comparison reports. marketRx also provides strategic sizing answers in case of institutions using Affordable Coverage Analysis (ACA) that is capable of determining the level of effort that can be profitably invested in each account.

Our Offering marketRx has built a strong lineage and has gained wide experience in helping global pharmaceutical and biotech companies in their sales force planning through use of innovative analytical techniques and product innovation. marketRx seamlessly integrates strategy with tactical planning while leveraging its strengths in integrating primary and secondary data to provide you an optimized solution for deploying your resources across your product portfolio and markets. Our collaborative and seamless workflows enable you to build strategy on a global scale: Global Results through Collaborative Computing and Global Workflows Leverage market knowledge of country teams and affiliates Make ROI decisions at portfolio level Make effective global or regional tradeoffs A toolset that every country and affiliate can leverage regardless of size

Advanced analytical solutions provide granular insights at physician level with application in targeting, better segmentation, & seasonal planning A better data driven process for building forecasts and adjusting for market events that leverages our reference database of promotion models A scenario planning tool (iFolio) that enables interactive “what-if” planning to arrive at better structure alternatives and facilitates in the face of market events rapidly By partnering with marketRx, we help you define and implement the ‘best in class’ resulting from better analytics, product driven business model, end to end integrated approach (including non-retail and specialty products), and focus on innovation. marketRx also supports newer selling models and regionalization issues, and is at the forefront of delivering successful tailor-made solutions. Our Benefits marketRx is a leading provider of complete sales and marketing effectiveness solutions to global life sciences companies, and utilizes its strengths in analytics, research and technology to deliver actionable and measurable results. Sales force sizing and structure solution from marketRx lets you benefit from our vast experience in building sales force strategy (SFS) capabilities for our clients across all major global markets and therapeutic categories. You benefit from: Company-wide SFS process unification Business model that inherently focuses on building client capabilities Expertise working with multiple partners at different stages of internalization and very varied planning models Web-based products that ensure consistency of analysis and seamless collaboration Training and project management experience to help your learn and apply tools Integrated products and services for promotion response, targeting, SOV, market research, and forecasting, among others
Sales Operations & Management Product Management Market Research

marketRx combines market research, analytics and technology to provide solutions that enable our customers at global pharmaceutical and biotechnology companies to improve effectiveness of their sales and marketing initiatives. With all of the top 20 global pharmaceutical companies as customers, marketRx is the leading provider of integrated marketing and sales effectiveness solutions.

®

www.marketrx.com email: info@marketrx.com

Americas: +1 (908) 541-0045 Asia: +91 (124) 416-0800 Europe: +44 118 902 6840 Australia: +61 (0)402 355 746 Corporate Headquarters: 1200 U.S. Route 22 East, Bridgewater, NJ 08807 Tel: (908) 541-0045 Fax: (908) 541-1595

Sign up to vote on this title
UsefulNot useful