April 2011

The Era of Biosimilars

March 29, 2011

Although healthcare reform paved the way for a regulatory pathway for biosimilars, the ­biopharmaceutical industry is facing a world of uncertainty as developers and regulators ­navigate their way through this shifting ­landscape. Biosimilar Defined » A “biosimilar” is a biological product that is highly ­similar to the reference product notwithstanding minor differences in clinically inactive […]

Showcase Feature — IRBs Watching the Protectors

March 28, 2011

Ever-changing clinical-trial regulations and continued growth in multicenter and international studies have resulted in an exponential increase in the volume of data generated for IRB review, including large numbers of individual adverse event (AE) reports, which often lack the context and detail needed for full analysis and thus limit the IRB’s ability to ensure patient […]

Skill, Science, and the Art of the Conversation

March 28, 2011

Shifting marketplace dynamics have created unprecedented challenges for pharma industry sales organizations. Increasing hurdles to physician access, governmental and industry constraints on promotion, competition from generics, and diminishing degrees of differentiation among products have combined to force companies to rethink their approach to selling and customer engagement. To survive and thrive, today’s sales representatives must […]

Focus on Specialty Reps: From Information Source to Information Connector

March 28, 2011

TGaS Advisors Training & Development Practice There is a jump in demand for data on specialty sales areas, including oncology, biopharma, and niche therapy markets. As primary care recedes in relative importance in many — though not all — companies, large-tier companies are focusing more on high-performance specialty brands. The change is not just in […]

From KOL to COL: Regional Influencers are Critical to Commercial Model Re-invention

March 28, 2011

The commercial model in pharmaceutical sales is under dramatic pressure that necessitates a radical shift in how drug companies interact with key customers. Primarily, marketers must explore more effective conduits for accessing physicians who have organized into ever more complex networks and now resist — or are restricted from — traditional relationship-building approaches. The Shifting […]

Showcase Feature: Sales Training in Transition

March 28, 2011

As the pharmaceutical industry transitions to new customer-centric models, a complex payer ­environment, and higher-level technology, the traditional sales representative role is shifting to that of a key account manager, and training models are evolving accordingly. Trends such as the increasing influence of payers, the imminent patent cliff, ever-increasing promotional restrictions, and the rise of […]

Privyet! Russia: Growth and Opportunity

March 28, 2011

With its promise of expansion, its population of around 140 million potential customers, and a pool of highly qualified staff, Russia has long been recognized as an important market for pharmaceutical companies. The pharma market in Russia has shown stable annual growth of 13% to 20% for several years, and growth forecasts for 2011 range […]

KOL Mapping: The GPS of Thought Leader Identification

March 28, 2011

Mapping charts the quickest route to finding the right KOLs. With all of today’s technology-driven data capture capabilities, there is a lot of thought leader information to be garnered, but all that knowledge is only as good as its relevance. KOL mapping serves as a guiding tool that cuts through the layers of information to […]

Minding the As & Qs of Lead Gen Technology

March 28, 2011

Augmented reality (AR) may sound new, but actually it has been around for at least 10 years, reports say, and it is the recent uptake in smartphone use and capability, along with funding from the Recovery Act, that have pushed AR to the front and center of pharma marketing plans. Using a smartphone, everyone now […]

Uncovering the Value of Late-Phase Trials

March 28, 2011

Finding Added Value in Late-Phase Research Postapproval studies are becoming bigger and more expensive. As a result, ­pharmaceutical ­sponsors are looking at other ways to use the data generated from these studies to create value for their organizations. Postmarketing studies are becoming increasingly important as regulatory agencies demand more long-term data, which proves efficacy, safety, […]

Last Word

March 28, 2011

PV: What are some ways pharmaceutical ­companies can use social media to reach patients? Gupta: The key benefit for pharmaceutical companies is to better understand the patient’s perspective. For many illnesses, especially chronic diseases, patients face many issues beyond the actual medication, such as quality of life and the suffering a patient may be experiencing. […]

Talent Pool

March 28, 2011

Pharmaceutical POOL Steve FRY Dr. Sue MAHONY Lilly Announces Leadership Shifts Lilly has promoted Steve Fry to senior VP of human resources and diversity. Mr. Fry was previously VP of human resources for two of Lilly’s business areas, biomedicines and emerging markets. Mr. Fry succeeds Sue Mahony, Ph.D., who has been elevated to senior VP […]

Social Media

March 28, 2011

In January, Sanofi-Aventis surprised the industry by launching the first ever pharma blog — Discuss Diabetes — that encourages a two-way communication with diabetes patients. According to Laura Kolodjeski, senior manager, U.S. Diabetes Patient Solutions and blog curator, sanofi-aventis views social media channels as an integral component of its commitment to partner with the diabetes […]

Tools of the Trade

March 28, 2011

New Electronic and Web-based Applications, Sites, and Technologies Featured Briefs: Tufts Institute Seeks to Increase Biopharma Partnerships Contracting Module Reduces Study Cycle Time In other technology news… E-UPGRADES AND ENHANCEMENTS The Tufts Institute for ­Biomedical Partnerships is a global initiative designed to create and manage a diverse portfolio of drug discovery and development partnerships. The […]

What’s New

March 28, 2011

The INSTITUTE OF CONTINUING HEALTHCARE ­EDUCATION and healthcare simulation technology developer HUMAN CONDITION HEALTH (HCH) are working together to develop learner-driven continuing medical education (CME) for healthcare professionals with a long-term focus on improving patient outcomes. Through this partnership, the Human Condition is creating “centerpieces” — for example, immersive simulators, innovative computer programming — of […]

PharmaTrax

March 28, 2011

Sales, Marketing, and R&D Trends from Industry Analysts Featured Briefs: Pharma Faces Record Patent Expirations Sidebars: Projected U.S. sales of top products going off patent in 2011 Projected U.S. sales of top products going off patent in 2012 New Product Planning Team Key to Launch Success Sidebar: KOL Management Tips Pharma Seeks High-Quality, Experienced Clinical […]

UpFront

March 28, 2011

» Scott Weintraub Honored Scott Weintraub, founding ­principle of Healthcare ­Regional Marketing, has been selected for the 2010 ­Outstanding Leadership ­Recognition Award by the U.S. ­Leaders and Entrepreneur’s ­Association (USLEA). The USLEA Awards Program recognizes highly regarded individuals and companies that have demonstrated leadership and ­admirable drive in 2010. GlaxoSmithKline achieved more than 325,000 cubic […]

Letter from the Editor

March 28, 2011

The Price of Success THE COST OF INNOVATION. The recent article published in the Feb. 7, 2011, issue of the journal BioSocieties for The London School of Economics and Political Science is causing quite a stir. The authors — Donald W. Light of Stanford University and University of Medicine and Dentistry of New Jersey and […]

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