Bridging the Gap between Sales and Marketing


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Product Description

One of the most challenging issues facing sales and marketing departments in life-sciences companies is integrating their internal communications platforms for optimal product messaging.
Misaligned objectives and poor communications are two of the factors that play a role in the disconnect between the groups. The traditional, siloed structure of many pharmaceutical companies compounds the situation, creating communications barriers that are both technical and cultural.     By working at the senior levels to create a single vision for sales and marketing, pharmaceutical companies can decrease costs, enhance the effectiveness and efficiency of sales and marketing tactics, measure performance, and, most importantly, better serve their customers.

Tools of the Trade
Sound Bites from the Field:
Bruce Cameron
, Senior VP, North American Sales, Pivotal Corp. For more information, visit
Terry Herring President and Chief Operating Officer, Ventiv Commercial Services. For more information, visit
Mike Luby is President and CEO of TargetRx. For more information, visit

Thought Leaders
John Aiello.
Cofounder and CEO, SAVO Group, Chicago; SAVO Group provides enterprise sales enablement solutions by applying creative, strategic, and technical expertise to client challenges around the marketing, sales, and customer relationship management process. For more information, visit
Julia M. Amadio. VP, Marketing and Marketing Services, Daiichi Pharmaceutical Corp., Montvale, N.J.; Daiichi Pharmaceutical, a wholly owned subsidiary of Tokyo-based Daiichi – Sankyo Pharmaceutical Co. Ltd., is committed to putting patients first in the development of innovative, targeted therapies that fulfill unmet healthcare needs. For more information, visit
Bob Anderson. Chief Marketing Officer, AmerisourceBergen Corp., Valley Forge, Pa.; AmerisourceBergen services both pharmaceutical manufacturers and healthcare providers in the pharmaceutical supply channel by providing drug distribution and related services designed to reduce costs and improve patient outcomes. For more information, visit
Robert Bedford. Senior VP, Sales and Marketing, Lathian Systems Inc., Plymouth Meeting, Pa.; Lathian provides online promotional and educational solutions to help life-sciences companies improve customer relationships, enhance product education, and increase sales. For more information, visit
David Davidovic. Senior Director, Commercial Strategy, Genentech Inc., South San Francisco, Calif.; Genentech is a biotechnology company that discovers, develops, manufactures, and commercializes biotherapeutics for significant unmet medical needs. For more information, visit
Joe DeBelle. Senior Director, Marketing, Lathian Systems Inc., Plymouth Meeting, Pa.; Lathian provides online promotional and educational solutions to help life-sciences companies improve customer relationships, enhance product education, and increase sales. For more information, visit
Christopher Dowd. Senior VP, Sales, Esprit Pharma Inc., East Brunswick, N.J.; Esprit Pharma is a niche-oriented, forward-thinking pharmaceutical company committed to improving patient outcomes and well-being within the genito-urinary and women’s healthcare fields. For more information, visit
Werner Guminski. Managing Director, TNS Healthcare, Munich, Germany; TNS Healthcare is part of Taylor Nelson Sofres, a provider of research-based marketing information and consultancy services covering almost every aspect of business and society. For more information, visit
James J. Miller Jr. Director, Sales and Marketing, The Maxwell Group Inc., Norristown, Pa.; The Maxwell Group is a provider of live Web- conferencing solutions for pharmaceutical companies. For more information, visit
Pete J. Perron. VP, Sales, Valera Pharmaceuticals, Cranbury, N.J.; Valera is a specialty pharmaceutical company concentrating on the development, acquisition, and commercialization of endocrinology and urology products that improve patient compliance and create value within the healthcare system. For more information, visit
Raul Trillo, M.D., MBA. General Manager, Proprietary Products, Baxter International Corp., Deerfield, Ill.; Baxter is a global medical products and services company with expertise in medical devices, pharmaceuticals, and biotechnology. For more information, visit
Glenn Wong, Ph.D. Director of Operations, Trinity Pharma Solutions, Waltham, Mass.; Trinity Pharma Solutions plans, develops, and supports the systems required to enable and support the commercialization of drugs and other medical products. For more information, visit
Stephen Wray. President and CEO, Cadient Group, West Conshohocken, Pa.; Cadient Group is “e-defining” healthcare marketing by empowering pharmaceutical and biopharmaceutical companies to intelligently integrate their interactive and online marketing into overall brand planning. For more information, visit