Commercial Excellence

Coordinating Payer Contracts & Direct-to-Payer Discounting

Pharmaceutical Commerce, September/October 2012

Maximizing product access in today’s managed markets environment is crucial for success. Today, pharma companies pay out more than $80 billion in rebates and discounts to get the appropriate level of patient and market access for their products. As such, every contract needs to be negotiated as a “win-win.” In this article, IMS experts discuss what’s working, what’s not, and what manufacturers may need to change for future negotiations, as well as how contracting strategies are migrating from the national level to the regional and local levels.

The Benefits of Commercial Analytics for Pharma: A Q&A with Peter Harbin of IMS Health

BeyeNETWORK, May 14, 2012

Pete Harbin discusses how pharmaceutical manufacturers can benefit from commercial analytics in this spotlight feature article.

Antipsychotics: Multiple Indications Help Drive Growth

PM360, January 2012

In the latest installment of PM360’s MarketWatch series, Melissa Leonhauser analyzes the dynamics affecting the antipsychotic market and highlights how some of the top brands have been able to successfully compete against strong, lower-priced competition.

Understanding New Commercial Models

IMS Special Report — Executive Summary

This in-depth IMS study of the commercial landscape for more than 80 therapeutic categories in the world’s eight mature markets lays the groundwork for commercial decision-making.

Knowledge-Based Outsourcing: Driving Deeper Insights

Pharmaceutical Executive, October 2010

How outsourcing analytic functions can drive commercial excellence and cost efficiencies.

The Drive to Develop New Commercial Models

Pharmaceutical Commerce, May/June 2010

Creating commercial efficiencies is no longer about simply managing costs; it's about developing and implementing new commercial models that suit the new environment. IMS reviews a framework to guide new model development and shares examples of best practices and pitfalls.

Seeing Consumer Promotion Opportunities In High Definition

PM360, March 2010

A new tool to maximize ROI in consumer promotion, helping to make patient outreach more selective while supporting the most relevant physicians in their treatment decisions.

Understanding New Influences Acting on Healthcare Practitioners: Gaining a 360-view of Customers

Next Generation Pharma, March 2010

A review of the impact of managed care, patient and technology influences on healthcare practitioner decision-making.

Buying Into the Future

IMS White Paper, February 2010

The evolving healthcare and pharma industry landscape in Asia Pac requires a new commercial approach.

Using Value Delivered to Offices as a Key Metric of Sales Force Performance

Next Generation Pharma, October 2009

A three-year longitudinal analysis of IMS value metrics shows that value delivered correlates more strongly with prescribing preference and market share than traditional sales force effectiveness metrics, which overemphasize the mechanics of the rep-physician interaction.