DUBLIN, Ireland--Research and Markets (http://www.researchandmarkets.com/reports/c67589) has announced the addition of “Bringing Drugs to Market - The Role of CRM in Improving Sales & Marketing (Review Report)” to their offering.
Introduction
Analysis of CRM in the pharmaceutical industry, giving an understanding to the market, technology and strategy.
Scope
Falling margins in Pharma increasing ROI through CRM Formulating an effective CRM strategy CRM Spending in the Pharmaceutical Industry, 2006-2012 The increasing importance of CRM in the pharma industry
Highlights
CRM is increasing in importance in pharmaceuticals as the industry seeks new technologies to help it increase its profit margins.
Reasons to Purchase
Gain a insight into market drivers and inhibitors within CRM in the Pharma Industry. View the market size of CRM in Pharmaceuticals from 2006-2012 for Europe, North America and Japan. Understand how the technological developments are going to affect your go-to-market strategies.
Contents:
Overview
Catalyst
Summary
Executive Summary
Introduction
Falling margins in Pharma - increasing ROI through CRM (Market Focus)
Formulating an effective CRM strategy (Strategy Focus)
The increasing importance of CRM in the pharma industry (Technology Focus)
Future Spending of CRM Technologies, North America and Japan, 2006-2012 (Databook)
Future Spending of CRM Technologies, Europe, 2006-2012 (Databook)
Table of figures
Table of tables
Falling margins in Pharma - increasing ROI through CRM (Market Focus)
Summary
Pharmaceutical companies are facing a multi-layered assault on their profit margins
The pharmaceutical industry is facing pressures from all sides
The end of an era for blockbuster drugs
Lack of drugs coming to market is only compounding the pharmaceutical industry’s problems
Power to the people: fuelling the need for CRM in Pharmaceuticals
The patient is becoming an important influencer within the decision making process
The sales force has become less effective fuelling the need for a new strategy
Lack of ROI to date is holding pharmaceutical companies back from investing in CRM
Pharmaceutical companies are yet to see a ROI on their older CRM investments
Pharmaceutical companies do not have sufficient reference points for other CRM implementations
While an enterprise wide solution CRM solution is sought it can slow down the rate of implementation
Despite these inhibitors projections are for strong growth
Each region is producing differing challenges for the pharmaceutical industry
The US has the most consumer driven drugs market
Japan and Italy have cost constraints set by their governments on drug pricing
Pharmacoeconomics are becoming increasingly important in the UK
ACTIONS
Vendors need to use their references to help sell CRM solutions
The changing customer means vendors need to evolve their solutions
Formulating an effective CRM strategy (Strategy Focus)
Summary
Pharma companies need to increase drugs profitability during their profit window
Sales need to be more effective in a short period of time
Getting the message of the new drug across is essential
A genericized trademark is the holy grail for pharmaceutical companies
Viagra - a success story of branding
CRM and unified communications can help to make a reduced sales force more effective
Unified communications will help to increase sales
An effective communication strategy is based around the sharing of information
Knowledge of the physician is crucial to making the most of the time spent with them
Having a flexible sales force can allow market changes to be cushioned and demands shifted
Pharma needs to come up with an effective long term sales strategy and be less conservative
CRM solutions should be part of creating a coordinated marketing and sales approach
Coordination means communication from all departments
At the heart of this approach must be sales and marketing working in tandem
Pharma companies need CRM solutions that manage both the patient and physician
Reaching the patient is continuing to increase in importance
Providing the patient with sufficient advice and information is crucial as they become key influencers
As pharmacogenomics becomes more prevalent pharma companies need an appropriate strategy
ACTIONS
APPENDIX
List of Tables
List of Figures
For more information visit http://www.researchandmarkets.com/reports/c67589
