New model pharma business: an operative project

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my personal expertise on design and develop a new business model for 2 different pharma companies

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  • New model pharma business: an operative project

    1. 1. a profitable new business model for pharma how growing partecipation chains will grow sales ENRICO FISICHELLA - Business Models Design
    2. 2. The challenge: efficiently enable and complement the sales force (without losing control of the message) It’s harder than ever for sales reps to connect with prescribers Last year, the number of docs who would see most reps dropped significantly and the number who refused to see most reps increased by half. REP-ACCESSIBLE DOCS REP-INACCESSIBLE DOCS 20% 50% AccessMonitor™, a report from global consulting firm ZS Associates, 5/2010 ENRICO FISICHELLA - Business Models Design
    3. 3. pharma companies need an effective & easy tool to: engage physicians share scientific knowledge get information from CRM system show products’ benefits reduce on field waste of time engage sales force reduce cost of paper ENRICO FISICHELLA - Business Models Design
    4. 4. Two-thirds of physicians use web content for professional purposes This doc- 115,000 to-doc docs talk blogger to each has other on 53,000 Sermo. readers this month + 20,000 Twitter followers 65% of docs plan to use social media for professional developmentManhattan Research 2009, 2010 Sermo,com Compete.com ENRICO FISICHELLA - Business Models Design
    5. 5. before selling we must engage how............ ENRICO FISICHELLA - Business Models Design
    6. 6. 1 opening up the possibility of outiside-in pattern, running platform thatconnects the company ecosystem: employee, physicians, projectteams, prospects, opinion leaders, sales network ENRICO FISICHELLA - Business Models Design
    7. 7. 2 developing platform that manage multi-channels live meetings congresses symposiasmart phoneIpadweb site community spaces sales reps international branches ENRICO FISICHELLA - Business Models Design
    8. 8. 3 designing interactive platform on web for the medical professionals over the world to share their knowledge. ...... for sharing medical images, videos and discuss them with a large community of physicians.The web-platform enables users to connect, contribute and collaborate with others through articles, forums, news updates, Physician interviews and much more." ENRICO FISICHELLA - Business Models Design
    9. 9. to support sales reps and to give a reliable service to physicians target we design a double-side web-platform Community on line FOR PHYSICIANS ONLY ISF KNOWLEDGE SHARINGWEB-PLATFORM ENRICO FISICHELLA - Business Models Design
    10. 10. visuals of the productsnews, congresses agenda & apps ISF KNOWLEDGE scientific documentation SHARING WEB- PLATFORM sales best practices &multimedia products presentations e-training sales data & CRM system ENRICO FISICHELLA - Business Models Design
    11. 11. FOR PHYSICIANS ONLY• 4 key uses: • Accelerates the emergence of trends - Collaborate on diagnoses and new insights on SCOMPENSO CARDIACO treatments in the medical - Share observations from community of cardiologists and ... daily practice • Provides instant access to peer - Discuss value of new opinions from around the world (more on research, drugs and demand than most sales forces) therapies • Is part of a fundamental shift that we’re seeing online. - education ENRICO FISICHELLA - Business Models Design
    12. 12. business model that explains themechanism by which the company develop the community of doctors and benefits from hearing ENRICO FISICHELLA - Business Models Design
    13. 13. la comunità dei medici cardiologi e cardionanestesisti REDAZIONE: attività di gestione e sviluppo degli interventi e dei contenuti prodotti dai medici in officina key opinion leader PRODUCONO CONTENUTI evangelist 10 contenuti scientifici esempi di pratica clinica PRODUCONO CONTENUTI 50 medium prescribers ACOLTANO discussioni utilizzo prodotto FANNO DOMANDE farmaco domande & risposte moduli formazione 500 low or non immagini e video prescribers/ ASCOLTANOspecializzandi FANNO DOMANDE argomenti e strumenti per l’informazione medica sul farmaco RIELABORAZIONE dei contenuti PIATTAFORMA WEB prodotti dai medici in officina per la ISF : realizzazione di materiale di promozione supporto continuativo farmaco a supporto attività ISF alle attività di sales training & produzione contenuti ENRICO FISICHELLA - Business Models Design
    14. 14. do you need to innovate and deliver physicians and sale force focused services and design business best practice? we offer: - design of processes and systems - design of platforms technical features - design of client experience - design of marketing and sales models ENRICO FISICHELLA - Business Models Design
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