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Pharma’s journey towards the multichannel rep

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The multichannel rep is one of the most important near term tactics for most pharma execs… but how is it faring? Join us for the next instalment of our 1000 to 1 series – to see whether the reality of the multichannel rep is within reach for pharma today: https://goo.gl/qrYTDa

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Pharma’s journey towards the multichannel rep

  1. 1. 02/10/2018Proprietary and Confidential Information© Across Health1 Pharma’s journey towards the multichannel rep
  2. 2. 02/10/2018Proprietary and Confidential Information© Across Health2 It's clear that the traditional field force will need to adapt in the future
  3. 3. 02/10/2018Proprietary and Confidential Information© Across Health3 “ ” Is pharma finally realising where it needs to go? Pharmaceutical companies are looking to re-engineer their customer engagement models to respond to evolving customer needs… As rep access to physicians continues to plummet, the role of the field force is under the microscope. It’s clear that the traditional reliance on field force is no longer enough.
  4. 4. 02/10/2018Proprietary and Confidential Information© Across Health4 Priorities of pharma companies • A significant number of pharma professionals (25%) recognise customer journey optimisation as the most important priority for the near future. • Transforming the rep field force follows as the second most relevant topic. Source: The Across Health Multichannel Maturometer, 2017 Global, N=256
  5. 5. 02/10/2018Proprietary and Confidential Information© Across Health5 • The most common digital rep tactics used today are tablet detailing, rep email, remote engagement and HCP self-service websites. However, their adoption across Europe is varied. Field force transformation in action Source: The Across Health Multichannel Maturometer, 2017 Global, N=256
  6. 6. 02/10/2018Proprietary and Confidential Information© Across Health6 • Digital rep channels are high impact channels in their own right. Among EU5 specialists, the impact of tablet detailing, rep email and remote detailing is similar to sales reps. Channel validation with data Source: The Across Health Navigator 2017, N=3158, EU5 scope, Specialists
  7. 7. 02/10/2018Proprietary and Confidential Information© Across Health7 Knowing where the rest of the industry is moving can help you benchmark your channel performance, and see what the biggest levers are for your multichannel excellence. For further, deeper, and more detailed insights check the Multichannel Maturometer
  8. 8. 02/10/2018Proprietary and Confidential Information© Across Health8 More on the rep transformation… “Just 6% of specialists today in EU5 have experienced the concept of the true multichannel rep…” View Beverly Smet remarks upon current priorities in the pharma industry and how effective channel deployment can be vital in today’s landscape Read more
  9. 9. 02/10/2018Proprietary and Confidential Information© Across Health9 We can provide you with robust insights and strategic support to increase your ability to become an industry leader! Customer journey enhancement and field force transformation as top priorities for pharma companies is a step in the right direction. Read more in our blog! One picture says more than a 1000 words…

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