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New model pharma business: an operative project
1. The document discusses a new business model for pharmaceutical companies to more efficiently engage with physicians through growing participation chains. 2. It proposes developing an interactive web-based platform to connect a company's ecosystem of employees, physicians, projects teams, prospects, opinion leaders, and sales network. 3. The platform would allow physicians around the world to share medical knowledge, images, videos, and discuss treatments through articles, forums and other collaboration tools. It would also support sales reps and provide reliable service to physician targets.
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New model pharma business: an operative project
- 1. a profitable newbusiness model for pharma how growing partecipation chains will grow sales ENRICO FISICHELLA - Business Models Design
- 2. The challenge: efficientlyenable 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. pharma companies needan 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. Two-thirds of physiciansuse 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 development Manhattan Research 2009, 2010 Sermo,com Compete.com ENRICO FISICHELLA - Business Models Design
- 5. before selling wemust engage how............ ENRICO FISICHELLA - Business Models Design
- 6. 1 opening up the possibility of outiside-in pattern, running platform that connects the company ecosystem: employee, physicians, project teams, prospects, opinion leaders, sales network ENRICO FISICHELLA - Business Models Design
- 7. 2 developing platform that manage multi-channels live meetings congresses symposia smart phone Ipad web site community spaces sales reps international branches ENRICO FISICHELLA - Business Models Design
- 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. to support salesreps and to give a reliable service to physicians target we design a double-side web-platform Community on line FOR PHYSICIANS ONLY ISF KNOWLEDGE SHARING WEB-PLATFORM ENRICO FISICHELLA - Business Models Design
- 10. visuals of theproducts news, 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. 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. business model thatexplains the mechanism by which the company develop the community of doctors and benefits from hearing ENRICO FISICHELLA - Business Models Design
- 13. la comunità deimedici 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/ ASCOLTANO specializzandi 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. do you needto 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