Slide should be filled in by country team under guidance of project team Information may be used to focus activities on most important stakeholders in value chain Information should be based on current information but include expectations on future development Description Espicom country reports (may be available in Sandoz Business Intelligence) WHO: European Observatory on Health System and Policies (http://www.euro.who.int/observatory) Nomura Report on generics in Europe (available in Sandoz Business Intelligence) Sandoz experts Data sources (examples)
StratPlan 2007-12
IMS Precision Sales Force Methodologies. As a result of many hundreds of client engagements where on average only 35% of rep call activity is in the optimal range in terms of targeting and call effectiveness IMS invested in developing a set of best practice methodologies and analytics supported by a sophisticated optimization tool platform and information assets to deliver best in class improvements in Sales effectiveness. From a sample of 50 projects over twelve countries we can see that each stage in the SFE process yields these typical revenue gains. These projects have all taken place in a time when there are changing healthcare market environments and sales models - in particular moving from pure rep detailing of individual prescribers to incorporate new influencers and decision makers such as Primary Care Trusts and Commissioning groups in the UK, sick funds in Germany and County Councils and Polyclinics in Sweden. These changes result in different sales models such as account based selling that further complicate sales force sizes, structures and compensation schemes. As a result IMS continues to invest in information assets, advanced analytics and consulting capabilities to address these complexities. New ways of segmenting the market and metrics such as share of voice per segment as well as Anonymous Patient Level Data are all increasing the understanding of prescribers, their decisions, patient needs and environmental constraints.
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