Sales and Marketing

Ten ways to drive performance
By Cognos Inc.
White paper
Cognos Inc. presents practical ways companies can begin corporate performance management (CPM) with alignment in their sales and marketing departments, two areas that have a significant impact on the bottom line.

Enabling pharmaceutical sales support to increase productivity and ...
By Dendrite International
White paper
According to this white paper by Dendrite International Inc., more than 70 percent of requests placed by pharmaceutical sales reps to a help desk relate to sales and marketing services. Pharmaceutical companies should view the help desk as support that can increase sales productivity and effectiveness.

Issues in complying with the Prescription Drug Marketing Act
By Cimquest Inc.
White paper
This white paper by Cimquest Inc. provides background on the development of the Prescription Drug Marketing Act (PDMA) and specific regulations associated with it, including distribution, storage, disposal, validation, security and enforcement.

Prescriptions for the smart and lean pharmaceutical company
By Capgemini
White paper
This 2003 Cap Gemini Ernst & Young/INSEAD survey provides a snapshot of the customer perspective on health care and examines how these customer needs will affect the relationship between pharmaceutical companies and their customers.

Customer intelligence management benchmark report
By Aberdeen Group
White paper
According to this 2005 white paper from Aberdeen Group, companies exemplifying best-in-class customer intelligence management practices reported greater than 25 percent improvement in revenues and customer acquisition and retention rates.

Alternative sales channel expands physician coverage at lower cost
By ICT Group
Case study
In this case study, ICT Group helps a pharmaceutical company spread the word about a new treatment for an under-diagnosed condition in men by using its Direct Response Medical Detailing program.

Modeling and detailing solution increases prescriptions and improves ROI
By ICT Group
Case study
In this case study, a major pharmaceutical company reaches a key doctor demographic by using ICT Group’s Direct Response Medical Detailing (DrMD), expanding its marketshare and significantly increasing the number of prescriptions written for an anti-infective agent product.

Analytical CRM for the pharmaceutical industry
By SAS Institute Inc.
White paper
This white paper by SAS discusses the ways in which analytical customer relationship management uses integrated warehousing, analytics and campaign planning and execution models that address relationships and predictive insights.

Book rebuff
White paper
This white paper by Pharmaceutical Research and Management Association identifies major claims in the pharmaceutical industry and provides accurate information and dispels errors and omissions.

Solvay Pharmaceuticals Inc. upgrades mobile workforce technology
By Dell Inc.
Case study
In this case study, Dell Services helps Solvay Pharmaceuticals Inc., a research-based pharma company, develop a mobile solution to manage its 1,000 remote field employees. It overcame delivery and deployment hurdles, provided effective asset management tools and offered financing options efficiently.