Formulating an effective CRM strategy (Strategy Focus)

Your Market Research Library

France: 0 810 810 847
Int. : +33 437 37 16 37

Your Market Research starts at Allbizreport !
Order here all your market reports, company profiles, country analysis, competitive intelligence ... upon any industries and countries :
20.000 market research, 5.000 company profiles, 150 industry monitor

Search a Market Research





	Advanced Search

Search a Company Profile

Home

Formulating an effective CRM strategy (Strategy Focus)
Market Briefing, August 2007, 1516 €

Description

IntroductionThis report is a study of the strategy that the pharmaceutical industry needs to take to enable higher profit margins - and how technology vendors can enable this through the use of CRM.ScopePharmaceutical companies need to increase drugs' profitability during its profit window A reduced sales force needs to be more effective - and this can be achieved through the effective use of CRM Sales and marketing should be coordinated - and CRM should be a part of this.HighlightsAs the pharmaceutical industry faces a number of pressures on their profit margins pharma companies need to ensure that they formulate a strong sales and marketing strategy.
Vendors can help pharma companies achieve this by helping achieve the most from their CRM installations.Reasons to PurchaseUnderstand the strategy that the pharma companies should be taking to achieve greater profit margins.
Learn how CRM can help pharma companies achieve their aims.
Understand how the unique characteristics of the pharma industry can be met through the effective use of CRM.

Sommaire

DATAMONITOR VIEW 1
CATALYST 1
SUMMARY 1
ANALYSIS 2
Pharma companies need to increase drugs' profitability during their profit window 2
Sales need to be more effective in a short period of time 2
Getting the message of the new drug across is essential 3
A genericized trademark is the 'holy grail' for pharmaceutical companies 4
Viagra - a success story of branding 5
CRM and unified communications can help to make a reduced sales force more effective 6
Unified communications will help to increase sales 6
An effective communication strategy is based around the sharing of information 6
Knowledge of the physician is crucial to making the most of the time spent with them 7
Having a flexible sales force can allow market changes to be cushioned and demands shifted 8
Pharma needs to come up with an effective long term sales strategy and be less conservative 8
CRM solutions should be part of creating a coordinated marketing and sales approach 9
Coordination means communication from all departments 9
At the heart of this approach must be sales and marketing working in tandem 10
Pharma companies need CRM solutions that manage both the patient and physician 11
Reaching the patient is continuing to increase in importance 11
Providing the patient with sufficient advice and information is crucial as they become key influencers 12
As pharmacogenomics becomes more prevalent pharma companies need an appropriate strategy 12
ACTIONS 13
Vendors need to provide CRM solutions that can target different customers 13
Coordinated CRM solutions are essential to provide pharma with increased profit margins 13
APPENDIX 14
Definitions 14
Methodology 14
Further reading 14
Ask the analyst 14
Datamonitor consulting 14
Disclaimer 15
List of Tables
Table 1: How likely are the following factors to affect or impact your prescribing decisions? 7
List of Figures
Figure 1: Increasing the profit from a drug during its lifecycle 3
Figure 2: Total CRM spending from 2006-2012 5
Figure 3: Market size for CRM by application from 2006-2012 in North America, Japan and EMEA 9
Figure 4: Diagram illustrating different strategies of pharmaceutical companies 10
Figure 5: Marketing Automation market size from 2006-2012 12