Patient-Level Data: A New Level of Analysis

The new kid on the block is patient-level data. Unlike physician-level data that describes the wholesale activity of Dr. John Smith as writing say 50 scripts of Lipitor, patient-level data zooms in on the patients of Dr. John Smith and specifies patient by patient who actually gets Lipitor.

Developing Win-Win Key Opinion Leader Relationships

This article features results from research by Cutting Edge Information, a pharmaceutical business intelligence firm in Durham, North Carolina. Cutting Edge studied winning practices in thought leader management and has worked closely with more than a dozen KOL management executives from industry leaders, such as Pfizer, AstraZeneca and GlaxoSmithKline.

PhRMA Code Helps Re-define Roles of Medical Affairs and Marketing

A power shift from marketing to medical affairs may be the result of the new PhRMA Code on Interactions with Healthcare Professionals as well as the final Compliance Program Guidance for Pharmaceutical Manufacturers issued on April 28, 2003, by the HHS Office of Inspector General (OIG).

The FTC-Lilly Consent Decree: What it Means for PHARMA Vendors and Partners

The 2002 settlement between ELi Lilly and the FTC regarding 'unauthorized disclosure of sensitive personal information collected from consumers' has an impact beyond Lilly. It also affects its agents who collect personally identifiable information from consumers in 'connection with the advertising, marketing, offering for sale, or sale of any pharmaceutical productÂ…' Such agents could include interactive agencies that build and maintain Web sites, direct marketing agencies, fulfillment centers, market researchers, etc. If you are a pharmaceutical service provider, read this commentary to learn what you need to do to be compliant with privacy and security standards demanded by your pharma clients.

CME Provider/Pharmaceutical Partnerships – Are They Possible Without Conflict of Interest?

What strategies should a pharmaceutical company follow to ensure a successful partnership with an academic CME provider? What's an appropriate measure for outcomes (ROI)? What % of income from academeic CME programs comes from pharma support?

Integrating Online and Offline Marketing: Challenges for Pharma

This article focuses on challenges pharma faces integrating their emarketing expertise into brand teams and integrating their online and offline marketing campaigns. Can pharma marketers learn anything from the consumer packaged goods industry?

Guidelines for Off-label Communications

Off-label information distribution by pharmaceutical companies to physicians is legal and in common practice, though 'off-label confusion' might be the better term. This article reviews several court cases relating to false claims associated with off-label communications and suggests seven steps to safely for marketing a pharmaceutical product for an unapproved indication.

The Impact of eDetailing

The number of pharmaceutical sales representatives has increased sharply in recent years. More than 90,000 representatives compete for the attention of 650,000 practicing physicians, only 125,000 of whom are top-tier prescribers. Some people, maybe physicians most of all, hope that online detailing (eDetailing) will reduce the number of office visits from all these pharmaceutical sales representatives chasing after the same docs. This article reviews a presentation on this provocative topic made by David Hauben, Director of eBusiness at Aventis Pharmaceuticals at a recent industry conference.

Top Companies, Classes, and Products in the DTC Space

This article provides an overview of DTC spending YTD 2002 compared with YTD 2001. The sources the data are Verispan's Source Prescription Audit and other market research.

The Future of eDetailing

This article reviews a presentation made by David Ormesher, CEO of closerlook, inc. at the recent CBI eDetailing Conference in which he said, The future of eDetailing is physician relationship management. The benefits of creating long-term relationships include brand loyalty, detailed customer intelligence and sales integration with the field force.
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