Pharma Marketing Network

The Pharmaceutical Regulatory and Compliance Congress and Best Practices Forum has been established as a direct result of the heightened need for corporate compliance programs, increased government scrutiny and new regulations being imposed upon the pharmaceutical industry.

Product managers may take more risks than necessary and there may be few regulations that define a bright line between allowed and not allowed activities.

For Customer Relationship Management (CRM) to work, both IT and marketing must work together. To offer more effective, coordinated communications, pharma companies need lots more data from their customers and must be able to use this data intelligently. That is what CRM is all about.

This article is a summary of a panel discussion at CBI's 6th Forum on Customer Relationship Management for the Pharmaceutical Industry, held in New York City, October 17-18, 2003. The panel was chaired by Michael C. Lengel, Partner at Peppers and Rogers Group, and included Sharon Reffett, Director of Customer Systems and Administration at Allergan, John Vaeth, Director, CRM Capability Development at Biogen, and Wendy Jackson, President, Direct Marketing at Publicis.

This article is a summary of a panel discussion at CBI's 6th Forum on Customer Relationship Management for the Pharmaceutical Industry, held in New York City, October 17-18, 2003. The panel was chaired by Michael C. Lengel, Partner at Peppers and Rogers Group, and included Sharon Reffett, Director of Customer Systems and Administration at Allergan, John Vaeth, Director, CRM Capability Development at Biogen, and Wendy Jackson, President, Direct Marketing at Publicis.

Real World examples of CRM assessment and initial implementation, highlighting early best practices in CRM deployment was the theme of a panel discussion at CBI's 6th Original Forum on Customer Relationship Management (CRM) for the Pharmaceutical Industry, held in New York City, October 17-18, 2003. This article summarizes the panel discussion.

This article features the thoughts of Derek Evans, Vice President, Global Solutions Marketing at Dendrite International, on how to put the customer back in Customer Relationship Management. In addition to reinforcing the problems of too many reps, limited physician access, and physician dissatisfaction with the reps' level of knowledge, Evans emphasized the compound effect of excessive focus on high prescribers and the restrictions of formularies and government regulations.

This article features the thoughts of Derek Evans, Vice President, Global Solutions Marketing at Dendrite International, on how to put the customer back in Customer Relationship Management. In addition to reinforcing the problems of too many reps, limited physician access, and physician dissatisfaction with the reps' level of knowledge, Evans emphasized the compound effect of excessive focus on high prescribers and the restrictions of formularies and government regulations.

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.

Pharmaceutical companies are under growing pressure to increase the effectiveness and ROI of their SFA/CRM systems. Attend CBI's 6th Forum on Customer Relationship Management for the Pharmaceutical Industry and learn strategies for maximizing customer profitability, improving market campaign effectiveness and optimizing multi-channel interactions with customers.