I recently spoke with Jane Portman, SVP, General Manager, Merkle Health, to discuss new sales and marketing trends within the pharmaceutical industry--particularly a focus on an increasing “virtual” space in which sales reps are forced to operate. We also talked about why 1:1 marketing is even more critical for pharma brands now, and will be in the future.
The full text of our conversation is below.
Allison Hartsoe is the Founder and CEO of Ambition Data. Her experience and passion for analysis allow her to see future trends and relate them all the way back to the tactical moves her clients need to make today. She has built and executed digital analytics strategies for Fortune 500 customers including Blackrock, BlueShield, Genentech, GlaxoSmithKline, HP, Intel, Microsoft, Nike, and Seagate. She is also a member of the C-Suite Network.
Serge Loncar started CareSpeak in 2011, guided by the belief that the mobile phone, as the most personal accessory, will play an increasingly important role in managing one's health. Prior to starting CareSpeak, Serge was the President of Songbird Hearing, the manufacturer and marketer of the first disposable over-the-counter hearing aid. Prior to that, he headed up strategic business development at cdnow.com, which was acquired by Bertelsmann AG. Serge also held numerous domestic and international brand marketing and sales positions at Johnson & Johnson health care and medical device divisions, and Pepsi Cola International in the USA and Europe. Serge received his MBA from New York University's Stern Business School after immigrating from Croatia.
For DMD’s Pharma Innovators Series, David Reim spoke with Serge Loncar, Founder and CEO of CareSpeak Communications, about the value in today’s marketplace of providing patients with an effortless way to manage their health using an advanced SMS platform like CareSpeak. This approach helps to achieve better outcomes by engaging patients and caregivers, improving medication compliance, and assisting with care coordination.
Devesh Verma, Ph.D., leads the Marketing Solutions practice at Axtria. His mission is to bring “customer centricity” to the heart of all marketing decisions. His solutions help marketing organizations transform their business models and generate higher returns from their promotional investments. Prior to joining Axtria, Devesh led Daiichi Sankyo’s hypertension and metabolic franchises to achieve record sales of over $3.3 billion. He also served on the Pharmaceutical Management Science Association (PMSA) Board from 2013 through 2017, during which time he launched the association’s virtual university program. Devesh’s experience also includes working for marketRx (acquired by Cognizant in 2007) and Delta Air Lines.
Richard Murphy is Senior Vice President, BPA Media and General Manager, iCompli – Technology Assurance. Richard leads BPA's Technology Assurance division, iCompli, specializing in Technology Auditing, Data Security and Privacy, Governance, Risk and Compliance. In addition, he manages BPA’s global operations, including the company’s U.S., Canada, EMEA, and China/Asia Pacific divisions. He is a licensed Certified Public Accountant (CPA) and a Certified Information Systems Auditor (CISA).
For DMD’s Pharma Innovators Series, David Reim spoke with Richard Murphy, Senior Vice President at BPA Worldwide, about the growing demand for accountability in digital media, particularly as it relates to online brand safety and digital ad fraud. As an independent, not-for-profit organization, BPA Worldwide audits media audiences and verifies compliance to government, industry, and organizational standards. These compliance and assurance services are especially welcome in pharma and healthcare, which are prime targets for digital ad fraud.
Olivier Chateau’s vision and desire for innovation is a driving force behind Health Union platforms, services and solutions. During his 10 years in pharmaceutical marketing, Olivier gained experience in consumer marketing, insight creation, digital technology, and analytics, which he leverages along with extensive commercial knowledge of the healthcare market to develop unique opportunities that connect patients, professionals and industry partners to improve health decisions. Olivier’s passion and enthusiasm for Health Union is contagious, inspiring others to think bigger, to be more creative, to do what hasn’t been done.
Dr. Augustine Fou is an industry-recognized thought leader in digital strategy and integrated marketing, and former Chief Digital Officer of Omnicom's Healthcare Consultancy Group, a $100 million agency group serving pharma, medical device, and healthcare clients. Dr. Fou has over 22 years of management consulting experience, creating and optimizing marketing across traditional and digital channels. Dr. Fou completed his PhD at MIT in Materials Science and Engineering at the age of 23.
Graduating from medical school in 2013, Paul Kudlow faced two frustrating challenges that he realized cause many doctors to feel immense pressure: (1) keeping up with the over 8,000 new articles published every 24 hours, and (2) ensuring that your published research gets read by your target audience. Aiming to help rectify this problem, Paul co-founded TrendMD with Alan Rutledge and Dr. Gunther Eysenbach. In addition to his work at TrendMD, Paul is completing a PhD in the area of bibliometrics and content discovery from the Institute of Medical Sciences at the University of Toronto, and is currently on leave of absence from his medical residency.
As part of DMD's Pharma Innovators Series, David Reim sat down with Paul Kudlow, MD, CEO and co-founder of TrendMD, to discuss how scholarly publishers are using data from digital channels to help physicians discover new and relevant research. Read more about how content companies are using technology to reshape business as usual.
William King is the founder and Executive Chairman of Zephyr Health, the Insights-as-a-Service leader harnessing the power of global health data to help Life Sciences companies engage the right physicians, accounts and institutions. He is passionate about creating innovative solutions to advance efficiency, strategy and tactical problem solving for healthcare companies. William holds a Bachelor of Science in Business Administration from the University of Denver. He currently resides in the Bay Area with his wife and three children.
As part of DMD's Pharma Innovators Series, David Reim sat down with William King, founder and executive chairman of Zephyr Health, to discuss his opinions about actionable data, data integration, and data from digital channels. Read more about how companies are using technology to reshape business as usual.
Would you be surprised to learn that pharma marketing has something in common with beer? Consider this.
Historically, Budweiser knew how many cases and kegs rolled off its delivery trucks and into specific bars or restaurants. Tracking sales was simply a matter of adding up the totals. Then point-of-sale data came along and the company could track whether it sold more beer by the bottle or draft. Sales and marketing strategies were adjusted to better serve specific markets.
