Sales and Marketing Best Practices
Best Practices, LLC has conducted extensive research in the field of Sales and Marketing. Browse through and sample our published Sales and Marketing research in the topics below:
| |  | Ensuring Brand & Health Safety from Parallel Importation and Counterfeits  
Study Overview
This 66-slide presentation examines how companies organize Brand Security functions to safeguard against unauthorized parallel imports and counterfeit products across business units and geographies. Pharmaceutical, biotech and manufacturing companies can benefit from this presentation as it details operational tactics to safeguard brands, as well as potential pitfalls to those tactics.
Key Topics
Key Findings
Operational Tactics to Safeguard brands
Structure, Staff and Resource Investment in the Brand Security Function
Brand Security Processes and Procedures
Top Lessons Learned
Key Findings
The supply chain rates as an area of key concern for most pharmaceutical companies. Those companies that can deal with potential problems at the supply chain level are better positioned to control brand security.
Tamper-evident packaging is seen as one of the best manufacturing approaches to safeguard pharmaceutical products as 91% find it to be an effective tactic. Ongoing expense and regulatory concerns were the most frequently cited implementation elements to be managed for this tactic.
Below are two examples of safeguards that proved to be useful to many companies:
Trademark Safeguards: Trademark and name differentiation are the highest rated safeguards on this brand security front.
Regulatory Safeguards: Proper labeling showing that the drug adheres to manufacturing standards is the preferred regulatory safeguard.
Methodology
This document is the result of a Best Practices, LLC project for a pharmaceutical Business Excellence Board client. It is based on the survey responses of 11 leading benchmark partners in the pharmaceutical, biotech and manufacturing industries.
Supporting Successful Oncology Product Launches: Tactics for Educating Patients
Non-members: Click here to review a complimentary excerpt from "Supporting Successful Oncology Product Launches: Tactics for Educating Patients"
Note: Data in this study are segmented to present views for Total Benchmark Class and Oncology respondents.
Study Overview
The bio-pharmaceutical marketplace - and the oncology therapeutic area in particular - continues to evolve as new medicines and technologies create valuable market opportunities. It's in this competitive and challenging environment that organizations with new oncology products are scrutinizing their strategies and tactics to support market education for patients.
This field research and benchmarking study probes the types and value of medical education and marketing tactics used to inform patient groups about new therapies - and oncology therapies in particular. A quantitative survey helped identify patient education strategies and tactics that organizations use pre- and post-launch. Qualitative and quantitative data is presented across a broad array of educational approaches, from public relations and new technologies to advocacy groups and early access plans.
Marketing executives can use this research to compare their patient education strategies and tactics with those of leading organizations.
Key Topics
Summary of Key Insights, Findings and Lessons Learned
Research Participants, Launch Experience, and Therapeutic Area Demographics
Early Access Programs: Helping Patients & Expanding Physicians Experience
Post-Approval Early Access Programs: Helping Patients, Physicians and Marketplace Buzz
Inform Patients Through Education & Advocacy Group Collaborations
Use PR & New Technologies For Leveraged Reach to Patients
Use New Technologies For Educating & Informing Patients
Allocate Market Education Mix To Reflect Therapeutic Area Needs & the Competitive Landscape
Voices From the Field: Best Practices, Lessons Learned & Pitfalls To Consider
Future Trends & Issues
Sample Key Metrics
Appropriate time to start each activity for educating patients and advocacy groups
Top five most important activities for educating Oncology patients and advocacy groups
Percentages of participants indicating PR Tool is effective during pre-launch/launch
Effectiveness ratings given to different calls-to-action leading patients to Web sites
Importance of various tactical elements influencing Public Relations Marketing effectiveness
Importance of various tactical elements influencing Public Relations effectiveness
Percentage of resources to be invested ideally in different educational categories
Sample Key Findings
Using Public Relations & Technology: New technologies and PR are both “leveraged,” cost-efficient tools for education. Both permit less control than companies customarily want. The development and pre-launch cycle offer many opportunities to use new technologies (e.g. Social Media, Internet, YouTube/Video communication channels) to educate physicians, patients, payers and government.
Winning Payers On Board: Commence work earlier than in past to win payers, who are increasingly important to market entry in both oncology and diabetes. Focus on cost and health outcomes. Understand payer needs and engineer them increasingly into clinical trials.
Methodology
Research was conducted through surveys and inteviews. Research participants included 34 executives and managers from 26 leading pharmaceutical, biotech and medical device companies. Oncology/Immunology research participants included 11 executives and managers at 11 different industry leading companies. Insight was drawn from successful and well known cancer / immunology treatments as well as compounds that are awaiting FDA approval or in Phase II & III clinical development.
Effectiveness of Pharmaceutical Lifecycle Management Tactics
Study Overview
This survey-based benchmarking exchange was designed to understand how companies can extend and optimize the value of pharmaceutical products as they enter the late mature phase of the product life cycle. This study identifies those activities that have proven to be successful life cycle management techniques for the late mature phase. These tactics can help extend product life, find new markets and continue product growth.
Pharmaceutical, medical device and biotech companies can benefit from this 54-slide presentation on the most commonly utilized life cycle management strategies.
Key topics
Tactic Use - Frequency
Tactic Use - Success Rate
Months Gained
Incremental Revenues Gained
Considerations Before Use
Time Required for Success
Funds Required for Success
Challenges
Key Success Factors
Response Matrix
Key Findings
Successful lifecycle management tactics gained companies as much as 10 years of additional product life.
The average number of months gained by respondents using LCM strategies ranged from two to 78 months.
The top five most used tactics are also the top five most frequently successful tactics. Those are: new formulations, new indications, publication strategy, thought leaders and line extensions.
Methodology
This document is the result of a Best Practices, LLC project for a pharmaceutical Business Excellence Board client. It is based on the survey responses of 11 leading benchmark partners in the
pharmaceutical industry.
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