Axtria Research Hub

Executive insights and perspectives on the Pharmaceutical industry
Whitepaper
Pricing and Market Effects of Biosimilar Entry in the US
This white paper will provide insights into key questions as they pertain to the entry of biosimilars in the US market, pricing and market effects and the future of biosimilars in the US Market.
Whitepaper
The Importance of Governance in Your Incentive Compensation Program
In this white paper, we address the importance of IC Governance, its team make up, roles and responsibilities. We also go into the details of governing best practices towards plan administration along with the IC design process and key governance touch points.
Whitepaper
Designing Incentive Compensation Plans for Specialty Products
The focus of this white paper is to highlight key challenges in designing IC plans for promoting specialty drugs by a pharmaceutical sales force and recommended best practices when approaching them.
Article
Sales Analytics and Big Data Developments Needed Now to Address Sales Force Issues
The biopharmaceutical industry is undergoing significant changes. Most importantly, there is a shift toward greater company R&D focus on and launching of specialty medicines. While this shift solves some problems pharma has been facing, it has raised a whole new set of questions of sales and marketing...
Industry Survey
State Of Commercial Excellence 2017 - Part 1
Axtria recently launched a Commercial Excellence Survey to better understand the readiness of commercial organizations when facing these changing market realities. The survey included 60 questions covering multiple aspects of sales planning and execution maturity.
Whitepaper
Is it Time to Adjust the Pharma PDE Sales Force Optimization Model?
The question this white paper addresses is straightforward – Is it time to adjust the long-standing pharma PDE (primary detail equivalent) sales force optimization model? The PDE model has been the main metric biopharma companies have been using for the past 20+ years in sales response modeling, sales force....
Whitepaper
Global Pharma Pricing and Market Effects of President Trump’s Proposed Policies
President Trump campaigned to use the buying power of the federal government to directly negotiate downward the prices of drugs used by Medicare patients. The question this white paper addresses is what could this policy, if enacted, have on the structure of US and global drug pricing and associated market effects?
Blog
Implications From HEOR And RWE Models For Biopharmaceutical Commercial Analytics
The following blog is an expanded summary of proposed research accepted for delivery at the upcoming 22nd ISPOR Annual International Meeting, Research Poster Presentations - Session I, entitled “Health Care Use & Policy Studies”.
Whitepaper
Make US Pharma Great Again!? - Part 2
Recent quotes from pharma CEOs about the effects of President Trump’s potential policy actions clearly point to added elements of risk and uncertainty for the industry.This comes at a time when industry executives are already facing a myriad of difficult challenges. CEO quotes focus on pricing and innovation & intellectual property (IP) issues, these being the life-blood of any pharma company for the long run.
Whitepaper
Make US Pharma Great Again!? - Part 1
The surprise election of Donald Trump as President of the United States has thrown greater uncertainty into many industries and individual companies on the receiving end of his verbal comments during speeches, interviews, and tweets. One industry in particular has received special attention – US pharma.
Whitepaper
Econometric Analysis Of Biopharmaceutical Transfer Pricing
The shift to commercializing specialty medicines, where market performance will be predicated on the demonstration and delivery of scientific evidence, will mean the importance of intangible assets like intellectual property (IP) will be fundamental to future biopharmaceutical financial success.
Whitepaper
Pharma Sales And Marketing Restrictions – Has the Pendulum Swung Too Far?
The question this commentary asks is simply this - has the pendulum swung too far in the direction of excessive restrictions on sales and marketing practices of biopharmaceutical companies to the point that they now may well stifle the very innovative environment needed by companies to meet the scientific demands and expectations of society?
Whitepaper
Patient Claims Versus EHR Data – How To Choose Between The Two?
The topics this white paper will review are which dataset is more appropriate for answering certain types of business questions, look at some cases from the academic literature that apply each dataset, and state implications these datasets have for the development and execution of future biopharma commercial analytics.
Whitepaper
Is Biopharmaceutical Industry Drug Demand Becoming More Recession Sensitive?
The Great Recession in the U.S. not only marked a period of the longest and by many measures the largest economic downturn since The Great Depression of the 1930’s, but also altered assumptions by business executives about the relationship between recessions and biopharma industry drug demand.
Whitepaper
The Relationship Between Drug Price Controls And Patient Health Outcomes
No long-term “solution” on drug pricing has emerged gaining broad consensus among public policy officials and politicians, patient advocacy groups, medical and health service researchers, biopharma industry representatives, and healthcare professionals.
Whitepaper
Do You Know The Answers To Your Important Territory Alignment Questions
Do you know the answers to your important territory alignment questions? Or put another way, do you approach answering questions on your territory alignment issues like the blind squirrel? This approach, while getting lucky a few times, is a poor recipe for sustained business success given the highly complex life sciences environment that now confronts senior executives and operational leaders.
Whitepaper
The Changing Role Of Pharma Sales And Marketing In A Specialty Medicine Environment
The growing shift to specialty medicines in the US pharma market is well documented. Pricing issues are becoming more common and controversial, with questions being raised about the sustainability of increasing sales revenue mainly through pricing.
Whitepaper
Latest Pharma R&D Cost Estimates – Implications For The Expanded Use Of Commercial Analytics
The latest pharma R&D cost estimates illustrate that greater pressures will increasingly be placed on companies to find greater cost efficiencies, reduce risks, improve pipeline productivity, and sustain a ROI on R&D spending needed for long-term drug development and commercial success.
Whitepaper
Impact Of State Pharmacy Drug Product Selection Laws On Patient Brand - Generic Drug Utilization
The pharmacy channel has been an under-studied area by drug companies relative to greater focus on physicians, managed care, hospitals, and patients/consumers. This paper sheds empirical light on the effects of potential pharmacist involvement and motivations in brand-to-generic drug...
Blog
Commercial Operations Capabilities Excellence And Business Performance
Pharmaceutical companies spend a substantial amount of money on sales & marketing (S&M). One recent article noted the top 10 pharma companies spent $98.3 billion on S&M in 20131. Internal pharma company commercial operations units (skill center functions that support and connect S&M) ...
Whitepaper
The Evidence Supporting Sales Rep Access Restrictions To Physicians – “Where’s The Beef?”
The last 10-15 years have seen an explosion of articles in major health policy and medical journals advocating severely restricting or banning biopharmaceutical sales rep access to physicians in all settings. With very few exceptions, the prevailing narrative has gone unchallenged.
Blog
Biosimilars In The US - Will They Deliver On The Promise?
Research presented from Mylan Pharmaceuticals at the recently held 2016 annual meeting of the American Society of Clinical Oncology (ASCO) generated excitement within the medical community in demonstrating comparable clinical trial results of their biosimilar drug Myl-14010 to Herceptin from Roche.
Whitepaper
Challenges To Traditional Pharma Incentive Compensation Plan Design
Changes in emerging environmental trends facing the pharma industry are requiring companies to rethink different strategic and operational sales force plans that ultimately drive new outcome measures.
Whitepaper
The Pricing Challenge Of Pharma's Shift To Specialty Medicines
The shift to specialty medicines has opened up for pharma companies a wealth of opportunities in addressing unmet medical needs of patients and improve the cost of care. This shift has also brought significant challenges, especially in the form of pricing and market access in an environment that is becoming increasingly resistant to higher cost drugs.
Whitepaper
Measuring Sales Rep-Physician Relationship Disruption In Sales Force Optimization
There is a growing importance of maintaining sales rep-physician relationships and accounting for their disruption in sales force optimization and territory alignment analyses. This will become even more crucial as the industry increasingly moves toward launching specialty medicines and...
Whitepaper
Pricing and Market Effects of Biosimilar Entry in the US
This white paper will provide insights into key questions as they pertain to the entry of biosimilars in the US market, pricing and market effects and the future of biosimilars in the US Market.
Whitepaper
The Importance of Governance in Your Incentive Compensation Program
In this white paper, we address the importance of IC Governance, its team make up, roles and responsibilities. We also go into the details of governing best practices towards plan administration along with the IC design process and key governance touch points.
Whitepaper
The focus of this white paper is to highlight key challenges in designing IC plans for promoting specialty drugs by a pharmaceutical sales force and recommended best practices when approaching them.
Article
Sales Analytics and Big Data Developments Needed Now to Address Sales Force Issues
The biopharmaceutical industry is undergoing significant changes. Most importantly, there is a shift toward greater company R&D focus on and launching of specialty medicines. While this shift solves some problems pharma has been facing, it has raised a whole new set of questions of sales and marketing...
Industry Survey
State Of Commercial Excellence 2017 - Part 1
Axtria recently launched a Commercial Excellence Survey to better understand the readiness of commercial organizations when facing these changing market realities. The survey included 60 questions covering multiple aspects of sales planning and execution maturity.
Whitepaper
Is it Time to Adjust the Pharma PDE Sales Force Optimization Model?
The question this white paper addresses is straightforward – Is it time to adjust the long-standing pharma PDE (primary detail equivalent) sales force optimization model? The PDE model has been the main metric biopharma companies have been using for the past 20+ years in sales response modeling, sales force....
Whitepaper
Global Pharma Pricing and Market Effects of President Trump’s Proposed Policies
President Trump campaigned to use the buying power of the federal government to directly negotiate downward the prices of drugs used by Medicare patients. The question this white paper addresses is what could this policy, if enacted, have on the structure of US and global drug pricing and associated market effects?
Blog
Implications From HEOR And RWE Models For Biopharmaceutical Commercial Analytics
The following blog is an expanded summary of proposed research accepted for delivery at the upcoming 22nd ISPOR Annual International Meeting, Research Poster Presentations - Session I, entitled “Health Care Use & Policy Studies”.
Whitepaper
Make US Pharma Great Again!? - Part 1
The surprise election of Donald Trump as President of the United States has thrown greater uncertainty into many industries and individual companies on the receiving end of his verbal comments during speeches, interviews, and tweets. One industry in particular has received special attention – US pharma.
Whitepaper
Econometric Analysis Of Biopharmaceutical Transfer Pricing
The shift to commercializing specialty medicines, where market performance will be predicated on the demonstration and delivery of scientific evidence, will mean the importance of intangible assets like intellectual property (IP) will be fundamental to future biopharmaceutical financial success.
Whitepaper
Pharma Sales And Marketing Restrictions – Has the Pendulum Swung Too Far?
The question this commentary asks is simply this - has the pendulum swung too far in the direction of excessive restrictions on sales and marketing practices of biopharmaceutical companies to the point that they now may well stifle the very innovative environment needed by companies to meet the scientific demands and expectations of society?
Whitepaper
Patient Claims Versus EHR Data – How To Choose Between The Two?
The topics this white paper will review are which dataset is more appropriate for answering certain types of business questions, look at some cases from the academic literature that apply each dataset, and state implications these datasets have for the development and execution of future biopharma commercial analytics.
Whitepaper
Is Biopharmaceutical Industry Drug Demand Becoming More Recession Sensitive?
The Great Recession in the U.S. not only marked a period of the longest and by many measures the largest economic downturn since The Great Depression of the 1930’s, but also altered assumptions by business executives about the relationship between recessions and biopharma industry drug demand.
Whitepaper
The Relationship Between Drug Price Controls And Patient Health Outcomes
No long-term “solution” on drug pricing has emerged gaining broad consensus among public policy officials and politicians, patient advocacy groups, medical and health service researchers, biopharma industry representatives, and healthcare professionals.
Whitepaper
Do You Know The Answers To Your Important Territory Alignment Questions
Do you know the answers to your important territory alignment questions? Or put another way, do you approach answering questions on your territory alignment issues like the blind squirrel? This approach, while getting lucky a few times, is a poor recipe for sustained business success given the highly complex life sciences environment that now confronts senior executives and operational leaders.
Whitepaper
The Changing Role Of Pharma Sales And Marketing In A Specialty Medicine Environment
The growing shift to specialty medicines in the US pharma market is well documented. Pricing issues are becoming more common and controversial, with questions being raised about the sustainability of increasing sales revenue mainly through pricing.
Whitepaper
Latest Pharma R&D Cost Estimates – Implications For The Expanded Use Of Commercial Analytics
The latest pharma R&D cost estimates illustrate that greater pressures will increasingly be placed on companies to find greater cost efficiencies, reduce risks, improve pipeline productivity, and sustain a ROI on R&D spending needed for long-term drug development and commercial success.
Whitepaper
Impact Of State Pharmacy Drug Product Selection Laws On Patient Brand - Generic Drug Utilization
The pharmacy channel has been an under-studied area by drug companies relative to greater focus on physicians, managed care, hospitals, and patients/consumers. This paper sheds empirical light on the effects of potential pharmacist involvement and motivations in brand-to-generic drug...
Blog
Commercial Operations Capabilities Excellence And Business Performance
Pharmaceutical companies spend a substantial amount of money on sales & marketing (S&M). One recent article noted the top 10 pharma companies spent $98.3 billion on S&M in 20131. Internal pharma company commercial operations units (skill center functions that support and connect S&M)...
Whitepaper
The Evidence Supporting Sales Rep Access Restrictions To Physicians – “Where’s The Beef?”
The last 10-15 years have seen an explosion of articles in major health policy and medical journals advocating severely restricting or banning biopharmaceutical sales rep access to physicians in all settings. With very few exceptions, the prevailing narrative has gone unchallenged.
Blog
Biosimilars In The US - Will They Deliver On The Promise?
Research presented from Mylan Pharmaceuticals at the recently held 2016 annual meeting of the American Society of Clinical Oncology (ASCO) generated excitement within the medical community in demonstrating comparable clinical trial results of their biosimilar drug Myl-14010 to Herceptin from Roche.
Whitepaper
Challenges To Traditional Pharma Incentive Compensation Plan Design
Changes in emerging environmental trends facing the pharma industry are requiring companies to rethink different strategic and operational sales force plans that ultimately drive new outcome measures.
Whitepaper
The Pricing Challenge Of Pharma's Shift To Specialty Medicines
The shift to specialty medicines has opened up for pharma companies a wealth of opportunities in addressing unmet medical needs of patients and improve the cost of care. This shift has also brought significant challenges, especially in the form of pricing and market access in an environment that is becoming increasingly resistant to higher cost drugs.
Whitepaper
Measuring Sales Rep-Physician Relationship Disruption In Sales Force Optimization
There is a growing importance of maintaining sales rep-physician relationships and accounting for their disruption in sales force optimization and territory alignment analyses. This will become even more crucial as the industry increasingly moves toward launching specialty medicines and...