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Do You Know the Answers to Your Important Territory Alignment Questions

The Changing Role of Pharma Sales and Marketing in a Specialty Medicine Environment

Challenges to Traditional Pharma Incentive Compensation Plan Design

Measuring Sales Rep – Physician Relationship Disruption in Sales Force Optimization & Territory Alignment Analyses

Latest Pharma R&D Cost Estimates – Implications for the Expanded Use of Commercial Analytics

Impact of State Pharmacy Drug Product Selection Laws on Patient Brand – Generic Drug Utilization

The Pricing Challenge of Pharma’s Shift to Specialty Medicines

Driver Score – The New Paradigm

The Evidence Supporting Sales Rep Access Restrictions to Physicians – “Where’s the Beef?”

At Supplier Management crossroads?

Deploying K Nearest Neighbor Modeling Methodologies for Real World Problems

A Mathematical Framework for Privacy Risk

Operational Risk Management in Banks

Basel Downturn- Identification & Estimation

Borrower Centrism- Bring ‘Service’ back into Mortgage Servicing

Behavioral Segment Based Stress Testing Using Markov Chain

Evolution of SDLC

Portfolio Stress Testing Methodologies

Claim Operations Optimization

Enabling Smarter Commercial Model Experimentation

Linking Customer Focus with Business Performance

Risk Basel Methodology Implementation

Is Channel ROI Dead?

Improve STAR Rating with Analytics led Therapy Adherence

Operational Risk Computation

Creating an Effective And Motivating IC Plan

Better reporting with the iPad

Mortgage Servicer – You’ve Got Information!

Payer Influence on Product Performance in Pharmaceutical Industry

Telematics- Watching Your Every Move

The Agile and Adaptive Sales Territory Alignment

Effective quality assurance for bank

From “Sick” Care to “Health” Care: Analytics Driven Transformation

Account Based Models In An Institutional Setting

The Recent Woes of Non-Bank Mortgage Servicers

Case Studies

Implementing a Clinical Quality Scorecard for a large Hospital Network

How Online Advertisements Drive Offline Sales for a Major CPG Client

Measure efficiency of web registration process for a leading Auto insurer

Customer Journey Analytics for a BCBS Payer

Incentive Compensation Program for a Medical Device Company

Re-haul the loan conversion process

Improved conversion rate and market share for a major online travel agency

Top Tier Pharma Firm – Call Planning Implementated for Multiple Sales Forces

Acquisition and Initial Line Assignment Strategy Design- US Credit Card Issuer

Digital keyword optimization engine for a leading retailer

Customer Valuation Analytics to Ensure Customized Targeting

Customer loyalty program for the largest electronic retailer in the world

Stress Testing for Basel Models




Sales Planning & Operations
PMSA is partnering with Axtria to bring the pharma analytics community a special five-part webinar series on Sales Planning & Operations.

Session 1: Promotion Response Modeling
Presenters: David Wood, PhD and Rajnish Kumar
Promotion response modeling (PRM) quantifies the impact of promotional activity on customer behavior (e.g. physician prescribing),and is truly foundational to applied management sciences in sales and marketing. Questions to be covered in this session include: What is Promotion Response Modeling? What are the benefits? What are the building blocks to do promotion response modelling? What decisions are involved? What does it look like?



Session 2: Sales Force Sizing & Portfolio Optimization
Wednesday, September 30, 2015 | 12:00 PM - 1:00 PM ET
Presenters: David Wood, PhD and Rajnish Kumar
This webinar describes the various approaches to determining the best sales force size, and situations when it is appropriate to use a given method. We will also explore portfolio optimization and scenario analysis. Building on the first webinar, questions covered will include: What are the building blocks? What decisions are involved? What does it look like? And of course, what are the lessons learned?



Session 3: Territory Alignments & People Placement
Presenters: Charlie Thompson and Nitin Sethi
Territory alignment is one of the first tactical steps in implementing a chosen sales force strategy, where sales force structure and geographic resource allocation decisions are set into reality. More importantly, a well-executed alignment process enables sales leadership to embed the intended strategy as communication and change management cascades through the sales organization. Questions covered will include: What does a territory realignment process look like? What decisions are involved? Which techniques and tools are used? The wrap up will include lessons learned.

Session slides coming soon!



Session 4: Targeting & Call Planning
Wednesday, October 28, 2015 | 12:00 PM - 1:00 PM ET
Presenters: Chet Baboor and Vineet Rathi
The webinar series continues by exploring tactical targeting and call planning. In today’s tough environment (“doing more with less”, shrinking sales forces, reduced physician access, influence migrating from physician to system/payer contracts, etc.), we see pharma companies using ALL available resources (process, analytics, data sources, field input, etc.) to enhance targeting and call planning processes. Questions covered will include: What are the benefits of call planning? What are typical analytical approaches and techniques? What decisions are involved? How to we reconcile conflicting stakeholder priorities (marketing – sales; HQ – field)? What does it look like? What have we learned?



Session 5: Incentive Compensation
Wednesday, October 28, 2015 | 12:00 PM - 1:00 PM ET
Presenters: Asheesh Sharma, Erik Christianson and Peter Koniaris
The webinar series wraps up with an overview on incentive compensation (IC). Where to begin... how to end (on time) … we could discuss incentives for a week! Questions covered will include: Why do we spend so much time and effort on incentives? What are typical IC plan types? What do they look like? What are the emerging trends? And finally, what lessons have we learned?



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