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How to respond to what
healthcare professionals are
telling us?
Industry survey
25 June – 18 July 2014
Between 25 June and 18 July 2014,
Agnitio ran a survey to discover how well
the industry is responding to healthcare
professionals’ needs. The survey included
an expert panel discussion and a
questionnaire in which 192 professionals
took part.
Continue reading to access all the
findings.
About this survey
2
Key findings
3
The industry is not satisfied by how
well they are responding.
Other industries are believed to be
more customer-responsive.
There is an opportunity to
individualize content more.
Medical compliance and organizational
issues are holding the industry back.
Most respondents work in marketing, and come
from different organizational levels and countries
4
Marketing Sales IT Other Local National Regional International
Respondents are employees of a wide variety
of companies in the pharmaceutical industry
5
Company type Company size
1001+ employees (28%)
201-1000
employees (20%)
51-200 employees
(16%)
2-50
employees
(31%)
1
(5%)
Pharma(52%)
Agency to
Pharma
(19%)
Consultant
to Pharma
(15%)
Vendor to
Pharma
(15%)
Other(2%)
88 % agree that good
relationships are key for pharma
companies to stay competitive
Providing relevant information is
key to good relationships
6
“The only person who knows what’s valuable for me is me. So in order to be
relevant we need to allow individual healthcare professionals to shape the
information they receive,” Morten Hjelmsoe, CEO and Founder at Agnitio.
82 % agree that good
relationships are fostered by
providing relevant information
Yes Neutral No Don’t know
Expert view:
Here’s what they think could be done in a better way:
Pharmaceutical companies are generally poor at responding
to the healthcare professionals – but this could change
7
Only 16 % of the respondents are satisfied with the extent
to which pharmaceutical companies are responding to what
healthcare professionals are telling them:
Satisfied
16%
Neutral
42%
Dissatisfied
37%
Don’t know
5%
Segmented content is predominant. Here’s breakdown of
content that’s presented to healthcare professionals.
8
“I think the future is more around the sales reps becoming relationship
managers rather than “iPad carrying messengers”,” Ritesh Patel, EVP,
Ogilvy CommonHealth.
Individualized content
“One size fits all” content
Segmented content
Expert view:
The pharmaceutical industry seems to be doing worse
than other industries in responding to its customers
9
“It’s not about about if we want to
become more responsive to what
healthcare professionals are telling
us or not. We can’t afford not to
want to,” Yannick Di Mondo,
Digital Director Europe, Mylan.
Better Average Worse
8%
45%
47%
Expert view:
The pharmaceutical industry could
learn from these industries:
Barriers that prevent pharma from being more responsive
10
“It takes the whole organization; marketing, sales, regulatory,
IT, global and local, working together to make responsive
communications a reality,” Emily Sellers, Managing
Consultant, Capgemini Consulting.
The two biggest perceived barriers for pharmaceutical companies
becoming more responsive towards HCPs are medical compliance and
organizational constraints.
Medical
Compliance
Organizational
Constraints
Delivering
Unified
Campaigns
Current
Salesforce
Capabilities
29% 35% 19% 17%
Expert view:
For further expertise follow Agnitio on social media
11
@AgnitioCLM
http://twitter.com/AgnitioCLM
Agnitio
http://www.youtube.com/user/AgnitioChannel/
Digital Pharma Marketing group
http://bit.ly/DigitalPharmaMarketing
Agnitio
http://plus.google.com/+AgnitioCLM/

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How to respond to what healthcare professionals are telling us?

  • 1. How to respond to what healthcare professionals are telling us? Industry survey 25 June – 18 July 2014
  • 2. Between 25 June and 18 July 2014, Agnitio ran a survey to discover how well the industry is responding to healthcare professionals’ needs. The survey included an expert panel discussion and a questionnaire in which 192 professionals took part. Continue reading to access all the findings. About this survey 2
  • 3. Key findings 3 The industry is not satisfied by how well they are responding. Other industries are believed to be more customer-responsive. There is an opportunity to individualize content more. Medical compliance and organizational issues are holding the industry back.
  • 4. Most respondents work in marketing, and come from different organizational levels and countries 4 Marketing Sales IT Other Local National Regional International
  • 5. Respondents are employees of a wide variety of companies in the pharmaceutical industry 5 Company type Company size 1001+ employees (28%) 201-1000 employees (20%) 51-200 employees (16%) 2-50 employees (31%) 1 (5%) Pharma(52%) Agency to Pharma (19%) Consultant to Pharma (15%) Vendor to Pharma (15%) Other(2%)
  • 6. 88 % agree that good relationships are key for pharma companies to stay competitive Providing relevant information is key to good relationships 6 “The only person who knows what’s valuable for me is me. So in order to be relevant we need to allow individual healthcare professionals to shape the information they receive,” Morten Hjelmsoe, CEO and Founder at Agnitio. 82 % agree that good relationships are fostered by providing relevant information Yes Neutral No Don’t know Expert view:
  • 7. Here’s what they think could be done in a better way: Pharmaceutical companies are generally poor at responding to the healthcare professionals – but this could change 7 Only 16 % of the respondents are satisfied with the extent to which pharmaceutical companies are responding to what healthcare professionals are telling them: Satisfied 16% Neutral 42% Dissatisfied 37% Don’t know 5%
  • 8. Segmented content is predominant. Here’s breakdown of content that’s presented to healthcare professionals. 8 “I think the future is more around the sales reps becoming relationship managers rather than “iPad carrying messengers”,” Ritesh Patel, EVP, Ogilvy CommonHealth. Individualized content “One size fits all” content Segmented content Expert view:
  • 9. The pharmaceutical industry seems to be doing worse than other industries in responding to its customers 9 “It’s not about about if we want to become more responsive to what healthcare professionals are telling us or not. We can’t afford not to want to,” Yannick Di Mondo, Digital Director Europe, Mylan. Better Average Worse 8% 45% 47% Expert view: The pharmaceutical industry could learn from these industries:
  • 10. Barriers that prevent pharma from being more responsive 10 “It takes the whole organization; marketing, sales, regulatory, IT, global and local, working together to make responsive communications a reality,” Emily Sellers, Managing Consultant, Capgemini Consulting. The two biggest perceived barriers for pharmaceutical companies becoming more responsive towards HCPs are medical compliance and organizational constraints. Medical Compliance Organizational Constraints Delivering Unified Campaigns Current Salesforce Capabilities 29% 35% 19% 17% Expert view:
  • 11. For further expertise follow Agnitio on social media 11 @AgnitioCLM http://twitter.com/AgnitioCLM Agnitio http://www.youtube.com/user/AgnitioChannel/ Digital Pharma Marketing group http://bit.ly/DigitalPharmaMarketing Agnitio http://plus.google.com/+AgnitioCLM/