JP Morgan Healthcare Conference-Day 2
Qforma is attending the JP Morgan Healthcare Conference this week; here are observations from our CCO, Al Reicheg.
Its been a fascinating conference. The insights gleaned are many and there is cautious optimism in every break-out room. There is also confirmation from all parties here that thriving will require the industry to embrace more sophisticated sales enablement technologies — a space, I’m pleased to say, Qforma plays in quite successfully.
Here are some of my conference observations:
Observation 4: Until now, the industry has successfully relied on blockbusters to fill pipeline gaps in performance. Now, with patent expirations and arrid pipelines, the drag on growth is significant. There is acknowledgement and understanding that double digit growth is not on the horizon.
Observation 5: Many are betting on emerging markets as a continuing growth driver. That said, there is agreement that with the opportunity emerging markets offers, also come challenges. Primary challenges are–less predictable markets, pricing uncertainties and reimbursement issues.
Observation 6: As growth for health care manufacturers has slowed, sales and marketing costs are being squeezed. Technologies that optimize resources and sales and marketing enablement tools are paramount. It is not business as usual and checking the standard sales and marketing checkboxes is a path to obsolescence. Trends being discussed include the varying options for outsourcing sales and marketing capabilities.
Observation 7: Payers are interested in big pharma’s ability to focus more on outcomes than on selling pills. This expectation is driving a call for a more holistic approach to commercialization models.
