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IT & eHealth

Falling Margins in Pharma - increasing ROI through CRM (Market Focus)


Publication Date   July 2007
Publisher   Datamonitor
Product Type   Brief
Pages   15
ISBN Number   not applicable
Product Code   DAT740
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Price £1,000.00

approximately: $1,766 | €1,268

Summary


Introduction

This report is an analysis of the industry drivers and inhibitors within the pharmaceutical industry that will affect the take up of CRM.

Scope

  • Pharmaceutical companies are facing a multi-layered assault on their profit margins
  • Lack of ROI to date is holding pharmaceutical companies back from investing in CRM
  • Each region is producing differing challenges for the pharmaceutical industry

Highlights

The pharmaceutical industry is facing a number of pressures on its profit margins. This report looks at these pressures and analysis how they are affecting the growth in the CRM.

Reasons to Purchase

  • Learn what the key drivers are for the take up of CRM in the pharmaceutical industry are.
  • Understand the constraints that are holding back investment in CRM solutions.
  • Understand how the differences between each nations characteristics are going to affect the growth in each country.

Content


  • Datamonitor View
  • Catalyst
  • Summary
  • Analysis
    • Pharmaceutical companies are facing a multi-layered assault on their profit margins
    • The pharmaceutical industry is facing pressures from all sides
    • The end of an era for blockbuster drugs
    • Lack of drugs coming to market is only compounding the pharmaceutical industry's problems
    • Power to the people: fuelling the need for CRM in Pharmaceuticals
    • The patient is becoming an important influencer within the decision making process
    • The sales force has become less effective fuelling the need for a new strategy
    • Lack of ROI to date is holding pharmaceutical companies back from investing in CRM
    • Pharmaceutical companies are yet to see a ROI on their older CRM investments
    • Pharmaceutical companies do not have sufficient reference points for other CRM implementations
    • While an enterprise wide solution CRM solution is sought it can slow down the rate of implementation
    • Despite these inhibitors Datamonitor projects strong growth
    • Each region is producing differing challenges for the pharmaceutical industry
    • The US has the most consumer driven drugs market
    • Japan and Italy have cost constraints set by their governments on drug pricing
    • Pharmacoeconomics are becoming increasingly important in the UK
  • Actions
    • Vendors need to use their references to help sell CRM solutions
    • The changing customer means vendors need to evolve their solutions
  • Appendix
    • Definitions
    • Methodology
    • Further reading
    • Ask the analyst
    • Datamonitor consulting
    • Disclaimer
  • List of Figures
    • Figure 1: The pharmaceutical industry is facing pressures pricing from all sides
    • Figure 2: NMEs per year vs. Global R&D spend ($billion) 1980 - 2003
    • Figure 3: How CRM can maximize sales force effectiveness
    • Figure 4: Process by which patients become more influential in drug prescription
    • Figure 5: How likely are the following factors to affect or impact your prescribing decisions?
    • Figure 6: CRM in pharmaceuticals market for Europe, North America and Japan, 2006-2012
    • Figure 7: Percentage CRM market share in pharmaceuticals, 2007
    • Figure 8: CRM in pharmaceutical market size in Italy and Japan, 2006-2012