High Tech’s New Challenge: Hearing Voices (of Channel Partners)
More high-tech companies are using voice of the partner (VoP) programs to get feedback from their channel partners.
ZS Case Study: The Price of Value
When customers value different features, what’s an optimal price? Using ZS’s approach, a medical device firm found out.
Five Common - and Avoidable - Mistakes in Sales Force Design
Mistakes in sales force design can be costly, both in lost sales opportunities and inefficient use of expensive resources.
ZS Case Study: Talk Isn't Cheap
ZS and a major financial services company transformed a telesales operation—and watched as sales took off.
Why and How Pharmaceutical Companies Can Become Customer Centric
Principal Pratap Khedkar explains the implications of pharma's shift to customer centricity.
ZS Case Study: Coming Into Focus
ZS helped a major medical products company design a sales force in India that ensured the right level of customer support.
High-tech companies everywhere are scrambling to hire "data scientists"—but they struggle to find personnel who can crunch numbers and interpret the business implications.
ZS Principal Erik Long talks about how deep customer insight is critical for meaningful sales force transformation.
Many high-tech companies don’t leverage channel partner analytics, and miss out on tremendous sales and marketing opportunities.
Many physicians and group practices now work for health systems, leading to major changes in how pharmaceutical companies structure their sales models.
After several years of experimentation, big pharma has settled on new commercial models for their U.S. sales teams and is in various stages of implementation, according to ZS Associates Managing Director Chris Wright.
In this SHRM article, ZS Principals Chad Albrecht and Stephen Redden illustrate how outsourcing can serve as the antidote to many sales compensation challenges.
This executive summary analyzes key findings of the 2013 edition of AccessMonitor™, a survey that incorporates and analyzes call reports from more than 200 U.S. pharma sales teams, and offers insights into what they may mean for the pharma industry.
Due to enormous changes in science, competition and the customer base, pharmaceutical companies are rethinking their commercialization strategies for oncology products.
With margins shrinking and payers tightening purse strings, medical device companies are considering new key account management (KAM) programs or reassessing current ones.
This article highlights key findings from the 2013 Report on Strategic Account Management Compensation Practices, a study conducted by the Strategic Account Management Association and ZS to provide insight on how leading businesses pay strategic account managers.
The first step in customer centricity means creating a positive customer experience, but what does "customer experience" actually mean, and how can companies willfully design it?
In order to be customer centric, pharma companies must change how they measure success—instead of just throwing money at data and analytics.
Principal John DeSarbo talks about the changing role of channel sales in the cloud services era and discusses key findings from the 2013 Channel Focus survey that ZS Associates conducted in partnership with Baptie & Company.
Medical device companies are taking a hard look at how to save costs and improve efficiency. In order to do so, many are reexamining their sales channels.
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