ZS Roundtable: The Opportunities—and Risks—for Medical Device Companies in Emerging Markets
ZS leaders analyze the tremendous opportunities for medical device companies in emerging markets.
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.
The summary analyzes key findings of the 2014 edition of AccessMonitor™, a survey that incorporates and analyzes call reports from more than 200 U.S. pharma sales teams.
According to the 2014 edition of ZS's AccessMonitor, access is in some way restricted for almost half of U.S. physicians, compared with 23% in the first half of 2009.
How Microsoft leverages channel analytics and insights to navigate today's changing partner Business models
Outsourcing some or all of analytics can improve customer segmentation, pinpoint cross- and upselling opportunities, and find new ways to deliver value—and do so more efficiently and effectively than your current operation.
Three Questions That Can Transform Your Sales Force
Shining a Light on New Insights
A major biotech and ZS determined the proper promotional mix for several oncology product - and boosted ROI.
ZS Principal Jim Adelizzi and ZS Manager Susan Bobulsky discuss why pharmaceutical companies must improve companion diagnostic launches.
ZS Principals Jim Adelizzi, Judith Kulich, and Mike Kelly discuss the three 'dos'—and "don'ts" in launching a companion diagnostic.
New devices and diagnostics are being approved, adopted and premium-priced at a furious pace. This article describes a host of new challenges - from economic to regulatory - and how companies are dealing with them.
How market conditions are reshaping activity planning, and how pharma companies are responding.
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