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.
This paper outlines why value-based innovation can result in medical devices and products with a superior design and greater chance of commercial success.
Managing Principal Pratap Khedkar shares his insight on why the pharmaceutical industry must develop a better understanding of the patient—the ultimate customer—to find success in 2014.
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.
Managing Director Chris Wright and Principal Pratap Khedkar talks to PharmaVOICE about why pharmaceutical companies need to go "beyond the pill" and partner with payers in a valuable way.
ZS Principal Erik Long Discusses Voice of the Partner (VoP) Programs.
ZS Principal Erik Long on Voice of the Partner Programs.
ZS Principal John DeSarbo Discusses Collaborative Channel Analytics
ZS Principals Jim Adelizzi, Judith Kulich, and Mike Kelly discuss the three 'dos'—and "don'ts" in launching a companion diagnostic.
ZS Principal Jim Adelizzi and ZS Manager Susan Bobulsky discuss why pharmaceutical companies must improve companion diagnostic launches.
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.
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