Marketing
Companies today must market their offerings based on deep knowledge of customers, what they truly need and want, and how they differ from one another. Marketing has consequently evolved into an extremely sophisticated function. It must focus not only on generating demand but also on analyzing which products and services have the greatest revenue potential. Marketing then must marshal resources and drive corporate strategy to capitalize on those opportunities. To this end, marketing organizations must gather, analyze and interpret tremendous amounts of data, and then act on it. To be successful, marketers must bring science to the art of marketing.
Leading companies around the world partner with ZS because we excel at helping them accomplish such marketing mandates as:
- Deciding which markets to enter and how
- Creating tailored and practical strategies to fully capitalize on their market opportunities
- Sorting through myriad options for creating demand to determine the optimal marketing mix in promotion planning
- Measuring and assessing marketing programs to dramatically improve their performance
Find out more about how ZS has helped companies around the globe – including some of the world’s leading brands – substantially improve the return on their marketing investments.
General
Customer Insights
Increase Customer Insight to Make Better Sales and Marketing Decisions
A clear understanding of customer needs, buying processes, buying preferences, perceptions, and potential is essential to sales and marketing success. ZS uses qualitative and quantitative methods spanning both primary and secondary data-based approaches to provide clients with customer insights.
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Featured Whitepaper
Measuring Sales Opportunity: Simple Idea, Major Rewards
By Jason Brown, Tony Yeung
It makes perfect sense to allocate sales and marketing investments where they will yield the highest return. And yet, many companies from all sectors of business waste money on low-value sales targets or miss high-value opportunities.
Customer Segmentation
Enable Sales and Marketing Strategy and Execution through Actionable Customer Segmentation
ZS combines marketing science expertise with decades of experience to help companies around the world develop highly actionable segmentation strategies that drive brand strategy through to tactical execution.
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Featured Case Study
Segmentation for a Consumer Products Company
ZS Associates helps a consumer products company create a channel segmentation strategy to increase revenue.
Marketing Mix
Maximize the Return on Your Sales and Marketing Investments
Sales and marketing organizations face unrelenting cost pressures. ZS helps sales, marketing and brand executives substantially increase the return on their investments and gives them confidence that they are making the optimal promotional spending decisions. We have helped top brands boost sales significantly and determine optimal marketing budgets across a broad product portfolio.
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Featured Whitepaper
Turning Digital Marketing into Real Life Results
By Jean-Jacques Raoult, Jackie Cuyvers
Marketers are atwitter about digital marketing and social media. Will your pharmaceutical company be part of the conversation?
Performance Measurement and Optimization
Improve In-Market Effectiveness Through Timely Insight Into Marketing Performance
Accurate and timely feedback on marketing program performance is critical to the real-time fine tuning and course corrections necessary to maximize marketing results and return on investment. ZS has extensive experience helping clients maximize the value realized from their investments in marketing programs.
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Featured Whitepaper
From Brand Tracking to Performance Maximization: Designing Market Research for Optimal Impact
By Paul Kraus
In the current market environment, pharmaceutical marketers must maximize the impact of their investments in customer research.
Product Launch
Increase Confidence in the Success of Your Product Launch Through Effective Planning and Management
Research shows that performance in a new product’s first year is a strong predictor of long-term results. Therefore, maximizing the success of new product launches is critical. ZS helps its clients address a variety of challenges related to new product commercialization, from high-level questions to very detailed needs.
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Featured Webcast
Launch Excellence: A Framework for Maximizing Product Launch Opportunities
Sales Forecasting
Create Robust and Transparent Forecasts for Your Products
Understanding fundamental market drivers and their influence in shaping product demand is integral to good business planning and full utilization of company resources. ZS has developed customized forecasting processes to serve our clients. We merge our forecasting knowledge and experience with the industry expertise of our clients to produce collaborative results.
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Featured Whitepaper
Generics: The Ripple Effect
By Judith Kulich
Generic entry has turned entire markets in the United States upside down, while others barely feel a ripple. But which generics fundamentally change market dynamics, and how great are the effects?
Value Proposition
Drive Performance and Customer Loyalty by Developing, Communicating, and Proving a Superior Value Proposition
A compelling value proposition lies at the heart of sales and marketing effectiveness. Tailoring market offerings to the specific needs and preferences of customers, and effectively communicating and proving the associated benefits, have become a competitive imperative. ZS has helped hundreds of clients develop and implement effective value propositions across a broad array of products and services.
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Featured Whitepaper
Winning on the Margin: the B2B Value Imperative
By Mike Moorman, Scott Sims
The imperative to achieve growth and protect margins is forcing organizations to transform the way they go to market.
Healthcare-Specific
Business Development and Licensing
Identify and Evaluate Promising Licensing and M&A Strategies for Life Sciences Companies Quickly and Efficiently
Licensing is critical to maintaining a robust pipeline. However, competition for early- and late-stage compounds and medical products is tremendous. ZS accelerates the creation of business development strategies and ensures that potential opportunities are well-evaluated and aligned with portfolio and strategic priorities.
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Featured Webcast
How to Make MedTech M&A Pay: Getting Go to Market Due Diligence Right
Contract Operations
Turn Your Contract Operations into Competitive Advantage
Life sciences companies spend billions each year in payer rebates—$40 billion by the U.S. pharmaceutical industry alone. But many companies overpay because of erroneous payer data and noncompliance. ZS can help you prevent overpayments, boost compliance and reduce operational costs.
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Featured Whitepaper
With Billions of Dollars at Stake, Pharmaceutical Companies Reassess Their Contract Operations
By Pratap Khedkar, Murali Venkatesan
With healthcare reform looming and data sources proliferating, rebate administration has become enormously important.
Managed Care
Maximize Your Managed-Care Relationships and the Return on Your Investments
With hundreds of payers and disparate contracts, optimizing payer relationships has become extraordinarily difficult. ZS helps life sciences companies substantially increase the revenue, market share and profitability of working with managed care.
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Featured Article
Make Rebates Work
By Pratap Khedkar, Nitin Jain
Pharmaceutical companies are not always getting full value for the billions of dollars they pay managed care companies for market access. Process-driven managed care rebating programs can drive profitability once again.
Market Access and Pricing
Develop Payer Value Propositions that Result in Broad Market Access at an Optimal Price
Pharmaceutical companies need to better incorporate payer perspectives in drug development and commercial decision making. Increasingly strict payer evidence requirements and intense competition mean companies must develop and articulate stronger payer value propositions. ZS helps pharmaceutical companies create and execute optimal market access and pricing strategies.
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Featured Article
Understanding Payers for Commercial Success
By Ed Schoonveld
In the cover story of PM360's September 2011 issue, ZS Principal Ed Schoonveld offers guidelines on pricing, positioning, and building consensus to help pharmaceutical companies gain the best possible payer acceptance.
Pipeline Strategy
Optimize Return on New Pharmaceutical and Medical Products
Your pharmaceutical brands and medical products may not be generating returns that maximize your company’s substantial R&D and marketing investments. With market conditions creating higher barriers to commercial success, the pressures on R&D and marketing executives are becoming only more acute. ZS helps life science companies increase the commercial success of their product pipelines.
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Featured Whitepaper
Meeting the Portfolio Strategy Challenge: Realizing the Vision to Improve R&D Productivity
By Dean Summerfield, Mike Voth, Emily Jin
The pharmaceutical industry is still seeking solutions to reverse the declining R&D productivity of the last decade. Despite significant increases in investment, few companies can view their portfolio pipelines with confidence.