“When a sales rep demonstrates a real understanding of the patient experience, and can back this up with really strong patient insights, it’s a much more natural opening to a call. It gets the physician engaged and starts a two-way dialogue." We all know that the patient is becoming more connected with their own healthcare journey, but how can we employ empathy to drive a hard-win by seeing through the eyes of a patient? Learn how you can employ genuine empathy in your sales teams’ conversations that achieves more than just a ‘feel-good’ feeling! View some amazing insights from Mani Chidambaram, Sanofi US at: https://ow.ly/4Rrk50R6x6n #PharmaSales #Innovation #PatientInsights

5 Key Insights on #HealthTech and Big Pharma Partnerships - Part XI - Structures & Incentives (cont'd) 12. #Pharma Sales Forces Are Often Not Very Effective at Launching Digital Solutions For new HCP-focused #healthtech solutions, we’ve made major progress on many fronts. We now have paths to reimbursement in several markets in Europe and the US and have clearer guidance on regulatory and evidence requirements. So what is missing? One of the most important steps: actual demand generation. Getting HCPs to initiate solutions like a #DTx / #DIGA / #PECAN is still the biggest hurdle for health tech companies. Pharma knows this well; it has been deploying large sales forces to individually visit HCPs to generate scripts for their molecules. So leveraging the same pharma sales forces on the same targets they are already calling on seems like a logical step, and has been tried several times now, including at my former employer. Where are the issues? - Selling a digital solution remains much harder. The sales rep not only needs to convince the doctor of the benefits of the product as they do for a drug, but they also usually need to educate the HCP on why a digital solution is a good idea in the first place. Not all sales reps are digitally native and understand it themselves. - Furthermore, educating on the benefits of a digital solution is much more time-consuming. Given the limited time a rep has with a physician, and the need to promote at least 2, if not 3 products, there is often not enough time. - Finally, and perhaps most importantly, many sales reps are driven largely by sales incentives. If you don’t get the incentive plan right for the rep to care about your product, they will focus on easier wins to get their bonus. Make sure you have some form of influence on the rep incentive setting when you negotiate your partnership. I’m not saying that using a pharma sales force will never be successful, but it needs to be prepared properly. One option is to closely embed the digital product with an actual drug the pharma company is promoting, ensuring incentives for reps are aligned. Or, you could find a pharma partner with an “old” product to promote, where sales reps are desperate for something new and exciting to talk about to even get the HCPs' interest, and the digital solution is used as a door opener. In any case, always focus on ensuring contractually that the pharma company will be providing the right amount of sales rep training and education, and ensure you have some influence on the sales rep incentive scheme.

🏔️If your MedTech business in CEE is not developed or isn’t growing, this is a friendly reminder to schedule a call with me and my team. 🚀 Here’s how our current clients benefit from our cooperation in 6 to 12 months: ✅Established exclusive distribution channels with regular and sustainable monthly/quarterly orders. ✅An average revenue growth of 80%. ✅An average GP% growth of 30%. ✅An average increase in SoC of 10%. ❓And do I need to mention accurate forecasts, brand visibility, industry-leading education and clinical support, relationships with KOLs, and other side effects? 🗓️If you're interested in potential cooperation, book a free consultation call with us! ——————————————— At Ladybug Medical, we have a team of MedTech strategists, sales and marketing experts, and clinical consultants with 10+ years of experience in developing MedTech businesses in CEE. E-mail: info@ladybug-medical.com ladybug-medical.com

Pitcher can help you go to next level of rep adoption , not only with the Enablement tool but with your CRM as well. Our goal is to "be the reps best friend", that means we help with time consuming tasks, like automatically updating the CRM with call details, guaranteeing reps have all content they need at their fingertips when seeing clients, and providing an easily configurable UI to meet the way YOUR reps and company really goes to market, to the next level. So if your CRM and Enablement adoption rates are not over 85-90%, we would be excited to connect. Check it out at Pitcher.com...........

Greetings From Virtue Insight, I am writing to make you aware of our upcoming event:- 8th Annual Pharma Pricing, Reimbursement & Market Access 2024, taking place on 19th & 20th September 2024, Live Casino Hotel, Philadelphia, USA, Please find attached the updated agenda for the same with this email. Please find the discounted registration fee details mentioned below for your reference:- Super Early Bird Price - Valid Till 19th July 2024 For 1 Delegate : $999 (for 2 day conference) Group Discount For 3 Delegates: $1998 (2 day conference) We also have sponsorship opportunities available for the event, which gives you an opportunity to speak/exhibit, and create brand awareness. For some sample packages on the same please email me and I can call you to discuss the options further. Please contact me :-Dinesh:- dinesh@virtueinsightsummits.com DELEGATE REGISTRATION PROCESS:- In order to register simply email me your details in the below mentioned format; Company Name & Address: Attendee Name: Job Title: Contact Number: Should you and your colleagues wish to register for the conference, please email me on the same and I can help you with the same. Should you have any questions, please let me know. Regards,   Dinesh.T Business Development Virtue Insight

Edwin Lyons, Associate Director, Primary Packaging & Medical Devices at CSL, shared what #value and #benefit he and CSL gains from being members of Mediphorum: 🌟 "CSL leverage the knowledge their subject matter experts (SME’s) gained from the MediPhorum workstreams they participate in. CSL SME’s become in-house experts and the go-to person for anything related to say, Human Factors, Essential Performance Requirements, EU MDR, Risk Management etc.   CSL SME’s share this knowledge across the business in regular meetings and training sessions, so the benefit of MediPhorum Drug Delivery membership is felt across the business and continually updated" 🌟 MediPhorum has a vibrant community of prominent #Global Industry Leaders for Combination Products. Each of our Member organisations nominates one or two senior representatives to take on the #Leadership 'L2' role; who all meet monthly to ensure their device development key challenges and focus areas are incorporated within the #facilitation of our member-led and L2-ratified programs and workstreams. Edwin has been a key contributor to both our L2 community and our workstreams for almost 3 years, in particular our EPR work: See his presentation and slides from the SAE Media Group Pharma East Coast PFS last year - link in comments. 🎯 Did you know, it is often individual #ThoughtLeaders in industry who initially champion their organisations membership to MediPhorum! So, if you'd like to find out more on becoming involved across our collaboration platform, please reach out to Senior Account Manager Soroosh Bagheriasl , PhD and Business Development Director Ed Birmingham or Program Managers Victoria Ludlow & Scott Ewan or Director Alaster Stockwell-Jones - we look forward to sharing our #mission and values with you! 🚀 #combinationproducts #EPRs #FDA #industryleaders #oneglobalvoice #changeinfluencers #medtech #drugdeliverydevices

We're super excited to welcome our new Vice President of Specialty Sales, Aimee Melling, PharmD to Fagron Sterile Services. Aimee brings a wealth of experience and is a great addition to the team as we continue to focus on creating supply chain resilience in the industry. 𝗪𝗵𝗮𝘁 𝗲𝘅𝗰𝗶𝘁𝗲𝘀 𝘆𝗼𝘂 𝘁𝗵𝗲 𝗺𝗼𝘀𝘁 𝗮𝗯𝗼𝘂𝘁 𝗷𝗼𝗶𝗻𝗶𝗻𝗴 𝘁𝗵𝗲 𝗙𝗮𝗴𝗿𝗼𝗻 𝘁𝗲𝗮𝗺? I'm proud to be part of an organization that continues to significantly impact healthcare by providing clinicians with the medications they need to care for patients. 𝗪𝗵𝗮𝘁 𝗲𝘅𝗽𝗲𝗿𝗶𝗲𝗻𝗰𝗲𝘀 𝗵𝗮𝘃𝗲 𝗯𝗲𝗲𝗻 𝗺𝗼𝘀𝘁 𝗶𝗻𝗳𝗹𝘂𝗲𝗻𝘁𝗶𝗮𝗹 𝗶𝗻 𝘀𝗵𝗮𝗽𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝗰𝗮𝗿𝗲𝗲𝗿 𝘀𝗼 𝗳𝗮𝗿? As an OR pharmacist in the hospital, I witnessed firsthand the effects drug shortages have on patient care. As a sales leader engaging with healthcare providers nationwide, I've learned that while medication sourcing and gaps in the supply chain are common challenges for all hospitals and clinics, each one employs unique strategies to address it. These experiences demonstrated that the foundation of successful partnerships with customers is asking good questions, being genuinely curious about the challenges they face because only then can you be viewed as a trusted advisor and an extension of their healthcare team. 𝗪𝗵𝗮𝘁 𝗶𝘀 𝗼𝗻𝗲 𝗽𝗶𝗲𝗰𝗲 𝗼𝗳 𝗰𝗮𝗿𝗲𝗲𝗿 𝗮𝗱𝘃𝗶𝗰𝗲 𝘆𝗼𝘂 𝘄𝗼𝘂𝗹𝗱 𝗴𝗶𝘃𝗲 𝘁𝗼 𝘆𝗼𝘂𝗿 𝗽𝗮𝘀𝘁 𝘀𝗲𝗹𝗳? Be patient, but persistent. Just keep going - especially when the going gets tough. 𝗪𝗵𝗮𝘁 𝗶𝘀 𝘆𝗼𝘂𝗿 𝗳𝗮𝘃𝗼𝗿𝗶𝘁𝗲 𝗙𝗮𝗴𝗿𝗼𝗻 𝗖𝗼𝗿𝗲 𝗩𝗮𝗹𝘂𝗲, 𝗮𝗻𝗱 𝘄𝗵𝘆? Entrepreneurship is my favorite core value because it embodies innovation, resilience, and the drive to create positive change. It requires a forward-thinking mentality that is essential to remain at the forefront of this industry and develop healthcare solutions that follow emerging trends in healthcare. 𝗖𝗮𝗻 𝘆𝗼𝘂 𝘀𝗵𝗮𝗿𝗲 𝗮 𝗿𝗲𝗰𝗲𝗻𝘁 𝗽𝗲𝗿𝘀𝗼𝗻𝗮𝗹 𝗼𝗿 𝗽𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹 𝗮𝗰𝗰𝗼𝗺𝗽𝗹𝗶𝘀𝗵𝗺𝗲𝗻𝘁 𝘁𝗵𝗮𝘁 𝘆𝗼𝘂’𝗿𝗲 𝗽𝗿𝗼𝘂𝗱 𝗼𝗳? Participating in a panel discussion at the FDA's Compounding Center of Excellence Annual Conference, sharing best practices for providers and their outsourcing partners. 𝗪𝗵𝗮𝘁 𝗮𝗿𝗲 𝘀𝗼𝗺𝗲 𝗼𝗳 𝘆𝗼𝘂𝗿 𝗳𝗮𝘃𝗼𝗿𝗶𝘁𝗲 𝗮𝗰𝘁𝗶𝘃𝗶𝘁𝗶𝗲𝘀 𝗼𝗿 𝗵𝗼𝗯𝗯𝗶𝗲𝘀 𝗼𝘂𝘁𝘀𝗶𝗱𝗲 𝗼𝗳 𝘄𝗼𝗿𝗸? I enjoy running, listening to podcasts, and traveling with my family to experience new places and cultures. #503B #MotivationalMonday #WeAreFagron

Welcome to Week 25 of 52 Weeks of WOW: Word of the Week Wednesdays Word of the Week: TRADE SHOW Trade Show: The ultimate showcase of industry prowess, where businesses converge to promote their products and services within a specific sector. Why is this important? Trade Shows serve as fertile grounds for networking, lead generation, and market expansion, collaboration and innovation within the industry. What does the planner need to do? Strategically plan the layout, attract diverse exhibitors, and curate engaging activities to maximize attendee participation and value. If you have never attended a trade show - I highly recommend you do so. Nothing beats experiencing it first hand as an attendee before planning one. How can planners apply it? By orchestrating compelling Trade Shows, planners can create opportunities for businesses to connect, exchange ideas, and explore potential partnerships, driving growth and advancement within the industry. Key takeaway: Trade Shows are the beating heart of industry progression, offering a platform for businesses to showcase their offerings, forge connections, and propel innovation forward. #52WeeksofWOW #MEDiC #MEDiCseries #pharma #biotech #medicalmeetings #mmp #eventsindustry #meetingsandevents #eventprofs #medcomms #medicalcommunications #medicaleducation #exhibit #tradeshow

🔬 Pharma Sales in 2024: A Mid-Year Reality Check At Echelon, our H1 data reveals a transformative shift in pharma sales. The B2B landscape has evolved, and success now hinges on adapting to new realities. Key H1 2024 Insights: ▶ Decision-makers: Individual HCP focus is out; engaging IDN leadership is in ▶ Value proposition: Clinical efficacy alone no longer cuts it - system-wide impact is key ▶ Sales cycles: Longer, more complex processes require strategic pipeline adjustments ▶ Team approach: Market access and medical affairs insights drive successful pitches Is your team positioned for H2 success? Our RAMP model provides a framework: R - Resourcefulness in IDN account mapping A - Assertiveness in C-suite presentations M - Messaging that balances clinical and business objectives P - Planning aligned with IDN buying processes How is your organization navigating this new pharma sales terrain? Share your experiences! #PharmaSales #B2BStrategy #SalesEvolution

Have you ever wondered why some products are successful and some fail in market despite being good. 🤔 Launching a product in the med-tech industry requires careful planning and execution due to its unique regulations, stakeholders, and target audience. Let me share my thoughts on strategies driving successful product launch 🏅 in #medtechindustry. 🌍 Market Research & Planning: Thorough analysis: Focus and conduct extensive market research on the target audience (physicians, hospitals, demographics). Get insights on their needs, pain points, and existing solutions. Analyze competitors, pricing strategies, and market trends. Clinical & Regulatory Expertise: Ensure that the respective target market regulatory, clinical requirements are clearly defined & understood. Planning, preparing & timing based on registration timelines is crucial for a smooth launch. 🎯 Building a Compelling Value Proposition: Focus on total cost of ownership: Clearly articulate the unique value proposition (UVP), #differentiators 💎 of your product, tangible benefits it delivers over the entire product life cycle. Emphasize on innovative features, ease of use, superior #performance. Showcase how it addresses unmet needs, improves patient outcomes, or reduces costs for healthcare providers. Clinical evidence & data: Prove the product benefits with supporting claims backed by robust clinical data and scientific evidence from trials, studies. These builds #trust and #credibility with healthcare professionals. 🤝 Engage key stakeholders: Proactively engage and build strong #relationships with key stakeholders such as healthcare professionals, regulatory bodies. Seek early input from target customer to refine your product based on their expertise and ensure that it meets the functional and safety needs of healthcare providers and patients. Establish partnerships or #collaborations with hospitals, research institutions, or university to gain credibility and support. Gather feedback, address concerns for improvements. 🚚 Building a Robust Sales & Distribution Network: Distributor partnerships: Partner with established medical device distributors who have access to your target audience and market expertise. Provide adequate #productawareness & training/ demos to the partners covering sales & service. Digital sales channels: Explore the potential of e-commerce platforms or online ordering systems for appropriate products for market penetration. 🕞 Continuous Monitoring & Improvement: Launch is just the beginning: Track key metrics like sales, conversion rates, #customerexperience, and market response. Be agile & adaptable: Be prepared to adapt your strategy based on market feedback, competitor actions, and regulatory changes and refine your #messaging. #meddevice #MedDeviceInnovation #accesstocare #valuebasedhealthcare #profitablegrowth #sustainablebusiness #globalexpansion #productmanagement Please follow Govind Kantak for more insights