By Ryan McGuire,
Head of Research

Call centers are big business and very important communication tools for pharma companies.  US call center budgets can top $4 million a year and medical information managers should take care to monitor pharma call center performance metrics closely. The first step is to decide which call center KPIs are most important to your company. Continue reading “Know Your Pharma Call Center Performance Metrics” »


By Victoria Cavicchi,
Research Analyst

Ending product patents and generic competition are very real challenges in the pharmaceutical landscape. With limited counter-generics strategies, partnerships with generics companies can be an effective solution for organizations looking to maximize lifetime revenue for their branded products.  While these tactics can have great returns, they do require a high-level of investment and foresight—making them difficult to execute.

A recent study on counter-generics solutions found that 35% of surveyed companies have partnered with a generics manufacturer as part of a lifecycle management strategy.  Among surveyed Top 10 pharmaceutical organizations and affiliates, this percentage increased to 41%. These companies, unlike smaller manufacturers, typically have the capital to invest in these partnerships.  An interviewed executive told CEI that many pharmas have had positive experiences implementing this tactic.  CEI found that, of surveyed companies that had formed generics partnerships, 86% reported neutral to very positive experiences.

pharmaceutical companies report their experiences in generics manufacturing partnerships

Surveyed pharmaceutical companies rate their experiences with generics manufacturer partnerships

Figure 1: Companies Impressions of Generics Manufacturer Partnership Experiences

Representatives from marcus evans conferences asked Richard DiCicco, Chairman of Harvest Moon Pharmaceuticals, how business partnerships add value to an organization’s product portfolio.  DiCicco—a speaker at the 7th Product & Pipeline Enhancement for Generics Conference—explained, “Partnerships make every task easier. Each party has a list of tasks to execute, provided both parties are in agreement. The result is increased value to the generic portfolio, with a ‘go to’ partner for future products.”

So what should companies—both branded and generics manufacturers—look for in their business partners? DiCicco suggests that, among other qualifications, the best partners understand the business, can evaluate quality and the leadership attributes to manage the partnership.

By Natalie DeMasi,Research Analyst

Clinical research associates (CRAs) are a crucial part of a company’s clinical trial staffing. CRAs often work as a liaison between the company and investigator sites, ensuring that the trials run smoothly. As such, CRA responsibilities range from tracking patient consent forms to monitoring patient data and visiting investigator sites. Cutting Edge Information’s recent study on clinical trials finds that when recruiting CRAs, companies consider a number of qualities, including: Continue reading “Clinical Trial Staffing: Recruiting CRAs Best Suited to Trial Needs” »


By Sarah Ray,
Research Analyst

Patient recruitment isn’t just human subjects. Cutting Edge Information has conducted a number of clinically focused projects, examining an array of industry challenges.  How companies recruit for their clinical trials — including what works and what doesn’t — is a hot topic for clinical stakeholders.  A recent CEI study on patient recruitment highlights the percentage of companies conducting activities and who specifically —trial site, sponsor or CRO — is coordinating these activities. Continue reading “All Right, Meow: Patient Recruitment for Animal Health Studies is Serious Business” »


By Natalie DeMasi, Research Analyst

In this era of increasing healthcare spending scrutiny, the onus is on managed markets account managers to deliver a persuasive payer value proposition.  In meetings about formularies, payers will want to see not only product efficacy but also health economics data and comparative effectiveness research (CER).  These value propositions require a great deal of scientific expertise, and this is where medical science liaisons (MSLs), health outcomes liaisons (HOLs) and managed care liaisons (MCLs) come in handy. Continue reading “Delivering a Payer Value Proposition in Managed Markets: The Role of MSLs, MCLs and HOLs” »


By Sarah Ray,
Research Analyst

Medical publications help companies to communicate clinical trial findings, provide internal marketing support and educate the scientific community. To optimize strategic medical publications management, dedicated teams should be selective so that manuscripts are sent to the right scientific journals.  When selecting a journal, companies may consider its impact factor, readership profile and cost. Continue reading “Strategic Medical Publications Management: Selecting the Best-Fit Scientific Journals for Manuscript Submissions” »


By Victoria Cavicchi,
Research Analyst

Health economics and outcomes research (HEOR) groups have carved out their place in life sciences organizations throughout the industry. Though pharmaceutical and biotech companies have long-since accepted the utility of this function, many medical device companies have leveraged other groups to perform HEOR tasks — often ad hoc. Now, HEOR’s prominence is more widespread, and device companies are structuring health economics staff to take on a number of reimbursement-related responsibilities. One of these teams’ most prominent activities is aiding interactions with government and private medical device payers. Continue reading “Protecting Profitability: Translating Strong Health Economics and Outcomes Research to Drive Interactions with Medical Device Payers and More” »

As clinical research monitoring strategy moves toward a risk-based approach, creating a dedicated team to define a risk-based monitoring (RBM) strategy and oversee the management of RBM on a per trial basis is beneficial. Dedicated risk-based management teams are able to prioritize a well-executed monitoring strategy, protecting essential elements of the trial while maximizing limited resources.   Continue reading “Aligning the Goals of a Diverse Risk-Based Management Teams” »


By Jacob Presson,
Senior Research Analyst

At a recent conference I attended focused on pharma advisory boards, one of the presentations focused on KOL relationships and best practices for maintaining effective contact with thought leaders.  One of the key takeaways for me in terms of pharma key opinion leaders was the need to ensure that there is a personal touch to communications.  This corroborated a lot of what we’ve seen here in our research at Cutting Edge Information.  Continue reading “Developing Pharma Key Opinion Leaders Requires a Personal Touch” »


By Sarah Ray,
Research Analyst

Attaining and wisely spending online marketing budgets is essential for companies operating in the digital space.  How companies secure their digital marketing budgets and choose to spend them varies across surveyed pharmaceutical and device organziations. Some companies have a formal budgeting process in place for attaining digital marketing funding. Others receive budgets on an ad-hoc basis. Regardless of how these organizations receive their funding, allocating their available resources often marks the difference between companies’ abilities to develop successful, meaningful digital campaigns versus ones that fall flat after only a few months. Continue reading “Making the Most of Digital Marketing Budgets to Produce Valuable Initiatives” »