By Jennifer Harrell,
Research Analyst

GlaxoSmithKline recently announced that it will create an internal team of doctors tasked with educating peers about its products. In December 2013, GSK decided to stop hiring external speakers. The company hopes that “hiring doctors and medical experts to speak as in-house representatives of Glaxo will provide more transparency,” according to Deirdre Connelly, GSK president, North America pharmaceuticals. The decision to form an internal education team underscores the importance of engaging physicians in discussions regarding product efficacy. When making prescribing decisions, physicians look to well-respected peers to affirm their choices as they seek to treat patients using the best possible options. Continue reading “Selecting the Right Key Opinion Leader is Imperative in an Era of Increased Transparency” »


By Victoria Cavicchi,
Research Analyst

Since the early 2000s, the life sciences industry has been shifting toward leaner sales forces.  As commercial field teams shrink and more physicians are closing their doors to sales reps, companies look toward new strategies to drive revenue. The success of these new tactics, including customer-centric sales and key account management, relies on a combination of sales reps’ physician relationships and advancing technology. To track key target information, sales forces look to customer relationship management (CRM) systems. These systems are essential to effective pharmaceutical sales managementContinue reading “Tracking Key Accounts: Implementing CRMs for Effective Pharmaceutical Sales Management” »


By Jacob Presson,
Research Analyst

The rapid pace that regulatory guidelines are updated around the world can be dizzying for even some large and established regulatory affairs groups to keep up with.  A well-managed regulatory intelligence group brings many advantages to companies, whether operating on a small scale domestically or on a large scale internationally.  Regulatory intelligence can provide vital support to companies both pre- and post-launch. Continue reading “Manage Regulatory Intelligence Groups to Stay Ahead of New Regulatory Guidelines” »


By Natalie DeMasi,
Research Analyst

Most patients will never know the science behind the pills they take.  What they often do know, however, is the product’s marketing and public image.  But brand marketing – and brand commercialization – is more than making the product’s name widely known.  It is also more than doodling a fancy cartoon or song to promote a product.  According to a recent study from Concordia University, brand marketing is about creating a personality for the brand. Continue reading “Brand Marketing and Commercialization: Giving Personality to Your Product” »


By Yanis Saradjian,
Director of Consulting

There is a strong push from regulators worldwide for pharmaceutical companies to first report and then justify physician payments. This push includes all compensation for activities such as scientific speaking, journal publications and clinical trial operations. Authorities are looking for greater transparency, and that starts with fair-market value reporting. But for the most part, life science companies have been left without concrete guidance on how to calculate FMV around investigator compensation. Continue reading “Using Per-Patient Visit as Basis to Compensate Investigators” »


By Ryan McGuire,
Research Team Leader

There is a surge in portfolio management activities going on in big pharma right now. Several CEOs have announced plans to refocus their investigational pipelines and divest marketed product lines that no longer fit the new company strategy. Some companies, such as Bayer AG, have sought to strengthen the core business through large-scale mergers. (Bayer purchased oncology specialist Algeta in December for $2.9 billion). Some of the biggest companies, however, are using divestitures and asset swaps to accomplish their goals. Continue reading “Pharmaceutical Leaders Seek Focused Product Portfolios” »


By Jacob Presson,
Research Analyst

A common theme running through a lot of what we at Cutting Edge Information learn while conducting research on the pharmaceutical industry is the need for more consistent and productive communication between internal groups, ranging from regulatory affairs and clinical development to marketing and medical affairs. However, simply saying “communicate better” falls far short of actually helping companies operate more efficiently.   A framework needs to be in place that allows for such communication. Groups also need to be reminded of the value of working closely with other parts of the organization for the greater good. Continue reading “Provide a Framework for New Product Planning Groups to Influence Clinical Trials” »


By Nicole May,
Research Analyst

Roche’s recent announcement about the failure of its schizophrenia drug, Bitopertin, highlights two hot topics within pharma: clinical trial transparency and patient-reported outcomes (PROs). The drug failed to meet primary endpoints in two Phase III trials designed to test Bitopertin’s efficacy in reducing negative symptoms in schizophrenia patients.  The decision to announce the failure indicates a growing trend by pharma towards increased transparency of clinical trial data results.  In an effort to improve pharma’s reputation among an increasingly distrustful patient and physician population, companies are increasingly deciding to publish both positive and negative trial results.

Continue reading “Roche’s Bad News Emphasizes Clinical Data Transparency and Patient-Reported Outcomes” »