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Cutting Costs & Delivering Growth While Managing a Multi-Product Pharmaceutical Franchise

CHAPEL HILL, N.C., Oct. 31, 2014 /PRNewswire/ -- In today's marketplace, launching multiple products for a common therapeutic area is costly and challenging – as is managing a portfolio of products in the same therapeutic area. While many leaders would consider having a rich pipeline to be a "good problem," many realize that it can be costly to launch new products, especially when it comes to hiring and training a new sales force to promote the products.

According to recent research, companies can most effectively cover promotional demand for new launches by hiring more sales reps and leveraging existing pod structures. It is now more important than ever to effectively train reps and efficiently deploy them to high-impact promotional opportunity areas and territories.

The related research report, "Best Practices in Launch Optimization: How Promotional Efficiency can be leveraged to Support Multiple Products & Indications," provides leaders with metrics and insights they can use to evaluate and improve the management of their pipelines and portfolio assets.

This 85-page study provides metrics and insights around:

Managing Similar Products or an Integrated Product Portfolio
Optimizing Sales Resources within Franchise Operations
Leveraging Resources for:
o Sales Force Alignment & Training
o Sales Samples & Collateral Management
o Efficient Customer Targeting
o Better Territory Alignment
o Sales Force Effectiveness & Span of Control
o Sales Management & Analytics
Combining Resources for Efficiently Marketing Multiple Products with Similar Indications
Optimal Brand Team Approaches for Product Franchise
Content most /least often included in formal Sales Training curriculum

The study engaged 65 Sales, Marketing, and Commercial leaders from 52 leading healthcare companies through a benchmarking survey instrument to collect quantitative data and qualitative insights.

To access the full report, or to download a complimentary summary containing insights found in this report, click on the following link:

For more information on other recent primary research studies, contact us at 919.403.0251. For related research, visit our Best Practices, LLC website at


Best Practices, LLC is a leading benchmarking, consulting and advisory services firm serving biopharmaceutical and medical device companies worldwide. Best Practices, LLC's clients include all the top 10 and 48 of the top 50 global healthcare companies. The firm conducts primary research and consulting using its comprehensive proprietary benchmarking tools and analysis. The operational insights, findings and analysis form the basis for our Benchmarking Reports, databases and advisory services to support executives in commercial and R&D operations. Best Practices, LLC believes in the profound principle that organizations can chart a course to superior economic performance by studying the best business practices, operating tactics and winning strategies of world-class companies.

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