ZS Whitepapers, Videos and Case Studies

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ZS Interview: How Incentives and Savvy Marketing Can Help Health-Care Providers Bridge the Revenue Gap
Whitepaper

Health-care providers are coping with major challenges that threaten their bottom lines, but the right go-to-market strategy, proper marketing and effective use of well-designed incentives can improve performance.
ZS Interview: How Local Influence Is Transforming Pharmaceutical Sales Models in Italy—and in Europe Overall
Whitepaper

Italy's approach to health-care expenditures is causing pharmaceutical companies to be more creative in their approach to key account management(KAM).
Channel Sales Forecast—Only Partly Cloudy
Webcast

Principal John DeSarbo talks about the changing role of channel sales in the cloud services era and discusses key findings from the 2013 Channel Focus survey that ZS Associates conducted in partnership with Baptie & Company.
Designing a High-Performance Medical Device Sales Model
Whitepaper

Medical device companies are taking a hard look at how to save costs and improve efficiency. In order to do so, many are reexamining their sales channels.
ZS Case Study: The Price of Value
Case Study

When customers value different features, what’s an optimal price? Using ZS’s approach, a medical device firm found out.
Why—and How—Pharmaceutical Companies Should Transform Their Commercial Operations
Video

Three "levers"—operational, organizational and strategic—are critical in the effort to transform pharma companies' commercial operations.
ZS Case Study: A sales force rising
Case Study

When M&A created a disjointed sales force at SunGard, ZS supported a sales force transformation that delivered real impact—and 12% sales growth.
Therapeutic Focus: Oncology
Article

Principal Sharon Karlsberg shares her insights on the oncology pipeline and the race to market new cancer treatments.
High Tech’s New Challenge: Hearing Voices (of Channel Partners)
Article

More high-tech companies are using voice of the partner (VoP) programs to get feedback from their channel partners.
ZS Roundtable: The Opportunities—and Risks—for Medical Device Companies in Emerging Markets
Article

ZS leaders analyze the tremendous opportunities for medical device companies in emerging markets.
Three Partner Perspectives That Could Transform Your Channel Management Model and Boost Sales
Article

Your partners have insights that can help you significantly increase sales. Are your channel sales and marketing teams listening?
AccessMonitor 2013 Executive Summary
Video
Does the Future of Pharma Sales and Marketing Stand in the Customer’s Shoes?
Video

With the market in constant flux, pharma companies need to see the world from a "customer-centric" viewpoint—and build their sales and marketing approach from that perspective.
Three Tools to Improve Medical Product Sales
Article

ZS Principal Bret Caldwell illustrates how CRM systems, mobile applications and master data management can change the game for medical device sales teams.
Sample of Trends
Article

ZS Principal Songjun Luo talks to Med Ad News about the state of drug sampling in China's pharmaceutical industry.