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.
Italy's approach to health-care expenditures is causing pharmaceutical companies to be more creative in their approach to key account management(KAM).
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.
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.
Case Study
When customers value different features, what’s an optimal price? Using ZS’s approach, a medical device firm found out.
Video
Three "levers"—operational, organizational and strategic—are critical in the effort to transform pharma companies' commercial operations.
When M&A created a disjointed sales force at SunGard, ZS supported a sales force transformation that delivered real impact—and 12% sales growth.
Article
Principal Sharon Karlsberg shares her insights on the oncology pipeline and the race to market new cancer treatments.
More high-tech companies are using voice of the partner (VoP) programs to get feedback from their channel partners.
ZS leaders analyze the tremendous opportunities for medical device companies in emerging markets.
Your partners have insights that can help you significantly increase sales. Are your channel sales and marketing teams listening?
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.
ZS Principal Bret Caldwell illustrates how CRM systems, mobile applications and master data management can change the game for medical device sales teams.
ZS Principal Songjun Luo talks to Med Ad News about the state of drug sampling in China's pharmaceutical industry.
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