Gearing Up For Growth

David Mahagnoul, Mani Sethi and Karthik Sourirajan

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When it comes to a pharma brand’s long-term success, the decisions made during its launch and growth phases have a lasting impact. To drive brand growth, all stakeholders—sales, marketing, managed markets and consumer outreach—should be in sync to ensure that physicians, accounts and patients all have the best possible experience.

Read the Q&A to learn how the right balance of insights and predictive analytics helps GSK make strategic launch decisions.

About the Experts

David Mahagnoul is a director in GSK’s U.S. pharmaceuticals commercial insights organization. David currently leads KPI and performance measurement for GSK U.S. Respiratory, and has prior leadership roles in salesforce and sales driver analytics, salesforce size and structure, strategy and operations, U.S. managed markets, market access, major accounts, and field sales leadership. David has over 19 years of experience in the pharmaceutical industry.

Mani Sethi is a principal in ZS’s Princeton, N.J. office. Mani uses performance drivers analytics and dynamic targeting solutions to help brand teams improve their brand performance. As part of ZS’s commercial strategy and transformation practice area, Mani focuses on segmentation, sales force size and structure, alignment, placement, market research, call planning, account planning, and offshoring. Mani has more than 16 years of experience in the sales and marketing arena, and has worked with the pharmaceutical industry for more than 11 years.

Karthik Sourirajan is a principal in ZS’s Boston office and a leader in ZS’s marketing services practice areas, with a special focus in marketing analytics and strategic market research. He focuses primarily on marketing solutions for the pharmaceutical and biotech industry, helping clients develop and evolve product marketing strategies through the entire life cycle. His expertise areas include opportunity assessment, forecasting, segmentation/market map, launch monitoring/analytics, marketing engagement analytics and optimization.