Oncology Reps' New Mantra: Provide Real Value, Maintain Physician Access

Ganesh Vedarajan and Jon Roffman

It’s an exciting time for pharmaceutical companies in the oncology market. Not only are launches in the pipeline, but cancers once thought untreatable are now manageable, and biomarkers have the potential to revolutionize treatment.

But for all the potential and promise of these product portfolios, it’s hard to sell them when you don’t have access to detail oncologists.

According to the most recent edition of ZS’s biannual AccessMonitor™ report, which examined call reports for more than 200 sales teams and examined interactions with approximately 325,000 physicians and prescribers, oncology is the most difficult specialty for pharmaceutical reps to visit. Oncology has been one of the most difficult practices for pharma reps to detail over the past two years, but the restrictions have become more severe and are getting worse over time.

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About the Authors


Ganesh Vedarajan, Principal at ZS Associates, is based in the firm's San Francisco office. Ganesh is the global leader for ZS’s Oncology/Specialty Therapeutics practice. He has helped numerous pharmaceutical and biotechnology companies improve their performance in brand marketing, marketing execution effectiveness, analytics/operations and several other areas.


Jon Roffman is an Associate Principal at ZS Associates and based in the firm's Boston office. Jon is the leader of ZS’s Oncology Field Strategy practice. He has helped numerous companies address sales and marketing issues in oncology, with an emphasis in launch planning, field force strategy and execution, and also has led several initiatives to design innovative customer engagement and deployment models in oncology.