Data and Analytics Unlocking Future of Pharma Sales Planning

Maria Kliatchko

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The only thing constant is change. But while competitive forces and cost pressures continue to be the primary drivers of change, recent technological advances around data and analytics have emerged to create a perfect storm of opportunity for sales planning in the pharmaceutical and life science industries.

This opportunity will redefine traditional cyclical sales planning processes.

What will the future look like—and what can you do to be ready? This paper introduces emerging capabilities in sales planning that we predict every commercial operations department must prepare to adopt in the future, illustrates how some companies are already building these capabilities and offers three key considerations that can mean the difference between leading or following in this competitive market.

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About the Experts

Maria Kliatchko is a Principal with ZS Associates in New York. At ZS she is leading the Javelin™ Professional Services team, as well as the Javelin™ Sales Planning software product line. She has more than 15 years of experience in working with pharmaceutical, medical devices and health-care companies on a diverse array of sales and technology strategy issues, including sales alignment, segmentation and targeting and call planning, as well as business intelligence, CRM and commercial data integration.