Video
ZS Principal Erik Long on Voice of the Partner Programs.
ZS Principal John DeSarbo discusses the $1.5 trillion question: How can analytics improve high-tech channel partner performance?
ZS Principal John DeSarbo discusses the three keys to channel analytics in high tech
Principal Pratap Khedkar explains the implications of pharma's shift to customer centricity.
Article
After several years of experimentation, big pharma has settled on new commercial models for their U.S. sales teams and is in various stages of implementation, according to ZS Associates Managing Director Chris Wright.
ZS Principal Jeff Gold examines why business intelligence (BI) is so important, what steps companies need take in order to implement BI and the common mistakes he sees when companies build a solution.
In this PMSA article, Pratap Khedkar, managing principal at ZS Associates, and Saby Mitra, associate principal, outline guiding principles on how CLM analytics help pharma companies achieve a customer-centric vision.
In this MDDI article, ZS Principal Bret Caldwell discusses how outsourcing efforts can help OEMs gain access to healthcare decision makers.
In this SHRM article, ZS Principals Chad Albrecht and Stephen Redden illustrate how outsourcing can serve as the antidote to many sales compensation challenges.
In this Business Intelligence Journal article, ZS Manager Bhargav Mantha outlines five guiding principles to help companies make prudent investments and realize the promise of big data.
Due to enormous changes in science, competition and the customer base, pharmaceutical companies are rethinking their commercialization strategies for oncology products.
Whitepaper
With margins shrinking and payers tightening purse strings, medical device companies are considering new key account management (KAM) programs or reassessing current ones.
This article highlights key findings from the 2013 Report on Strategic Account Management Compensation Practices, a study conducted by the Strategic Account Management Association and ZS to provide insight on how leading businesses pay strategic account managers.
The first step in customer centricity means creating a positive customer experience, but what does "customer experience" actually mean, and how can companies willfully design it?
In order to be customer centric, pharma companies must change how they measure success—instead of just throwing money at data and analytics.
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