That's an understatement. Customers have evolved, pipelines have shrunk, thousands of stakeholders need attention and budgets are restricted. The sales and marketing rule book is being completely rewritten. But it's not all bad...
The speed of customer change is driving unprecedented innovation
Right now, we're questioning 'norms', revisiting 'proven' tactics, looking for new approaches. "It's not about shiny new iPads, but changing the way we look at our customers and taking advantage of all of the opportunities available to us.." - Andreas Claus Kistner, Global Head of Commercial Architecture, Roche.
The best innovation is a team effort
Good decisions are rarely made in isolation. That's why, for a decade, Pharmas thought leaders have come together every year at eyeforpharma's SFE event to hammer out solutions. It's a vital platform for debate, idea-sharing and learning. It's where the most forward-thinking teams work on beating some of the big challenges out there.
"A 'must' for the SFE community"
Frank Zarifian, Commercial Excellence Manager, Sanofi-aventis
Take away your copy of the event brochure to see how we will address these challenges
We spent several months travelling around Europe, talking to people exactly like you. This has thrown up clear themes upon which the latest event is founded:
The technology we can now bring into play has never been so accessible or powerful. We'll explore how to harness tablets, smartphones and the latest applications to deliver big returns.
We used to deal with Physicians... now we're facing everybody from Payers to Patient Groups. What really works when you're shooting to build profitable relationships with such diverse 'stakeholders'? You'll find the answers here, because we're bringing the new players (including Advocacy Groups, BUPA, DAK and Patients) to the event.
Big money customers are harder to work with than ever before. SFE strategies of old won't wash in the era of value. We'll be hearing how KAM thinking is morphing at Vodafone, Siemens and other leading innovators as they look to keep key relationships on track
New markets are vital to growth as the developed pharma world gets more complicated. Sure, the opportunities in territories like Brazil, China, India, Turkey and Mexico are huge. But the dynamics are tough and very variable. How do we best carve out market share without getting burned?
This only scratches the surface - have a look at our full detailed agenda...
This year's event contains 8 separate tracks, with 1000 people attendees in total.
Bayer's, Roche's and Sanofi's success stories in emerging markets might interest you, but if not, perhaps the case studies into digital selling and mobile technology could?
Or perhaps our cross-industry examples on added value through KAM might be of use, but if you'd rather explore Novartis' roll-out of their global CRM platform, you can.
Beat the big challenges - hear from the industry's most forward-thinking personalities
If we're all going to adapt and evolve, then we need to ensure that we have the top thought leaders and strategists by our side. SFE is the meeting where they can be found.
