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The ABCs of IDNs:
The New Keys to Commercial Success for Life Sciences Organizations
The days of a pharmaceutical or medical device
manufacturer sales representative calling on a familiar
physician to detail a new drug compound or a clever bit
of laser technology may soon be gone. Now, more and more
drugs and devices are sold to Integrated Delivery
Networks (IDNs), the often-jumbo health care delivery
organizations that generally include some combination of
hospitals or systems, large medical groups, long-term
care services, outpatient centers and pharmacies. In
addition, Group Purchasing Organizations (GPOs) are
still a major part of the mix in some markets, as
separate entities that negotiate prices for IDNs or as
part of IDNs themselves.
That means Life Sciences Organizations (LSOs) must get
to know a whole new kind of customer, perhaps a
purchasing executive or a Pharmacy and Therapeutics
(P&T) Committee head, who won’t actually use the product
and who may be buying on behalf of hundreds, or even
thousands, of physicians.
Download
this complimentary seven-page e-Brief to ascertain how
LSOs can successfully navigate the maze of Integrated
Delivery Networks (IDNs) and gain insight on:
- Scope and history of integrated Delivery
Networks
- Who the new major players are in making buying
and purchasing decisions
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How to pivot your LSO's sales strategy from B2C to
B2B approach
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Importance of detailed data for IDN-facing LSO teams
for better decisions for a market or therapy area
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What are the ABCs of influencing IDNs?
- Identify key metrics for measuring LSO sales
success
- How to select the right data partner
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