Falling Margins in Pharma - increasing ROI through CRM (Market Focus)

Publication Date	July 2007
Publisher	Datamonitor
Product Type	Brief
Pages	15
ISBN Number	not applicable
Product Code	DAT05988

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Summary

Introduction

This report is an analysis of the industry drivers and inhibitors within the pharmaceutical industry that will affect the take up of CRM.

Scope

Pharmaceutical companies are facing a multi-layered assault on their profit margins
Lack of ROI to date is holding pharmaceutical companies back from investing in CRM
Each region is producing differing challenges for the pharmaceutical industry

Highlights

The pharmaceutical industry is facing a number of pressures on its profit margins. This report looks at these pressures and analysis how they are affecting the growth in the CRM.

Reasons to Purchase

Learn what the key drivers are for the take up of CRM in the pharmaceutical industry are.
Understand the constraints that are holding back investment in CRM solutions.
Understand how the differences between each nations characteristics are going to affect the growth in each country.

Content

Datamonitor View
Catalyst
Summary
Analysis
- Pharmaceutical companies are facing a multi-layered assault on their profit margins
- The pharmaceutical industry is facing pressures from all sides
- The end of an era for blockbuster drugs
- Lack of drugs coming to market is only compounding the pharmaceutical industry's problems
- Power to the people: fuelling the need for CRM in Pharmaceuticals
- The patient is becoming an important influencer within the decision making process
- The sales force has become less effective fuelling the need for a new strategy
- Lack of ROI to date is holding pharmaceutical companies back from investing in CRM
- Pharmaceutical companies are yet to see a ROI on their older CRM investments
- Pharmaceutical companies do not have sufficient reference points for other CRM implementations
- While an enterprise wide solution CRM solution is sought it can slow down the rate of implementation
- Despite these inhibitors Datamonitor projects strong growth
- Each region is producing differing challenges for the pharmaceutical industry
- The US has the most consumer driven drugs market
- Japan and Italy have cost constraints set by their governments on drug pricing
- Pharmacoeconomics are becoming increasingly important in the UK
Actions
- Vendors need to use their references to help sell CRM solutions
- The changing customer means vendors need to evolve their solutions
Appendix
- Definitions
- Methodology
- Further reading
- Ask the analyst
- Datamonitor consulting
- Disclaimer
List of Figures
- Figure 1: The pharmaceutical industry is facing pressures pricing from all sides
- Figure 2: NMEs per year vs. Global R&D spend ($billion) 1980 - 2003
- Figure 3: How CRM can maximize sales force effectiveness
- Figure 4: Process by which patients become more influential in drug prescription
- Figure 5: How likely are the following factors to affect or impact your prescribing decisions?
- Figure 6: CRM in pharmaceuticals market for Europe, North America and Japan, 2006-2012
- Figure 7: Percentage CRM market share in pharmaceuticals, 2007
- Figure 8: CRM in pharmaceutical market size in Italy and Japan, 2006-2012