Project Management

The Changing Ecosystem of Pharmaceutical Sales and Marketing

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Executive Summary

The pharmaceutical sales and marketing landscape is undergoing dramatic change. Expiring drug patents and weakening product pipelines have placed increasing pressure on sales and marketing teams to drive revenue growth, while tightening regulation and shifting operational models surrounding healthcare delivery add additional challenges. Primary care - driven sales are now evolving toward an increasing mix of specialty sales, and sales operations are moving away from frequency-based sales interactions to more strategy-based sales models. To support life science companies in this changing dynamic, Oracle has developed a wide range of solutions that enable life science companies to remain agile and best capitalize on new market opportunities as they arise.

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