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MSL and Sales Strategies for the US Oncology Market

Novel market research for the US Oncology market

Q2, 2012

No matter which biopharmaceutical pipeline analysis you read, one thing is for certain: Oncology dominates. Companies have been built, sold, and failed based on trying to improve the therapy options cancer patients have at their disposal.

The terminal nature of the disease and the lack of multiple, equally effective treatments results in a business model where high-priced treatments abound. Combine this with epidemiological factors (a relatively high proportion of us will get cancer) and it is no wonder the oncology landscape has many highly motivated players.

While this is not groundbreaking news to our industry, stating it out loud sets a base from which to have discussions around how the landscape of Oncology sales/ information strategies are changing and their effects on physicians and pharmaceutical companies.

The purpose of this report is to measure several aspects of how pharmaceutical companies could and should interact with Oncologists. ISR surveyed 102 Oncologists to determine how they prefer to receive certain types of drug information from pharmaceutical and biotechnology manufacturers.

What You'll Learn:

  • How US Oncologists want to receive drug info from pharma/biotech manufacturers and which information they find most valuable
    • MSLs, sales reps, eDetailing, peer-based literature, payer reps?
    • Does practice type make a difference?
  • Benchmark how much time your reps and MSLs spend with Oncologists vs. the industry average
  • Prescribing power Oncologists will have in the near future
  • The most valuable MSL traits and which pharma companies have the best MSLs

Download our free report preview for "MSL and Sales Strategies for the US Oncology Market" to recieve the full table of contents and sample report pages.

Major Sections:

1. Access to Oncologists

    • MSLs and Sales Reps

2. Frequency and duration of visits

3. Impact and satisfaction with interactions

    • Best MSLs? What high-performing MSLs do right?

4. The MSL interaction environment

    • Most valuable MSL topics and industry connections

    • Preferred MSL interaction models (proactive vs. reactive)

    • MSL topic appropriateness

5. Preferred information dissemination vehicles

    • What information US Oncologists want from Sales Reps

    • What information US Oncologists want from MSLs

6. Prescribing trends

7. Practice setting analysis

8. Study data 

    • Data from all questions in the survey

 

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Report Measurements:

Effectiveness of communication channels…

  • Sales representatives

  • Medical Science Liaisons (MSLs)

  • eDetail (a presentation on-line or on a memory stick)

  • Peer-based paper literature, articles

  • Payer representatives

… to deliver specific types of information to Oncologists…

  • New competing products

  • Changes to treatment guidelines

  • Clinical trial safety and efficacy data

  • Academic research findings

  • General product benefits and risks

  • Patient education materials

  • Medication adherence materials/ programs

  • Medication economics, cost of care, reimbursement levels

… across different study/data types

  • Randomized controlled trials with a comparator product

  • Randomized controlled trials without a comparator product

  • Prospective observational studies (registry)

  • Retrospective observational studies (database analysis, health claims)

  • Meta-analysis of data sets (usually data from randomized controlled studies)

  • Health economic outcomes research
  • Patient-centric studies (QoL, adherence, functional measures, ease of use)

Download our free report preview for "MSL and Sales Strategies for the US Oncology Market" to recieve the full table of contents and sample report pages.

In the News:

 08/03/2012 - Pharmaceutical Executive - "The Increasing Value of Medical Science Liaisons"