Archive for category Articles

2016 Life Sciences Industry: Year in Review

Mergers and acquisitions Notwithstanding a fair degree of economic and political uncertainty, M&A activity in the global life sciences industry remains buoyant. The year got off to a strong start with over $30bn of deals in Q1 and $80bn in Q2. Deals worth over $45bn were closed in ...

Top five benefits of Sofware‑as‑a‑Service

The much talked about benefits of the Software-as-a-Service (SaaS) model are fueling widespread adoption of Cloud-computing products in the life sciences industry. But how does it work exactly? And what advantages are there? Traditionally, clients purchase a software product from a vendor and install it on their systems. They then ...

Three key goals for pharma customer engagement

(1) 360° Integration The benefits of integration are obvious. When systems talk the same language they can operate faster and deliver synergies across different parts of the business. Leading technologist Hank Summy notes that: ‘Integration is key. The solutions that are able to unify data, analytics, workflows, and content…are the ones tha...

Measuring the impact of malaria

Evidence from mosquitoes found trapped in amber tells us that malaria has existed for at least 30 million years. Human settlement and population levels were affected by the disease in the Neolithic era, and several disorders such as sickle-cell anemia and thalassemia are known to have evolved as a result of ...

The Key to Success with Closed Loop Marketing

Read the full article There is a lot of buzz in the life sciences about Closed Loop Marketing (CLM). Content distribution companies increasingly market their products around this concept, which promise to some degree the ability to collect data from client interactions and respond to it. The most important element ...

Health Economics and Outcomes Research – What's the Value?

In order to gain market access and remain competitive, pharmaceutical and medical technology manufacturers must be able to demonstrate clinical and economic evidence to providers, healthcare decision-makers and payers. Now more than ever, pricing pressure and regulatory restrictions are generating increased demand for this kind of outcomes evidence. Kevin Mayo, ...

Helping Global Players Reach Local Payers

Markets Without Borders An increasingly challenging legislative environment and competitors entering the market with alternative brands or generics are two of the factors currently holding the attention of global pharma companies. In the US alone, patent protections covering branded pharmaceuticals worth over US$100 billion annually are about to expire, increasing ...

E-Detailing on the iPad: the essential sales tool

When the iPad hit the market in 2010, no one was sure how this new product would impact on business. But fast forward two years and the iPad has found an application in almost every industry. This includes healthcare, with major developments in m-health and e-health attributed to the ‘iPad revolution’. ...

An explanation of the cost-effectiveness plane

Introduction The cost-effectiveness plane (CE plane) is an important tool used in cost-effectiveness analysis, and applied widely in the healthcare industry. It aims to clearly illustrate differences in costs and effects between different strategies, whether they comprise medical interventions, treatments, or even a combination of the two. By visually representing ...

Budget impact models - making an impact

Budget impact models (BIMs) are increasingly being used to determine the financial impact of new products on the budgets of healthcare decision-makers across the globe. In periods of financial pressure, stakeholders are highly cost conscious, leaving pharmaceutical, medical device and diagnostic firms struggling with ways to clearly present the real ...

What are your global app development costs?

The costs of developing apps for market access are fragmented and spread out across country affiliates. As a result, it’s hard to see how it adds up, and often no one appreciates how much is being spent. When you factor in the expense of localizing and maintaining apps, the ...

Value Communications v2.0: Getting the Foundations Right

In this guest article by Richard Mee and Andrew Hobbs from BaseCase partner Pope Woodhead, the authors explore the essential foundations needed for success – and define the leadership role now required from health economics and market access. Pope Woodhead is a multi-disciplinary consultancy based in Cambridge, UK with specific expertise in...

Sales and Marketing Strategies in the Pharmaceutical Industry

The impact of legislative changes, economic turmoil and an increase in competition from generics and biosimilars is forcing change in the pharmaceutical industry. In an increasingly crowded marketplace, there is pressure to ensure that sales force effectiveness is maximized, and the correct sales and marketing strategy implemented. The success factors ...

Cloud Computing and e-Detailing on the iPad

Pharmaceutical companies’ use of mobile sales tools to increase sales effectiveness The wild success of Apple’s fifth generation tablet device - the iPad Mini – seems predictable, even inevitable. Easy to forget that less than a few years ago, tablet computing was untested and sometimes controversial, in the wider marketplace as...

Closed Loop Marketing: Closing the Gap for Pharma

Although the concept of Closed Loop Marketing (CLM) has been around in the pharmaceutical industry for years, renewed attention is being generated by the development of new e-detailing technologies that act as a catalyst to the marketing cycle. Feedback + Analytics = Growth Jim Sale of IMS Health defines CLM as “a ...

Closed Loop Marketing for market access

About Closed Loop Marketing As a manager working in market access or HEOR, you may not have heard about Closed Loop Marketing. Closed Loop Marketing software is being used by most pharma companies, but to date it has only been used to support the pharma sales force in their engagement ...

BaseCase Versus Custom-Built Apps

The benefits of using the BaseCase platform to build value communication apps BaseCase is a web-based platform that lets pharma and medical device companies build their own apps for key account managers. It’s a global solution to the ongoing need for value communication tools, designed to replace the per ...

Pharmaceutical Data Security: Controlling the Message

There are a number of reasons for pharma companies to be very interested in retaining control over the kinds of messages that are sent out to payers and healthcare providers in various markets. A well managed market access and marketing strategy can create a competitive advantage. On the other hand, ...

Access to Medicines: The Role of Pricing and Technology

In this guest article, Rochelle Sampy from eyeforpharma speaks to Richard Bergström, Director General of the EFPIA about equal access to medicines, pricing disparities across the EU and the role technology can play in bringing affordable healthcare to millions. The pharmaceutical industry is constantly engaged with national governments and o...

Success Factors in Value Communication Design - Layering Information

This is Part 3 of the ‘Success Factors in Value Communication Design’ series, a set of articles that examine the key success factors in creating customer engagement tools that successfully communicate the clinical and economic benefits of pharmaceuticals, devices and diagnostics. These recommendations have been drawn from the experiences of Gijs ...

Success Factors in Value Communication Design - Telling the Story

This is Part 2 of the ‘Success Factors in Value Communication Design’ series, a set of articles that examine the key success factors in creating customer engagement tools that successfully communicate the clinical and economic benefits of pharmaceuticals, devices and diagnostics. These recommendations have been drawn from the experiences of Gijs ...

Success Factors in Value Communication Design - Introduction

This is the introduction to ‘Success Factors in Value Communication Design’, a series of articles that examine the key success factors in creating customer engagement tools that successfully communicate the clinical and economic benefits of pharmaceuticals, devices and diagnostics. These recommendations have been drawn from the experiences of Gijs Hubben, ...

How to roll out a global value proposition to local affiliates

Over the last several years pharma sales and marketing strategy has changed, moving towards HEOR-based engagement with payers and providers rather than traditional prescriber marketing. This is due to a diverse range of factors, including economic constraints and a changing legislative environment in the U.S. and worldwide. The renewed ...

How Online Tools Are Changing Medical Device Sales

To be in the game, you have to be online… and the medical device industry is no different. The demanding schedules of physicians, lab technicians and hospital administrators means that sales forces for medical devices must be smart about the way in which they approach potential payers. Due to the ...

How to Engage Clients and Increase Sales with Interactive Presentations

If a picture is worth a thousand words – how many is an interactive presentation worth? Interactive presentations leverage the latest technology to enable pick-a-path type discussions in which audience members can participate and modify inputs with the slide of a button. Sales presentations usually contain generalized information as reps cannot fo...

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