The Contract Sales Organization (CSO) Market Outlook provides a detailed analysis of the demands on CSOs in the evolving pharmaceutical sales and marketing environment. Outsourcing is growing in the context of an industry which is increasingly reducing its footprint by cutting fixed costs. CSOs which are dependent on short-term arrangements have suffered from cancellations and unrenewed contracts as large pharma companies cut their internal sales teams. The emerging model of key account management is explored through a case study, and the report includes an in-depth examination of eDetailing. Building on interviews with pharma industry executives and industry experts, the report explores opportunities in emerging markets and describes strategies for success in the future outsourced sales market.
Key features of this report
Builds on detailed interviews with industry experts and senior executives.
Examines opportunities in emerging regions including India and China.
Reviews the changing dynamics of the sales environment including evolving guidelines and physician access issues.
Analyses the drivers and resistors of the CSO industry.
Explores the future of the contract pharmaceutical sales and promotion.
Scope of this report
Assess the opportunity for CSOs in emerging markets including China and India.
Learn what is changing in the pharmaceutical sales and marketing environment.
Track the CSO market to 2015, including predictions across different markets.
Identify the capabilities and feature of the leading CSOs.
Develop strategies to succeed in the future CSO market.
Key Market Issues
Pharmaceutical outsourcing is increasing in the context of rising industry pressures such as the drop in numbers of approvals, negative pricing pressures and expirations of patents.
Codes on interaction between sales representatives and physicians h ... Read the full report
Table of Contents
The Contract Sales Organization (CSO) Market Outlook to 2015
Executive summary 10
The pharmaceutical sales environment 10
Evolving pharmaceutical sales strategies 10
The global contract sales organization market 11
Leading players in the CSO market 11
Emerging regions in the global CSO market 12
The future of contract sales 13
Chapter 1 The pharmaceutical sales environment 16
Summary 16
Introduction 17
Rising industry pressures 17
Outsourcing as an industry strategy 18
Overview of pharmaceutical sales 20
Sales force sizes 20
Diminishing returns from larger sales forces 21
Sales codes of practice evolving 24
Barriers to physician access are high 26
Need for new marketing and sales approaches 27
Conclusion 28
Chapter 2 Evolving pharmaceutical sales strategies 30
Summary 30
Introduction 31
Key account management 31
Takeda UK case study 33
eDetailing 35
Live virtual eDetailing 37
Scripted eDetailing 37
Website linked eDetails 38
The benefits of e-Detailing 38
Chapter 3 The global contract sales organization market 42
Summary 42
Introduction 43
Sales outsourcing strategies 44
Advantages of using CSOs 44
Barriers to using CSOs 45
Market drivers 46
Cost pressures drive outsourcing 46
Imperative not to increase sales headcount 47
Emerging market growth 47
Market resistors 47
Physician access barriers rising 47
Pharma industry consolidation 49
Rise of new promotion models 50
Market size 50
Chapter 4 Leading players in the CSO market 54
Summary 54
Introduction 55
Quintiles 55
Company overview 55
Business description 55
Partnering collaborations and recent deals 56
Case study: Takeda market entry to Spain 58
Ashfield 59
Company overview 59
Business description 59
Partnering collaborations and deals 61
inVentiv 61
Company overview 61
Business description 62
Partnering co ... Read the full report
