In this episode of Final Form, host Amish Patel engages with guests Yacin Marzouki and Dan Buckland, discussing the evolving landscape of pharma marketing, particularly the concept of omnichannel strategies. They explore the challenges of aligning global and local marketing efforts, the importance of customer engagement, and the need for effective segmentation and data measurement. The conversation emphasises the necessity of breaking down silos within organisations and fostering collaboration among teams to enhance the overall impact of marketing initiatives in the healthcare sector.
In this conversation, the speakers delve into the complexities of the healthcare industry, focusing on the impact of commercial teams, the effectiveness of congresses, and the importance of lead generation. They discuss the need for a cultural shift within pharma companies, emphasising the significance of purpose and patient engagement. The conversation highlights personal motivations and the necessity for a collaborative approach to drive meaningful change in the industry.
Takeaways
• Omnichannel is often misunderstood and misapplied in pharma.
• The focus should be on delivering the right message to HCPs.
• Segmentation is crucial for effective marketing strategies.
• Local teams often lack the data to inform their strategies.
• Templates can standardise reporting and improve accountability.
• Reps should be seen as engagement managers, not just salespeople.
• Data-driven decisions should focus on improving customer experience.
• Global teams need to provide actionable insights to local teams.
• Collaboration across teams is essential for success.
• Patient care should be the primary goal of marketing efforts.
• Commercial teams have a measurable impact but often waste resources.
• Sustainability is becoming a key consideration in prescribing practices.
• Congress events should focus on lasting engagement rather than short-term impact.
• Effective lead generation is crucial for maximising conference opportunities.
• Cultural alignment and purpose are essential for driving success in pharma.
• Patient stories can inspire and motivate healthcare professionals.
• The importance of planning and executing pre- and post-congress strategies.
• Companies need to measure success beyond just profit and sales.
• Creating a supportive environment encourages challenging the status quo.
• Personal motivations play a significant role in driving industry change.
Chapters
00:00 Introductions
02:28 I Hate the Word ‘Omnichannel’
08:28 The Role of Omnichannel in Brand Teams, Globally and Locally
15:17 Building Effective Teams with a Common Objective
30:07 Measuring the Impact of Global and Local Commercial Teams on Prescribing Decisions
54:29 Sustainability in Healthcare Practices and Using Profit Differently
59:13 The Role of Congresses in Healthcare and Creating Lasting Engagement Beyond Events
01:14:50 Individual Motivation, Organisational Goals, and the Patient Perspective
Connect on LinkedIn:
https://www.linkedin.com/in/amishpatelco/
https://www.linkedin.com/in/yacin-m-customerengagement/
https://www.linkedin.com/in/dan-buckland-80356027/
Omnichannel, Pharma Marketing, Customer Engagement, Segmentation, Global vs Local, Marketing Strategies, Data Measurement, Team Collaboration, Healthcare Professionals, Brand Management, healthcare, commercial teams, congresses, lead generation, pharma culture, patient engagement, sustainability, marketing strategy, healthcare professionals, industry impact
