2. Contents
View our services for:
View our solutions:
Branded Pharmaceutical: Hospital:
Healthcare Payers:
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Sales
Medical Teams
Marketers
Market Access Professionals
Management
Contracting and Purchasing Managers
Finance Directors
Business Intelligence
General Managers
Technology Solutions for Healthcare and Life Sciences
3. Achieve a More Effective Sales Organization
Services for Branded Pharmaceutical Sales
Information and Analytics
to Drive Performance
Identify Prospects and Opportunities, Expand Your Market Share,
and Measure Your Performance
You know it and we know it: very few biopharmaceutical sales forces operate at peak
efficiency. And it has nothing to do with representatives’ effort.
The difficulties begin with creating an organizational structure that optimizes the number
of representatives, aligns them effectively, and makes best use of your overall investment.
Then, your representatives need direction and feedback to be effective.
• Structure sales force
and align territories
• Profile and segment
stakeholders
• Plan and execute
effective calls
• Manage customer infomation
and automate record keeping
• Monitor sales performance
via dashboards of Key
Performance Indicators
(KPIs)
• Track promotional
expenditure by customer
for compliance purposes
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4. PROFILING AND SEGMENTING STAKEHOLDERS TO REFLECT
THEIR LIFETIME VALUE - BEYOND MERE SCRIPT COUNTS
To help you make these critical decisions for your brand/organization, IMS Health models alternative resource and territory allocations.
And we help you direct the sales force with answers to such questions as: Which physicians will be the most productive prescribers?
Who should I call on next? With what message? Through which channel? How much of an impact did I make?
In managing their territories, your representatives can rely on IMS Health information and mobile
business intelligence tools for:
Finally, to help you manage your team’s performance, we supply
dashboards highlighting which territories are living up to their
potential and where there is untapped opportunity.
You have the at-a-glance answers you need to make adjustments
and reward success.
We are dedicated to helping your field force achieve rapid
uptake of your product and maintain continuous market growth…
with no data crunching required!
TRACKING PROMOTIONAL
EXPENDITURES, BY CUSTOMER
FOR REGULATORY COMPLIANCE
MANAGING CUSTOMER
INFORMATION WITH SALES
AUTOMATION TOOLS
UNDERSTAND WHICH
APPROACHES AND MESSAGES
WERE MOST EFFECTIVE,
BY AUDIENCE TYPE
MONITORING THEIR
OWN PERFORMANCE
WITH DASHBOARDS OF KEY
METRICS AND SPOTTING
OPPORTUNITIES
FOR IMPROVEMENT
Services for Branded Pharmaceutical Sales
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5. Understand and Monitor the Real-World Market
Services for Branded Pharmaceutical Medical Teams
Clinically Rich Market
Intelligence
Provide Your Healthcare Professionals with Optimal Medical Support
You help market access specialists, medical science liaisons, and marketing teams do their
jobs. But… who helps you do yours?
The best medical teams exhibit a deep understanding of actual clinical practices and have
a sixth sense about the questions, concerns, and needs of healthcare providers and other
stakeholders in the market.
• Prepare the strategic
medical plan
• Build relationships with
KOLs & influence networks
• Direct medical sales liaisons
• Support market access and
marketing departments
• Monitor social media for
potential adverse events
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6. When it comes to scoping the market your product will enter, IMS Health has the real-world
evidence you need to develop relevant support to providers. You can:
Once you are ready to build relationships with Key Opinion Leaders (KOLs) and other stakeholders, our quantitative and qualitative research
can help you identify the leading physicians in the field so you can discuss their needs and the value of your upcoming treatment.
After your product is on the market, we can help you:
• Measure the impact of your medical support programs using real-world data
• Stay attuned to potential adverse events by monitoring social media
With such a detailed view of the medical landscape, you can support your internal and external customers and monitor for full compliance
with regulatory guidelines, both before and after launch.
Services for Branded Pharmaceutical Medical Teams
BECOME AN EXPERT IN THE NATURE OF THE DISEASE,
TO INCLUDE INCIDENCE, ASSOCIATED CO-MORBIDITIES,
DISEASE PROGRESSION, AND MEANINGFUL COHORTS
UNDERSTAND CURRENT CLINICAL PRACTICES,
INCLUDING DIAGNOSIS AND TREATMENT
DECISION PROCESSES
ASSESS THE DYNAMIC MARKET,
EVALUATE HOW ALTERNATIVE
THERAPIES PERFORM,
AND ESTIMATE THE OVERALL
MARKET OPPORTUNITY
PROFILE THE TARGET POPULATION BASED ON HOW
PATIENTS FLOW THROUGH THE MEDICAL SYSTEM
AND COMPLY WITH/ADHERE TO THEIR TREATMENT
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7. Improve the Return on Your Brand Plan
Services for Branded Pharmaceutical Marketers
Leading Market Insights
& Tools
Optimize Your Market Potential, Resource Allocation,
and Responsiveness
There is no “do over” if your brand plan fails. An error in any stage of product marketing—
analyzing the market, developing the brand plan, executing the plan, assessing the results,
and making adjustments —can cost you big.
So, you’ve got to get it right and keep it on track, spending your limited budget wisely
and reacting quickly to market challenges.
• Forecast potential
• Segment and target your
audience
• Prepare compelling
positioning and connect with
customers on their terms
• Spot growth opportunities
and develop your strategy
• Allocate your resources
• Understand what’s driving
performance
• Refine your approach
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8. To help you ensure the success of your brand strategy, IMS Health gives you the market intelligence and analytical tools to eliminate
the guesswork and capture share effectively.
Your success is our success. Therefore we help you and your brand team:
And, because we operate in 100+ countries, we can support a cohesive global strategy and common performance tracking around the world.
Services for Branded Pharmaceutical Marketers
UNDERSTAND THE DISEASE LANDSCAPE,
MARKET POTENTIAL, CURRENT DYNAMICS,
AND COMPETITIVE SITUATION
TARGET PHYSICIANS ACCORDING TO THEIR PRESCRIBING
POTENTIAL, THERAPEUTIC ATTITUDE, AND PREFERRED
CHANNELS OF COMMUNICATION
MANAGE YOUR CAMPAIGNS BY
COMBINING YOUR MARKETING
DATABASE WITH EXECUTION
AND REPORTING TOOLS
IDENTIFY
KEY OPINION
LEADERS (KOLS)
BASED ON THEIR
INFLUENCE
NETWORKS
DETERMINE WHAT EVERY PROMOTIONAL
EURO DELIVERS THROUGH DASHBOARDS
THAT TRACK PERFORMANCE
DETERMINE WHERE TO SPEND YOUR PROMOTIONAL
RESOURCES BY MODELING ALTERNATE SPENDING LEVELS
AND CHANNELS USING ANALOGOUS BRANDS
AND MARKET BENCHMARKS
KNOW WHAT DRIVES THE MARKET
AND PRODUCT PERFORMANCE
BASED ON INSIGHTS INTO
TREATMENT PROGRESSION,
DOSING, SWITCHING, AND
ADHERENCE
MEASURE MESSAGE IMPACT VIA A CLOSED-LOOP
MARKETING APPLICATION
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9. Make the Case for Reimbursement
and Appropriate Funding
Services for Branded Pharmaceutical Market Access Professionals
Information, HEOR
Services, and Deep
Therapeutic Expertise
Ensure Fast Access to New Treatments with a Justifiable Price
No matter how constrained the payer environment may be, your launch must succeed.
This means developing a value dossier that will ensure swift uptake through the right
channels at the right price. It also means identifying key influencers, understanding
the needs of local payers and providers, and negotiating from a position of strength.
Are you ready?
• Determine the best
sequencing of indications
• Develop the value dossier
most convincing to each
individual country
• Negotiate from a position
of strength
• Reach the right stakeholders
to inspire brand advocacy
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10. You will need a wealth of information and a variety of skillsets ranging from networking to
economic modeling to negotiation. IMS Health is here to help you:
While the window of opportunity for new products is brief, you can
help ensure a strong launch trajectory with the right preliminary
steps. IMS Health has the deep therapeutic expertise, information
resources, and economic modeling background to
help you identify influencers and key decision makers early,
understand their decision criteria, and tailor your value dossier
to meet their needs and prove the value of your product.
A lot is riding on your shoulders as you pave the way for your
product’s success. Let us pave the way for yours.
Services for Branded Pharmaceutical Market Access Professionals
SCOPE OUT THE DISEASE
LANDSCAPE WITH REAL-WORLD
EVIDENCE ON SIZE AND PROFILE
OF THE AVAILABLE POPULATION
TARGET REIMBURSEMENT DECISION
MAKERS WITH INSIGHTS INTO THE FLOW
OF FUNDING IN THE DISEASE AREA
DETERMINE THE COST-EFFECTIVENESS AND
COMPETITIVE INTENSITY OF YOUR DRUG IN
COMPARISON TO IN-MARKET ALTERNATIVES
CALCULATE THE HEALTH ECONOMIC
AND BUDGET IMPACT OF SPECIFIC PRICING
AT THE NATIONAL OR LOCAL LEVEL, WITH
ECONOMIC MODELING SERVICES
UNDERSTAND INFLUENCE NETWORKS
AND MOBILIZE YOUR BRAND
ADVOCATES BASED ON INFORMATION
ON STAKEHOLDERS
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11. Forecast and Measure Sales Accurately
Services for Branded Pharmaceutical Finance Directors
Business Intelligence
& Analytical Tools
Trust a Single, Reliable Source in Reporting and Projecting Performance
Crunching numbers is one thing. But squabbling over them is another. What could be more
disruptive to keeping your organization on a sound financial footing?
Being the authority on your company’s current performance and future financial prospects
requires having comprehensive information, accurate measures, and “one version of the
truth” extending from headquarters to the individual representative.
• Develop realistic revenue
expectations
• Analyze global forecasts
and validate local fit
• Compare actual vs. target
sales performance
• Seek compensation for
revenue lost to cross-border
trading
• Compensate and reward
sales representatives
accurately
• Measure aggregate spending
for regulatory compliance
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12. We harmonize disparate views of the market and your performance into globally consistent, trusted displays that can help you secure
and maintain your organization’s financial health.
Services for Branded Pharmaceutical Finance Directors
Only with the right resources can you truly manage your company’s finances in a way that accounts for risks beforehand, is goal-directed,
and ensures compliance. IMS Health information and analytical solutions provide your company with globally comparable market insights
and performance measures—for a lower total cost of ownership.
With our complete and accurate coverage of what is happening in the market (reflected through sales, prescription,
and real-world data) you can:
VIEW KEY PERFORMANCE INDICATORS
(KPIs) OF SALES GOAL ACHIEVEMENT
IN NEAR REAL TIME
UNDERSTAND MARKETPLACE DYNAMICS
SUFFICIENTLY TO FACTOR RISKS AND
OPPORTUNITIES INTO A SOUND SALES FORECAST
COMPARE PERFORMANCE
ACROSS COUNTRIES,
TERRITORIES, AND BRICKS
UNDERSTAND HOW CROSS-BORDER
TRADING IMPACTS COUNTRY-LEVEL SALES
CALCULATE SALES FORCE INCENTIVE
COMPENSATION AUTOMATICALLY,
VIA A TOOL THAT LINKS AUDITS
OF SUB NATIONAL SALES
TO INDIVIDUAL REPRESENTATIVES
ENSURE COMPLIANCE
WITH AGGREGATE SPEND
REPORTING REGULATIONS
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13. Increase Your Organization’s Confidence in its Direction
Services for Branded Pharmaceutical Business Intelligence
Insights and Analytical
Tools
Provide Reliable and Relevant Insights for Fact-Based Decision-Making
Questions, hypotheses, and uncertainty swirl around you all day long as your colleagues look
to you for answers, explanations, and foresight.
You have got to turn the unknown into the known. The incalculable into the estimated.
And the unforeseen into the foreseeable.
• Forecast sales precisely
• Monitor market
developments
• Spot business trends
• Project future scenarios
• Build reports upon request
- quickly and efficiently
• Spend less time wrestling
with data and more time
sharing insights
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14. We know that having inaccurate information… information that’s slow in coming… or information that isn’t actionable is hardly better
than having none at all. And it certainly does nothing for your reputation with senior management, sales, or marketing. That’s why we:
Let IMS Health help you ask the tough questions and test assumptions. Draw insights from the facts. And make better decisions.
• Achieve a 99.7% on-time delivery rate
• Apply industry-leading processes for cleansing and
integrating data
• Maintain the industry’s most complete and accurate global
reference data
• Help you maintain “one version of the truth” for all
internal stakeholders via robust and well-tested master
data management (MDM) solutions and practices
• Integrate our analytical tools into one, easy-to-use platform
• Support both standardized and customized reporting
Services for Branded Pharmaceutical Business Intelligence
We relate to your mission—to help your company make wise decisions and improve its performance—because it’s
the whole point of our business, too. To help you, we provide:
ONE OF THE LARGEST COLLECTIONS OF HEALTHCARE INFORMATION IN THE WORLD, SPANNING SALES, PRESCRIPTION,
CUSTOMER REFERENCE, AND PROMOTIONAL DATA, MEDICAL CLAIMS, ELECTRONIC MEDICAL RECORDS, AND SOCIAL MEDIA
SOLUTIONS TO HELP YOU MEET THE NEEDS OF YOUR SALES AND MARKETING TEAMS, BE IT ASSESSING PRESCRIBERS’
POTENTIAL OR CONDUCTING PRIMARY RESEARCH, FOR EXAMPLE
PROFESSIONAL SERVICES FOR HELP WITH FORECASTING, MODELING, AND OTHER DATA ANALYSES
ROBUST TOOLS (SUCH AS KEY PERFORMANCE INDICATOR (KPI) DASHBOARDS) SO THAT YOU CAN ACCESS YOUR
INFORMATION, VISUALIZE ITS MEANING, SHARE IT EASILY, AND MAKE INFORMED DECISIONS RAPIDLY
i
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15. Manage the Top and Bottom Line
with Confidence
Services for Branded Pharmaceutical General Managers
Support throughout
Your Organization
Trust a Single Resource in Addressing Your Business Challenges
At any given time, the “P” in your P&L responsibilities could stand for perspective, potential,
or prioritization. And that is when things are going well! It could also stand for problems.
The list of things that worry you in the small hours may be long and constantly changing.
Or it may be limited to a few chronic issues.
• Define short-term and long-
term priorities
• Direct your organization with
Key Performance Indicators
(KPIs) aligned with your
strategic objectives
• Ensure that your organization
is “fit for purpose”
• Support your teams with the
information and technology
tools they need to succeed
• Track business performance
• Identify strategic partners
and partnering opportunities
• Manage your relationships
with key external stakeholders
• Measure the impact of
investments in new sales models
and marketing initiatives
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16. We tackle every challenge with an intimate understanding of your local environment and an appreciation for your corporate accountability.
Services for Branded Pharmaceutical General Managers
When you seek help for business issues, you should set the agenda. And work with partners who share your vision and understand your questions.
Whether your challenges involve strategic decisions, tactical execution, or operational oversight,
IMS Health is ready to be an advisor. A partner. And a resource with the right focus and role-based
evidence for the issue at hand. We help you:
DEVELOP BUSINESS
STRATEGIES
SET, AND MANAGE TO,
PERFORMANCE TARGETS UNDERSTAND THE MARKET LANDSCAPE
CREATE A MORE EFFECTIVE
SALES ORGANIZATION
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MAKE THE CASE FOR REIMBURSEMENT
AND APPROPRIATE FUNDING
IMPROVE THE RETURN
ON YOUR BRAND PLAN
€MAKE BETTER INFORMED
DECISIONS
REDUCE COSTS
AND TIME TO INSIGHT
ASSESS YOUR COMPETITION
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17. Strengthen Your Hospital’s
Performance
Services for Hospital Management
Performance Scorecards
& Dashboards
Improve Efficiency & Quality of Care with Ongoing Visibility to Performance
The more transparent healthcare becomes, the more visibility you need. These days,
having a clear, timely view of your hospital’s efficiency and quality is a business imperative.
There is no room for guesswork and no time to wait for a legion of consultants and
analysts to extract information from your Enterprise Resource Planning (ERP) and hospital
information systems.
• Forecast your operating
budget
• Monitor your organization’s
financial health and quality
of care via key performance
indicators
• Identify treatment patterns
that lead to better health
while reducing expenses
• Set favorable contract terms
with payers
• Benchmark performance
against comparable hospitals
to identify levers for
improvement
• Support our accreditation
projects
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18. By implementing a well-structured and more integrated information strategy, you can develop results-oriented solutions that deliver
improved patient satisfaction and health outcomes, while containing costs.
Services for Hospital Management
To plan and execute strategically, you must have decision-ready insights into your current practices and results. To make fact-based
decisions, you need to access information at a glance. IMS Health is able to pull data from your systems—and gather benchmark data
from other hospitals—presented in easy-to-interpret scorecards and dashboards.
With these, your organization is empowered to:
FOLLOW THE REALIZATION OF HOSPITAL
STRATEGY AND REACT QUICKLY TO
POTENTIAL ISSUES IDENTIFIED VIA KEY
PERFORMANCE INDICATORS
COMPARE YOUR OPERATING
PARAMETERS AND TREATMENT
OUTCOMES WITH THOSE OF SIMILAR
INSTITUTIONS
SPOT AREAS OF OPPORTUNITY FOR GREATER
EFFICIENCY AND QUALITY, GIVEN HOW
PATIENTS FLOW THROUGH THE SYSTEM,
FROM ADMISSION TO DISCHARGE
BUDGET APPROPRIATELY, BASED ON
YOUR MEDICINE USAGE, THE DRUGS
IN THE PIPELINE, AND THE INCIDENCE
OF DISEASE IN YOUR COUNTRY
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UNDERSTAND YOUR UTILIZATION AND PROFITABILITY,
BY FACILITY, SERVICE, AND PATHOLOGY
IDENTIFY HIGH-PERFORMING PHYSICIANS
WHO MAY BE GOOD REFERRAL SOURCES
FOR YOUR HOSPITAL
CONTRACT WITH
PAYERS KNOWING
YOUR CURRENT
UTILIZATION
PER DISEASE,
AND WHAT YOU
EXPECT FOR
NEXT YEAR
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19. Manage the Cost and Quality
of Care
Services for Contracting and Purchasing Managers within Healthcare Payers
Clinically Rich Market
Intelligence
Make Policy and Purchasing Decisions that Will Optimize Your
Contribution to Healthcare
Every payer wants “value for money.” But for you, it has to be a guiding principle in every
daily decision.
You are caught between the ever-increasing demand for preventative, curative, and palliative
care on the one hand and a finite budget on the other.
• Compare drug costs across
countries
• Create accurate forecasts
based on drug costs
and disease projections
• Track patient outcomes
by disease area by
institution/care provider
• Benchmark spending for
treatments/procedures
across institutions
• Develop favorable and
realistic contracts with
providers
• Monitor protocol adherence
for contracting purposes
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20. Ultimately, with this real-world feedback, you will be able to negotiate your contract terms to better manage costs and stimulate
improved patient care.
Services for Contracting and Purchasing Managers within Healthcare Payers
How do you ensure your budget is sufficient to fund the upcoming pipeline of new medicines? Select strategies that will limit your financial
risk from innovative drugs whilst ensuring clinical benefit? Understand how providers’ use of medication changes from month to month?
The answer lies in having information on the cost effectiveness of current medical practices. A way to benchmark providers on their
performance. And an accurate way to project your short- and long-term expenses. IMS Health recognizes that healthcare runs on data
and offers you the information you need to make fiscally responsible decisions.
We can supplement your own treatment information with other sources and bring our expertise
in modeling and forecasting to help you:
DEVELOP A ROBUST FORECAST THAT
INCORPORATES DRUG COSTS FOR
IN-MARKET AND PIPELINE PRODUCTS
MEASURE THE HEALTH OUTCOMES
AND ECONOMICS OF DIFFERENT
TREATMENT PROTOCOLS
ACROSS PROVIDERS
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GAUGE HOW WELL
YOUR PROVIDERS
ARE PERFORMING
COMPARED TO OTHERS
NATIONALLY, BY
PATHOLOGY AND
PROCEDURE
COMPARE PRICES AND UTILIZATION
INTERNATIONALLY
(FOR EXAMPLE ON BIOSIMILARS)
BE MORE AWARE OF CHANGES IN
TREATMENT PATTERNS VIA EARLY
WARNING DASHBOARDS
TRACK
A PROVIDER’S
ADHERENCE TO
THE TREATMENT
PROTOCOLS
SPECIFIED IN YOUR
CONTRACT
!
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21. Orchestrate your Customer Engagement
Technology Solutions for Healthcare and Life Sciences
A Powerful Engine for
Advanced Analytics,
Mobile Solutions
Integrated Insights to Overcome Complexity and Drive Action.
Simplify Infrastructure to Control Operational Costs.
Information and technology are at the heart of addressing nearly every challenge that
healthcare stakeholders face. From understanding and engaging patients and providers.
To managing clinical trials efficiently. To improving patient treatments and outcomes.
The healthcare industry runs on data. It produces more transactions per day than the
New York Stock Exchange.
Yet, most healthcare organizations remain saddled by legacy systems that lack the speed,
agility, and integration needed to keep pace. To meet these needs IMS Health has developed
applications ready for the data-driven world.
• Curate data across multiple
sources to make comparisons
across geographies and follow
trends
• Access on-demand analytics
• Create organizational
efficiencies and increase Return
on Investment (ROI)
• Cut through the noise to deliver
value with every customer
interaction
• Meet local and regional
compliance regulations
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22. Nucleus 360 is a complete cloud-based master data
management solution designed for Life Sciences.
This platform establishes an end-to-end customer data
repository that is accessible across the organization.
Cloud-Based Applications that Integrate Sales
& Marketing Activities
Our Nexxus™ Commercial Application Suite ensures that you
attract the best customers, that your messages are heard,
and that you are able to develop relationships with your
audiences.
Technology Solutions for Healthcare and Life Sciences
A Single Version of Your Stakeholder Universe with Insights Available Anytime, Anywhere
The IMS One Intelligent Cloud reflects our deep experience in healthcare technology and infrastructure.
It provides data validation and governance tools to integrate IMS Health proprietary data with your
own data, third-party data, and public information, to create a solid data foundation that acts as a single
source of truth throughout your company. This is complemented by an integrated and inter-operable
portfolio of cloud-based applications tailored to the needs of healthcare payers and providers,
and to commercial and clinical operations within life sciences companies.
Engage Customers on Their Terms
Nexxus Marketing: Elevate your outreach to target
audiences from random acts of marketing to ongoing,
integrated conversations. Align your messages across
channels to drive engagement and performance.
Nexxus Social: Make the most of market opportunities
by tracking social media to identify and respond to shifts
in brand sentiment and adverse events.
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23. Reach the Right Customers through Well Designed, Meaningful Conversations
Integrate personal and non-personal preferences of your customers. Inform them with information they value. Orchestrated through
resources and channels they seek.
Nexxus Mobile Intelligence (MI): Attract and engage your audiences on their terms, refining your conversations at every
touch point. Customer Relationship Management (CRM) capabilities and innovative, multi-channel engagement solutions
help you reach the right customers through the right channels with the right message.
iDetailing is the most robust and flexible remote eDetailing solution integrated into the multi-channel client
engagement strategy, improving cost efficiencies and productivity.
Customer Engagement Hub (CEH): Collect and unify all of your customers’ channel experiences, turning your commercial
strategy into a customer-centric model.
A Proactive, Web-Based Solution for Disclosure and Transparency Compliance
Aggregate Spend 360: Meet your obligations for disclosure and transparency imposed by local and national mandates with the
leading solution trusted by over 60 companies worldwide. Its automated reporting and out-of-the box report templates make
it easy to uphold regulations and mandates.
Confidently Make the Right Business Decisions
Nexxus™ Performance delivers analytics designed specifically for pharmaceutical and life sciences sales and marketing.
Stay informed with consistent, integrated views of your business performance so you can act with confidence to optimize strategies.
IMS Health’s sophisticated technology environment and solutions are available to help you wring costs out of your operations, confidently
make the right business decisions, strengthen your customer engagement, and support your commitment to transparent business practices.
Technology Solutions for Healthcare and Life Sciences
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