Stelerix Web Blog Knowledge at your Fingertips

15Feb/110

KOL Engagement and Alignment.

Here's a quick excerpt from our Special Comprehensive Country Report, India. It's something we've seen addressed again and again in our follow-up interviews.  I've also thrown in a YouTube interview with Tushar Barad who talks about some of the intricacies of engaging with KOLs.

The updated report will be exclusively available for free through our great friends over at pharmaphorum. So you better get registered!

"Respondents identified active engagement of local Key Opinion Leaders as the most effective means to understand their needs. Further, this strategy provides accurate insight into actual affordability as demonstrated by purchasing power and cost of living, in addition to possible commercial strategies and their respective likelihoods. However, our research also suggested that organizations as a whole have been slow to actively engage end-users. Patience and value on the long term was also a key trend among respondents. It was evident from our results that success in India favors ongoing and long-term relationships that grow and evolve over time. While short-term profit can be made, it is clear that the initial time investment and requisite patience were rewarded many times over when focus was placed on the longer term.  A further benefit of continuous investment in “relationship capital” is the evolution of mutually business partnerships. Organizations who establish themselves effectively in India can often leverage their presence to reach other fast-growing markets in the South-Asian and Asia-Pacific region. Our experts agree that to be effective into 2020 and beyond, market leaders must invest proactively in nascent relationships, given the propensity for longer cycle time in such business partnerships. Opportunity to cut costs and drive access will exist for those who look to partner and aid, rather than exploit."

Posted by Jeff

Oh yeah, the full report will also be available for download here, but this week only!!

2Feb/110

Health Biz India

I was lucky to get a great picture of the rapidly growing healthcare scene in India in my recent correspondence with Jayata Sharma, the Editor-in-Chief of Health Biz India.

As we've seen mentioned before, it was emphasized again that key opinion leaders are absolutely critical to progress and understanding of market conditions within India.

Inform yourself about Indian healthcare's first B2B news portal. Read this interview.

25Jan/110

Patient Retention and Recruitment

I was lucky enough to catch up with Melynda Geurts, Chief Operating Officer at D. Anderson & Company (DAC). As a leading service provider, the DAC team leverages clinical trial expertise, creative acumen and site management excellence to produce measurable results.

DAC is scheduled to be appearing at a couple of upcoming conferences, so I kept it brief and honed in on the critical things to remember, in terms of effective clinical outsourcing and patient recruitment strategies, like, why it's worth remembering in the first place.

13Jan/110

Call for Questions!

I have a number of interviews coming up.  I am really excited to have the opportunity to speak to experienced stakeholders. It is bound to be one engaging and informing discussion after another.

Get ready for a flood of quality content in the latter half of next week.

I have done my best to think up intriguing questions. They are all based on direct input from our preliminary research and direct industry stakeholder input, like this. But I'm still new to the interview game. So if you have ideas or are burning for answers, please send them to us!

If you could pick the brain of an emerging market expert, what would you ask?

If you need some inspiration, here are some tried and true questions (and answers).

Alok Kumar, Part 1, Part 2 (FREE On-Demand webinar)

Vivek Varma - Contract Manufacturing

Posted by Jeff

12Jan/110

Exclusive Interview, Part 2

I woke up at 3:30am (2:00pm IST) the other day, to find out about lessons learned  in competitive generic global product launches.

The follow-up to our first exclusive interview is now online.

Watch this FREE, on-demand webinar to understand:

  • What the Indian market will look like in ten years
  • What differentiates it from
  • Strategies for generics success.
  • How to deal with regulatory hurdles and surprises.

It's our first attempt at supplementing an audio call with powerpoint presentations and a full minute-by-minute note-guide. We are very eager to improve and should have a version with improved sound quality up by tomorrow. Your comments and thoughts are encouraged.

FREE On-Demand Webinar - Alok Kumar discusses what is required for generics success in India, and the world.

Posted by Jeff

11Jan/110

Local Savvy

Here's an excerpt from our recent premium research:

"Of course, respondents identified active engagement of local people as the most effective means to understand their respective needs, as well as what they are able to pay to address them. However, our research also suggested that organizations as a whole have been slow to engage end-users actively. Patience and value on the long term was also a key trend among respondents. It was evident from our results that success in India favors ongoing and long-term relationships that grow and evolve over time. It is clear that the initial time investment and requisite patience were rewarded many times over in the longer term"

It's interesting, given some recent developments in the news.

Despite minor analytical shortcomings, the researchers identified different factors influencing prescription in a number of regions. It's evident that local stakeholder engagement is critical as our research said.

Alternatively, big pharma can continue to acquire leading domestic players. Abbott complemented it's own internal efforts by buying up Piramal. It plans to let the business operate independently with current management; a robust strategy, judging by our research.

We touch more on the subject of how to successfully partner with local influences and key opinion leaders in our follow-up interview with Alok Kumar (original here). It will be an audio presentation supplemented with powerpoint slides, available soon!

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Posted by Jeff

6Jan/110

Merck Moves In

It is always encouraging to see the big players making aggressive moves into a market. The announcement then, that Merck KgaA is setting up an Indian technology centre to provide contract development services for a large range of applications, is exactly what we like to hear. That it's part of an ongoing initiative is even more exciting.

Some of Merck's other innovative initiatives, such as the one below, present very interesting soft opportunities that will also benefit rising executives in emerging markets. And not just in job-specific technical roles. Access to the seasoned experiences of others is something that we predicate our own business on (see: interviews with experts) and another hidden benefit of globalization.

Posted by Jeff

UPDATE: Brought to our attention by our good friend, @andrealmarch is this fantastic Globe and Mail article: Ten tips for success in India