Health Care Practitioner (HCP) Centricity

Sponsor: Fair Isaac
Featured Analyst Firm: Gartner
Speakers: Dale Hagemeyer, John McDowell
Type: Video (20 minutes)

Pharmaceutical manufacturing organizations are facing challenges in almost every facet of the business, from erosion of blockbuster products to increased public scrutiny to increasingly restrictive regulatory and legal environments. In an area where traditional sales tactics are producing diminishing returns, pharma marketers are forced to find innovative and cost effective ways to identify, target and influence prescribers.

One proven approach is customer or health care practitioner (HCP) centricity, which is a competitive business strategy and management philosophy guiding enterprise design and operational function. This business challenge can be expressed as “How can I increase the efficiency and effectiveness of my sales and marketing organization to provide greater value to customers and maximize revenue growth?”

Watch this Webcast now and learn how your organization can benefit from HCP centricity.

In this Webcast, trusted advisors from featured analyst firm, Gartner, Inc., and opinion leaders at Fair Isaac discuss the challenges impeding sales force effectiveness today, and more importantly, how your organization can transform your sales and marketing practices to expertly align with and deliver to, each health care practitioner.

Watch this Webcast now and learn more about the requirements and disciplines associated with HCP centricity. Go now.

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About Dale Hagemeyer

Dale Hagemeyer is a research vice president in Gartner Research, where he is part of the manufacturing segment, specializing in customer-facing applications for the life sciences (pharma, biotech, medical and dental) and consumer goods industries. He supports clients in vision and strategy, business case development, vendor evaluation and selection, and implementation and support strategies. Mr. Hagemeyer has a total of 21 years of manufacturing industry experience in retail, consumer products, food and beverage, and medical products, including an international assignment in Mexico from 1995 to 1996.

About John McDowell

John McDowell is Vice President and Client Partner in the Healthcare & Life Sciences Practice at Fair Isaac. He is responsible for and involved in a wide range of sales, consulting and delivery assignments covering strategic business development and solution architecting in the healthcare industry. Areas of focus include development of innovative healthcare solutions and executive relationships. Recently, by combining more than 17 years of pharmaceutical consulting experience with detailed process optimization knowledge, John was instrumental in the development of Fair Isaac’s State Compliance Decision Manager™ solution. Prior to joining Fair Isaac in 2006, John was the Senior Vice President of Global Delivery and Application Services at Alliance Consulting, a national consulting services firm. He also held management positions at Q-Link Technologies, Tech Data Corporation, Siemens Business Services, and Prime Computer. John has a BS degree in Pre-Med Biology from Rutgers University.