Pharmaceutical Contract Sales Organizations (CSO) - Emerging Markets to Drive Growth but Talent Acquisition in Specialty Secondary Care Remains a Challenge

Summary

GBI Research's report, “Pharmaceutical Contract Sales Organizations (CSO) - Emerging Markets to Drive Growth but Talent Acquisition in Specialty Secondary Care Remains a Challenge” provides key data, information and analysis of the major trends and issues affecting the global contract sales organizations. The report provides a comprehensive insight into the difference between pharma sales and contract sales models. It also provides an insight into the key services that form a part of contract sales organizations’ service provisions. The report also provides a detailed analysis of contract sales outsourcing market characterization in terms of its market size, key reasons for outsourcing sales to contract sales organizations and the key market drivers and barriers. The report also talks about the key regulations that affect the contract sales organizations. The report also looks into the competitive landscape of the market that profiles key market players along with the brief business description, key service offerings and major deals with the pharmaceutical companies. The report also provides detailed analysis of major deals that have happened in the contract sales outsourcing domain. At the end, the report looks into the major opportunities and challenges that can play a major role in shaping the future of contract sales organizations.

This report is built using data and information sourced from proprietary databases, primary and secondary research and in house analysis by GBI Research’s team of industry experts.

Scope

The report analyses the Future of Contract Sales Organizations along with the major forces driving the current market and the potential challenges that can restrain the growth. The Scope of the report includes:
- Key services offered by the contract sales organizations which include contract sales force, sales force recruiting & training, sales data analytics & management, shared sales teams and eDetailing.
- Analysis of the key drivers and barriers that impact the global contract sales organizations
- Key regulations and acts that affect the global contract sales organizations
- Analysis of contract sales organizations competitive landscape including major players such as inventive Health, Ashfield In2Focus, Professional Detailing Inc, Quintiles, OnCall, Publicis Selling Solutions and others
- Study of major deals/partnerships between contract sales organizations and pharmaceutical industry
- Future Opportunities and Challenges for the global contract sales organizations

Reasons to buy

The report will enhance your decision making capability in a more rapid and time sensitive manner. It will allow you to:
- Develop key strategies to reduce expenditure on sales force by outsourcing to the contract sales organizations
- Develop and understanding of how companies use contract sales organizations in order to improve the sales force productivity
- Make informed decisions with respect to contract sales outsourcing by building a thorough understanding of the advantages and disadvantages of contract sales outsourcing
- Identify the leading contract sales outsourcing service providers for collaborations along with their key capabilities
- Identify the key areas of deal making through thorough understanding of the deals landscape in the global contract sales outsourcing market
- Make more informed business decisions from the insightful and in-depth analysis of the global contract sales outsourcing market and the factors shaping it

Table Of Contents

1 Table of Contents 4
1.1 List of Tables 6
1.2 List of Figures 6
2 The Future of Contract Sales Organizations - Introduction 7
2.1 GBI Research Report Guidance 7
3 The Future of Contract Sales Organizations - Market Overview 8
3.1 Introduction 8
3.2 CSOs - Major Services 9
3.2.1 Contract Sales Representatives 9
3.2.2 Sales Team Recruitment and Training 9
3.2.3 Sales Data Analytics and Management 10
3.2.4 Shared Sales Teams and Telesales 10
3.2.5 Medical Science Liaisons 11
3.3 Pharma Sales Model - Traditional vs Evolving Model 11
3.4 Key Takeaway 13
4 The Future of Contract Sales Organizations - Market Characterization 14
4.1 Introduction 14
4.1.1 Market Size 14
4.1.2 Geographic Concentration 15
4.2 Why CSOs? 16
4.2.1 Reduce Costs 16
4.2.2 Enable Strategic Flexibility with Sales Force 17
4.2.3 Increase Speed-to-Market for Newly Launched Drugs 18
4.2.4 Access to Expertise in New Markets/Product Category and Avoiding Upfront Investments 19
4.2.5 Build Strategic Partnerships with Healthcare Authorities 19
4.2.6 Removing Redundancies - Focusing on Core Activities 20
4.3 Factors Driving and Restraining the Contract Sales Outsourcing Market 21
4.3.1 Drivers 21
4.3.2 Barriers 24
4.4 Key Takeaway 26
5 The Future of Contract Sales Organizations - Regulatory Landscape 27
5.1 Prescription Drug Marketing Act (PDMA) 27
5.2 Title 21 Code Of Federal Regulations, Part 11 (21 CFR Part 11) 27
5.3 EFPIA (European Federation of Pharmaceutical Industries and Associations) Code on the Promotion of Prescription Only Medicines to, and Interactions with, Healthcare Professionals 29
5.4 ABPI (Association of the British Pharmaceutical Industry) Code of Practice for the Pharmaceutical Industry 29
5.5 PhRMA’s (Pharmaceutical Research and Manufacturers of America) Code on Interactions with Healthcare Professionals 30
5.6 OIG (Office of Inspector General) Guidelines for Industry 31
5.7 Key Takeaway 31
6 The Future of Contract Sales Organizations - Competitive Landscape 32
6.1 Selecting a CSO 32
6.1.1 Price 32
6.1.2 Service Portfolio 32
6.1.3 Experience 33
6.1.4 Time Efficiency 33
6.1.5 Resources 33
6.1.6 Reputation 33
6.2 Major Companies in the Contract Sales Outsourcing Market 34
6.2.1 inVentiv Health (inVentiv Selling Solutions) 34
6.2.2 Pharmexx 37
6.2.3 OnCall LLC 39
6.2.4 Publicis Selling Solutions 41
6.2.5 Quintiles (Innovex) 43
6.2.6 Professional Detailing Inc 45
6.2.7 Ashfield In2Focus Ltd 48
6.2.8 Vanguard Pharma 50
6.3 Key Takeaway 51
7 The Future of Contract Sales Organizations - Deals Analysis 52
7.1 Service Contracts Landscape 52
7.1.1 Contract Sales Deals by Client Type - Equally Dominated by Small, Mid, Big and Specialty Pharma 52
7.1.2 Contract Sales Deals by Service Area - Recruitment and Training Services in Highest Demand as Value Added Services 53
7.1.3 Contract Sales Deals by Geography - the US and Europe Remain the Central Focus 54
7.1.4 Major Contract Sales Deals 54
7.2 MandA Landscape 57
7.2.1 Ashfield merges with In2focus 57
7.2.2 THL (Thomas H. Lee) Partners acquires inVentiv Health 57
7.2.3 Ashfield In2Focus acquires Universal and BEST (Business Edge Solutions and Training Limited) 57
7.2.4 Publicis Groupe’s acquisition of Pharmagistics 58
7.2.5 inVentiv Health acquires ASERT (American Speakers Education Research Training) and DialogCoach 59
7.2.6 Celesio AG acquired Alchemy Healthcare (Ireland) Limited and buys majority stake in Pharmexx GmbH 60
7.2.7 Other Strategic Alliances among CSOs 61
7.3 Key Takeaway 63
8 The Future of Contract Sales Organizations - Future Opportunities and Challenges 64
8.1 Emerging Markets to Fuel the Future Growth 64
8.2 Capabilities, And Not Only Price, Will Play a Key Role in CSO Selection 65
8.3 Regulations in Emerging Markets will Determine the Growth of Future Contract Sales Market 66
8.4 Key Takeaway 66
9 The Future of Contract Sales Organizations - Conclusion 67
10 The Future of Contract Sales Organizations - Appendix 68
10.1 Market Definitions 68
10.2 Abbreviations 68
10.3 Research Methodology 69
10.3.1 Coverage 69
10.3.2 Secondary Research 70
10.3.3 Primary Research 70
10.3.4 Expert Panel Validation 70
10.4 Contact Us 71
10.5 Disclaimer 71
10.6 Sources 71

1.1 List of Tables
Table 1: Global Contract Sales Outsourcing Market Size, $bn, 2007-2016 14
Table 2: Cost of Introducing and NME in the US, $m, 1997-2009 18

1.2 List of Figures
Figure 1: CSOs, Major Services Offered, 2010 9
Figure 2: Pharmaceutical Industry Sales Model, Traditional v/s Evolving, 2010 12
Figure 3: Global Contract Sales Outsourcing Market Size, $bn, 2007-2016 14
Figure 4: Contract Sales Organizations, Reasons to Outsource 16
Figure 5: Cost of Introducing an NME in the US, $m, 1997-2009 18
Figure 6: Contract Sales Organizations, Market Drivers and Barriers 21
Figure 7: Statement by Hywel Evans, Innovex on Secondary Care Sales Force 25
Figure 8: Factors Determining the CSO Selection, July 2010 32
Figure 9: inVentiv Health (inVentiv Selling Solutions) - Corporate Profile 34
Figure 10: inVentiv Commercial Services - Santarus Partnership, President and CEO - Santarus Statement, November 2006 36
Figure 11: Pharmexx LLC - Corporate Profile 37
Figure 12: Pharmexx - Alliance Pharma Plc Partnership, Director of Sales and Marketing - Alliance Pharma Plc Statement, September 2008 38
Figure 13: OnCall LLC - Corporate Profile 39
Figure 14: Publicis Selling Solutions - Corporate Profile 41
Figure 15: Quintiles (Innovex) - Corporate Profile 43
Figure 16: Quintiles - Allergan Partnership, Corporate Vice President and President - Allergan Statement, September 2009 44
Figure 17: Professional Detailing Inc - Corporate Profile 45
Figure 18: Ashfield In2Focus Ltd - Corporate Profile 48
Figure 19: Vanguard Pharma - Corporate Profile 50
Figure 20: Global Contract Sales Organizations, Deals by Client Type, 2006-2010 52
Figure 21: Global Contract Sales Organizations, Deals by Service Area, 2006-2010 53
Figure 22: Global Contract Sales Organizations, Deals by Geography, 2006-2010 54
Figure 23: Quintiles - UK based Biotechnology Company, Client Testimonial, 2010 55
Figure 24: Ashfield Healthcare - In2Focus Merger, Head - Ashfield In2Focus Statement, July 2007 57
Figure 25: Ashfield In2Focus acquisition of Universal and BEST, Chief Executive - United Drug Statement, April 2008 58
Figure 26: Publicis Groupe’s acquisition of Pharmagistics, CEO - Publicis Healthcare Communications Group Statement, March 2007 58
Figure 27: Celesio AG’s acquisition of Pharmexx, Chairman and CEO - Celesio AG Statement, March 2009 60
Figure 28: PDI - TMAC Strategic Alliance, CEO Statements, June 2009 61
Figure 29: Innovex - J. Knipper and Company Strategic Alliance, President - J. Knipper and Company Statement, September 2004 62
Figure 30: Future of Contract Sales Organizations, Major Emerging Markets, 2010 64

Companies mentioned
inVentiv Health (inVentiv Selling Solutions)
Pharmexx
OnCall LLC
Publicis Selling Solutions
Quintiles (Innovex)
Professional Detailing Inc
Ashfield In2Focus Ltd
Vanguard Pharma

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