Analysts’ Viewpoint on North America Pharmaceutical Contract Sales Outsourcing (CSO) Market Scenario
The pharmaceutical industry has been under pressure to improve production capabilities in vaccines and other efficient treatment options due to the coronavirus outbreak. Companies in the pharmaceutical contract sales outsourcing market are striving to meet consumer and healthcare facility demand. Pharmaceutical companies in the U.S. are opting for outsourced sales teams. They are outsourcing sales processes not only to save time and money, but also to ease the administrative burden on their management teams. Such trends are creating opportunities for participants in the pharmaceutical contract sales outsourcing market in North America. Businesses in the U.S. are investing significantly in R&D to develop contract intelligence platforms that accelerate drug trials in highly regulated promotional schemes. These factors are expected to drive the pharmaceutical contract sales outsourcing (CSO) market share in North America during the forecast period.
Contract sales organization (CSO) provides pharmaceutical marketing and sales services and solutions to pharmaceutical or biotech companies under contract. CSO deployment is a critical strategic decision in the fast-paced pharmaceutical industry. Outsourcing medical sales is critical for the commercialization process. It provides qualified teams with the ability to design and manage specialized projects when a project necessitates commercial solutions such as marketing, sales promotion activities, or training. Sales representatives provide drug information and sales messaging to healthcare professionals via in-person and remote channels. CSOs offer comprehensive non-commercial medical affairs solutions such as contract medical science liaisons and medical affairs consulting (MSL).
As per pharmaceutical contract sales outsourcing [CSO] market analysis, increase in R&D and other operating costs in the pharmaceutical industry is inducing medium and large pharmaceutical companies to outsource sales operations in order to control costs, achieve better results, and maintain operational flexibility. This is expected to propel the pharmaceutical contract sales outsourcing (CSO) market growth in North America during the forecast period.
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Several medium-sized and large-sized pharmaceutical companies are outsourcing sales operations due to the rise in R&D and other operating costs. The formation of a sales team comes at a hidden cost in terms of talent selection, customer support, IT sales force, and compliance. Contract sales outsourcing (CSO) offers knowledge of local healthcare authorities, key account management, and market access. This has led to a greater reliance on CSOs in the past few years. The trend is anticipated to continue in the near future. While having no effect on its own operations, CSOs assist companies in addressing key market segments with the appropriate kind of sales representatives, and scaling up and down as the market demands. Businesses can cut costs on resources, infrastructure, and other overhead expenses by outsourcing. Several large pharma companies have undergone a significant shift in outsourcing motivations, even though cost reduction is still the primary driver of outsourcing in the industry as a whole.
Improved and advanced services in non-personal promotions as a result of CSO are expected to drive the market during the forecast period. Large and small pharmaceutical companies are opting for drugs that are cost-effective and can enter their pipelines quickly. CSO plays an important role in this endeavor. Increase in usage of virtual detailing in outsourcing services is driving the reliance on CSO services. Surge in usage of tele-detailng is augmenting non-personal promotion of outsourcing. All of these advanced functions, including pharmaceutical outsourced sales force and customer support, are well-established in a CSO and can thus assist a brand in gaining market recognition quickly. The emphasis is on digitally transforming operations. The traditional approach to outsourcing was a straightforward transaction aimed at generating marginal efficiencies. Companies would assign well-defined tasks to providers, who were paid on a time-and-materials basis. Providers took on more complex processes and were paid based on the results and various technology solutions used. Outsourcing facilitates significant transformation of operations through digitalization (such as natural-language processing, robotic process automation, or AI).
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In terms of service, the pharmaceutical contract sales outsourcing (CSO) market in North America has been classified into personal promotion, non-personal promotion, and others. Non-personal promotion is the fastest growing segment of the market in North America. Majority of brands' omnichannel marketing strategies include non-personal promotion as a key strategy. From restricted access in healthcare provider (HCP) offices to vacant or whitespace territories, limited face time with HCP customers is a frequent challenge. Just as the budget for non-personal promotion has increased, so have the expectations of HCP customers. Consumers are choosing to interact only with brands that offer the most pertinent content, as they are pressed for time and inundated with promotional materials. Non-personal interactions that are successful must benefit the customer specifically. This calls for a methodical, effective, considerate, and individualized strategy. In turn, this is likely to augment the non-personal promotion segment in the near future.
Based on therapeutic area, the pharmaceutical contract sales outsourcing (CSO) market in North America has been segregated into cardiovascular disorders, oncology, metabolic disorders, neurology, orthopedic diseases, infectious diseases, and others. Increase in patient population with different types of cancer is expected to drive the segment during the forecast period. Contract services were essential to the COVID-19 response. However, sharp decline in the disease prevalence has induced contract research organizations (CROs) and contract development & manufacturing organizations (CDMOs) to refocus their efforts on the creation of medicines to treat oncological and other diseases. For instance, in April 2022, LabCorp and Xcell Biosciences collaborated to support the development of cell and gene therapies by the latter company for the treatment of cancer, Parkinson's disease, and other uncommon diseases. Such CDMO initiatives are likely to increase the demand for outsourcing of drug formulation development for the treatment of cancer.
The pharmaceutical contract sales outsourcing (CSO) market in North America is consolidated, with the presence of a small number of leading players. Most of the companies are investing significantly in R&D activities, primarily to introduce advanced pharmaceutical contract sales outsourcing (CSO) in the region. Key players are engaging in strategic alliances to increase revenue and market share. Furthermore, diversification of product portfolios and mergers & acquisitions are the key strategies adopted by the players. Ashfield (UDG Healthcare plc), Granard Pharmaceutical Sales & Marketing, Syneos Health, Amplity Health, IQVIA, and EVERSANA are the prominent players operating in the pharmaceutical contract sales outsourcing (CSO) market in North America.
Each of these players has been profiled in the pharmaceutical contract sales outsourcing (CSO) market report based on parameters such as company overview, financial overview, business strategies, product portfolio, business segments, and recent developments.
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Attribute |
Detail |
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Market Size Value in 2021 |
US$ 2.6 Bn |
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Market Forecast Value in 2031 |
More than US$ 5.2 Bn |
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Growth Rate (CAGR) |
7.4% |
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Forecast Period |
2022–2031 |
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Historical Data Available for |
2017–2021 |
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Quantitative Units |
US$ Bn for Value |
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Market Analysis |
It includes segment analysis as well as regional level analysis. Moreover, qualitative analysis includes drivers, restraints, opportunities, key trends, and key trend analysis. |
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Competition Landscape |
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Format |
Electronic (PDF) + Excel |
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Market Segmentation |
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Companies Profiled |
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Customization Scope |
Available upon request |
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Pricing |
Available upon request |
The pharmaceutical contract sales outsourcing (CSO) market in North America was valued at US$ 2.6 Bn in 2021
The pharmaceutical contract sales outsourcing (CSO) market in the region is projected to reach more than US$ 5.2 Bn by 2031
The pharmaceutical contract sales outsourcing (CSO) market in North America is anticipated to grow at a CAGR of 7.4% from 2022 to 2031
Cost control by pharmaceutical companies and digitalization of services by CSO service providers
The personal promotion segment held more than 68.7% share of the pharmaceutical contract sales outsourcing (CSO) market in the region in 2021
Ashfield (UDG Healthcare plc), Granard Pharmaceutical Sales & Marketing, Syneos Health, Amplity Health, IQVIA, and EVERSANA
1. Preface
1.1. Market Definition and Scope
1.2. Market Segmentation
1.3. Key Research Objectives
2. Assumptions and Research Methodology
3. Executive Summary: North America Pharmaceutical Contract Sales Outsourcing (CSO) Market
4. Market Overview
4.1. Introduction
4.2. Overview
4.3. Market Dynamics
4.3.1. Drivers
4.3.2. Restraints
4.3.3. Opportunities
4.4. North America Pharmaceutical Contract Sales Outsourcing (CSO) Market Analysis and Forecast, 2017–2031
4.4.1. Market Revenue Projections (US$ Bn)
5. Key Insights
5.1. Healthcare Industry Overview
5.2. Impact of Sunshine Act on Contract Sales
5.3. Regulatory Scenario
5.4. COVID-19 Pandemic Impact on Industry (value chain and short / mid / long term impact)
6. North America Pharmaceutical Contract Sales Outsourcing (CSO) Market Analysis and Forecasts, by Service
6.1. Introduction & Definition
6.2. Key Findings / Developments
6.3. Market Value Forecast, by Service, 2017–2031
6.3.1. Personal Promotion
6.3.1.1. Promotional Sales Team
6.3.1.1.1. Dedicated Sales Team
6.3.1.1.2. Syndicated Sales Team
6.3.1.2. Key Account Management
6.3.1.3. Vacancy Management
6.3.2. Non-personal Promotion
6.3.2.1. Tele-detailing
6.3.2.2. Interactive E-Detailing
6.3.2.3. Customer Service
6.3.2.4. Medical Science Liaisons
6.3.2.5. Patient Engagement Services
6.3.3. Others
6.4. Market Attractiveness Analysis, by Service
7. North America Pharmaceutical Contract Sales Outsourcing (CSO) Market Analysis and Forecasts, by Therapeutic Area
7.1. Introduction & Definition
7.2. Key Findings / Developments
7.3. Market Value Forecast, by Therapeutic Area, 2017–2031
7.3.1. Cardiovascular Disorders
7.3.2. Oncology
7.3.3. Metabolic Disorders
7.3.4. Neurology
7.3.5. Orthopedic Diseases
7.3.6. Infectious Diseases
7.3.7. Others
7.4. Market Attractiveness Analysis, by Therapeutic Area
8. Competition Landscape
8.1. Market Player - Competition Matrix (by tier and size of companies)
8.2. Market Share Analysis, by Company, 2021
8.3. Company Profiles
8.3.1. Ashfield (UDG Healthcare plc)
8.3.1.1. Company Overview (HQ, Business Segments, Employee Strength)
8.3.1.2. Company Financials
8.3.1.3. Growth Strategies
8.3.1.4. SWOT Analysis
8.3.2. Granard Pharmaceutical Sales & Marketing
8.3.2.1. Company Overview (HQ, Business Segments, Employee Strength)
8.3.2.2. Company Financials
8.3.2.3. Growth Strategies
8.3.2.4. SWOT Analysis
8.3.3. Syneos Health
8.3.3.1. Company Overview (HQ, Business Segments, Employee Strength)
8.3.3.2. Company Financials
8.3.3.3. Growth Strategies
8.3.3.4. SWOT Analysis
8.3.4. Amplity Health
8.3.4.1. Company Overview (HQ, Business Segments, Employee Strength)
8.3.4.2. Company Financials
8.3.4.3. Growth Strategies
8.3.4.4. SWOT Analysis
8.3.5. IQVIA
8.3.5.1. Company Overview (HQ, Business Segments, Employee Strength)
8.3.5.2. Company Financials
8.3.5.3. Growth Strategies
8.3.5.4. SWOT Analysis
8.3.6. EVERSANA
8.3.6.1. Company Overview (HQ, Business Segments, Employee Strength)
8.3.6.2. Company Financials
8.3.6.3. Growth Strategies
8.3.6.4. SWOT Analysis
List of Tables
Table 01: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market Value (US$ Mn) Forecast, by Service, 2017-2031
Table 02: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market Value (US$ Mn) Forecast, by Personal Promotion, 2017-2031
Table 03: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market Value (US$ Mn) Forecast, by Promotional Sales Team, 2017-2031
Table 04: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market Value (US$ Mn) Forecast, by Non-Personal Promotion, 2017-2031
Table 05: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market Value (US$ Mn) Forecast, by Therapeutic Area, 2017-2031
Table 06: U.S. Pharmaceutical Contract Sales Outsourcing Market Value (US$ Mn) Forecast, by Service, 2017-2031
Table 07: U.S. Pharmaceutical Contract Sales Outsourcing Market Value (US$ Mn) Forecast, by Personal Promotion, 2017-2031
Table 08: U.S. Pharmaceutical Contract Sales Outsourcing Market Value (US$ Mn) Forecast, by Promotional Sales Team, 2017-2031
Table 09: U.S. Pharmaceutical Contract Sales Outsourcing Market Value (US$ Mn) Forecast, by Non-Personal Promotion, 2017-2031
Table 10: U.S. Pharmaceutical Contract Sales Outsourcing Market Value (US$ Mn) Forecast, by Therapeutic Area, 2017-2031
Table 11: Canada Pharmaceutical Contract Sales Outsourcing Market Value (US$ Mn) Forecast, by Service, 2017-2031
Table 12: Canada Pharmaceutical Contract Sales Outsourcing Market Value (US$ Mn) Forecast, by Personal Promotion, 2017-2031
Table 13: Canada Pharmaceutical Contract Sales Outsourcing Market Value (US$ Mn) Forecast, by Promotional Sales Team, 2017-2031
Table 14: Canada Pharmaceutical Contract Sales Outsourcing Market Value (US$ Mn) Forecast, by Non-personal Promotion, 2017-2031
Table 15: Canada Pharmaceutical Contract Sales Outsourcing Market Value (US$ Mn) Forecast, by Therapeutic Area, 2017-2031
List of Figures
Figure 01: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market Value (US$ Mn) Forecast, 2017–2031
Figure 02: North America Pharmaceutical Contract Sales Outsourcing[CSO] Market, by Service, 2021 and 2031
Figure 03: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market Attractiveness Analysis, by Service, 2022–2031
Figure 04: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market (US$ Mn), by Personal Promotion, 2017–2031
Figure 05: North America Pharmaceutical Contract Sales Outsourcing [CSO] (US$ Mn), by Non-personal Promotion, 2017–2031
Figure 06: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market (US$ Mn), by Others, 2017–2031
Figure 07: North America Pharmaceutical Contract Sales Outsourcing Market, by Therapeutic Area, 2021 and 2031
Figure 08: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market Attractiveness Analysis, by Therapeutic Area, 2022–2031
Figure 09: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market (US$ Mn), by Cardiovascular Disorders, 2017–2031
Figure 10: North America Pharmaceutical Contract Sales Outsourcing [CSO] (US$ Mn), by Oncology, 2017–2031
Figure 11: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market (US$ Mn), by Metabolic Disorders, 2017–2031
Figure 12: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market (US$ Mn), by Neurology, 2017–2031
Figure 13: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market (US$ Mn), by Orthopedic Diseases, 2017–2031
Figure 14: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market (US$ Mn), by Infectious Diseases, 2017–2031
Figure 15: North America Pharmaceutical Contract Sales Outsourcing [CSO] Market (US$ Mn), by Others, 2017–2031
Figure 16: U.S. Pharmaceutical Contract Sales Outsourcing Market Value (US$ Mn) Forecast, 2017–2031
Figure 17: U.S. Pharmaceutical Contract Sales Outsourcing Market, by Service, 2021 and 2031
Figure 18: U.S. Pharmaceutical Contract Sales Outsourcing Market Attractiveness Analysis, by Service, 2022–2031
Figure 19: U.S. Pharmaceutical Contract Sales Outsourcing Market (US$ Mn), by Personal Promotion, 2017–2031
Figure 20: U.S. Pharmaceutical Contract Sales Outsourcing Market (US$ Mn), by Non-personal Promotion, 2017–2031
Figure 21: U.S. Pharmaceutical Contract Sales Outsourcing Market (US$ Mn), by Others, 2017–2031
Figure 22: U.S. Pharmaceutical Contract Sales Outsourcing Market, by Therapeutic Area, 2021 and 2031
Figure 23: U.S. Pharmaceutical Contract Sales Outsourcing Market Attractiveness Analysis, by Therapeutic Area, 2022–2031
Figure 24: U.S. Pharmaceutical Contract Sales Outsourcing Market (US$ Mn), by Cardiovascular Disorders, 2017–2031
Figure 25: U.S. Pharmaceutical Contract Sales Outsourcing Market (US$ Mn), by Oncology, 2017–2031
Figure 26: U.S. Pharmaceutical Contract Sales Outsourcing Market (US$ Mn), by Metabolic Disorders, 2017–2031
Figure 27: U.S. Pharmaceutical Contract Sales Outsourcing Market (US$ Mn), by Neurology, 2017–2031
Figure 28: U.S. Pharmaceutical Contract Sales Outsourcing Market (US$ Mn), by Orthopedic Diseases, 2017–2031
Figure 29: U.S. Pharmaceutical Contract Sales Outsourcing Market (US$ Mn), by Infectious Diseases, 2017–2031
Figure 30: U.S. Pharmaceutical Contract Sales Outsourcing Market (US$ Mn), by Others, 2017–2031
Figure 31: Canada Pharmaceutical Contract Sales Outsourcing Market Value (US$ Mn) Forecast, 2017–2031
Figure 32: Canada Pharmaceutical Contract Sales Outsourcing Market, by Service, 2021 and 2031
Figure 33: Canada Pharmaceutical Contract Sales Outsourcing Market Attractiveness Analysis, by Service, 2022–2031
Figure 34: Canada Pharmaceutical Contract Sales Outsourcing Market (US$ Mn), by Personal Promotion, 2017–2031
Figure 35: Canada Pharmaceutical Contract Sales Outsourcing Market (US$ Mn), by Non-personal Promotion, 2017–2031
Figure 36: Canada Pharmaceutical Contract Sales Outsourcing Market (US$ Mn), by Others, 2017–2031
Figure 37: Canada Pharmaceutical Contract Sales Outsourcing Market, by Therapeutic Area, 2021 and 2031
Figure 38: Canada Pharmaceutical Contract Sales Outsourcing Market Attractiveness Analysis, by Therapeutic Area, 2022–2031
Figure 39: Canada Pharmaceutical Contract Sales Outsourcing Market (US$ Mn), by Cardiovascular Disorders, 2017–2031
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Pharmaceutical Contract Sales Outsourcing [CSO] Market
*86 figures and 60 tables includes