Changing dynamics of the pharmaceutical and healthcare industries has led to innovation and modifications in the pharmaceutical sales model. Many small- and medium-scale pharmaceutical companies are outsourcing their sales and marketing operations to contract service providers known as contract sales organizations (CSO). Changes in market access, reimbursement policies, and industry competitive environment are key factors that are driving the expansion of contract sales organizations in the pharmaceutical industry. The contract sales organizations (CSO) offer varied services, ranging from telemarketing to sales training, to field management and sales force deployment. CSOs offer customized services to their clients such as dedicated sales or syndicated sales, which make them the preferred choice for managing result-oriented commercial partners for numerous pharmaceutical companies.
Increasing R&D and other operating costs in pharmaceutical industries are forcing many medium and big pharmaceutical companies to outsource their sales operations, as it offers cost controls, better results, and flexibility in terms of operations. CSOs offer expertise in terms of market access, healthcare authorities, and key account management on local level, which has led to the rise in number of CSOs in recent years and is estimated to continue in the near future. According to an independent survey in the U.S., 8% of pharmaceutical representatives were outsourced in 2011, which has risen to 11% in 2015, while in Europe, around one-third of pharmaceutical representatives are from CSOs. However, few CSOs offer their sales and marketing services to multiple companies operating in the same specialty, which may lead to a conflict of interest. This is a major concern among pharmaceutical players. Moreover, the increasing digitalization of marketing and sales of pharmaceuticals is anticipated to restrain the pharmaceutical contract sales outsourcing market.
The global pharmaceutical contract sales outsourcing market is segmented on the basis of sales model, service type, territory or area of coverage, and geography. In terms of sales model, the global pharmaceutical contract sales outsourcing market can be segmented into dedicated sales model and syndicate sales model. The dedicated sales model is found to be more attractive among specialty drugs manufacturer and big pharmaceutical companies. In terms of service type, the global pharmaceutical contract sales outsourcing market can be segmented into personal promotion, non-personal promotion, and other services. The personal promotion services segment can be further sub-segmented into sales force deployment, vacancy management, key account management, physician education services, and others. The non-personal promotion services segment can be sub-segmented into telesales, medical call centers, online marketing and sales, e-sampling, and others. Similarly, the others services segment can be sub-segmented into sales training, field management, medical science liasoning and others. The non-personal promotion segment has been widely adopted by most pharmaceutical companies for telemarketing and online and digital marketing and sales of their pharmaceutical products. In terms of territory or area of coverage, the global pharmaceutical contract sales outsourcing market can be segmented into country level and multinational.
In terms of geography, the global pharmaceutical contract sales outsourcing market can be segmented into North America, Europe, Asia Pacific, Latin America, and Middle East & Africa. Europe is estimated to hold a prominent share of the global pharmaceutical contract sales outsourcing market and is anticipated to expand at a high growth rate due to price constraints for pharmaceutical companies. Asia Pacific is projected to follow Europe in terms of growth rate due to increasing expansion of international pharmaceutical companies in this region and need for CSO to handle the varied market dynamics across the countries in Asia Pacific.
Major players operating in the global pharmaceutical contract sales outsourcing market include Ashfield Commercial & Medical Services (UDG Healthcare PLC), Publicis Touchpoint Solutions, Inc., inVentiv Health, Inc., QuintilesIMS, PDI, Inc., Granard Pharmaceutical Sales & Marketing, Vanguard Pharma Inc., GTS Solution, MABICO S.A., and Sales Partnerships, Inc.
This study by TMR is all-encompassing framework of the dynamics of the market. It mainly comprises critical assessment of consumers' or customers' journeys, current and emerging avenues, and strategic framework to enable CXOs take effective decisions.
Our key underpinning is the 4-Quadrant Framework EIRS that offers detailed visualization of four elements:
- Customer Experience Maps
- Insights and Tools based on data-driven research
- Actionable Results to meet all the business priorities
- Strategic Frameworks to boost the growth journey
The study strives to evaluate the current and future growth prospects, untapped avenues, factors shaping their revenue potential, and demand and consumption patterns in the global market by breaking it into region-wise assessment.
The following regional segments are covered comprehensively:
- North America
- Asia Pacific
- Latin America
- The Middle East and Africa
The EIRS quadrant framework in the report sums up our wide spectrum of data-driven research and advisory for CXOs to help them make better decisions for their businesses and stay as leaders.
Below is a snapshot of these quadrants.
1. Customer Experience Map
The study offers an in-depth assessment of various customers’ journeys pertinent to the market and its segments. It offers various customer impressions about the products and service use. The analysis takes a closer look at their pain points and fears across various customer touchpoints. The consultation and business intelligence solutions will help interested stakeholders, including CXOs, define customer experience maps tailored to their needs. This will help them aim at boosting customer engagement with their brands.
2. Insights and Tools
The various insights in the study are based on elaborate cycles of primary and secondary research the analysts engage with during the course of research. The analysts and expert advisors at TMR adopt industry-wide, quantitative customer insights tools and market projection methodologies to arrive at results, which makes them reliable. The study not just offers estimations and projections, but also an uncluttered evaluation of these figures on the market dynamics. These insights merge data-driven research framework with qualitative consultations for business owners, CXOs, policy makers, and investors. The insights will also help their customers overcome their fears.
3. Actionable Results
The findings presented in this study by TMR are an indispensable guide for meeting all business priorities, including mission-critical ones. The results when implemented have shown tangible benefits to business stakeholders and industry entities to boost their performance. The results are tailored to fit the individual strategic framework. The study also illustrates some of the recent case studies on solving various problems by companies they faced in their consolidation journey.
4. Strategic Frameworks
The study equips businesses and anyone interested in the market to frame broad strategic frameworks. This has become more important than ever, given the current uncertainty due to COVID-19. The study deliberates on consultations to overcome various such past disruptions and foresees new ones to boost the preparedness. The frameworks help businesses plan their strategic alignments for recovery from such disruptive trends. Further, analysts at TMR helps you break down the complex scenario and bring resiliency in uncertain times.
The report sheds light on various aspects and answers pertinent questions on the market. Some of the important ones are:
1. What can be the best investment choices for venturing into new product and service lines?
2. What value propositions should businesses aim at while making new research and development funding?
3. Which regulations will be most helpful for stakeholders to boost their supply chain network?
4. Which regions might see the demand maturing in certain segments in near future?
5. What are the some of the best cost optimization strategies with vendors that some well-entrenched players have gained success with?
6. Which are the key perspectives that the C-suite are leveraging to move businesses to new growth trajectory?
7. Which government regulations might challenge the status of key regional markets?
8. How will the emerging political and economic scenario affect opportunities in key growth areas?
9. What are some of the value-grab opportunities in various segments?
10. What will be the barrier to entry for new players in the market?
Note: Although care has been taken to maintain the highest levels of accuracy in TMR’s reports, recent market/vendor-specific changes may take time to reflect in the analysis.