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.
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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.
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