elandas news

Answers Suggest Industry is Searching for Technology Innovations in Response to Changes in Buying Power

SAINT JOHN, NB (May 02, 2016) - elandas, the company that streamlines and accelerates the flow of actionable business data for sales and marketing teams in life sciences announced the findings of the second elandas Coffee Break Survey today. The survey was conducted with 150 life sciences sales professionals and marketers in the first quarter of 2016.

Comparisons with answers given by industry insiders in the first elandas Coffee Break Survey conducted just 18 months prior indicate that pharmaceutical, medical device, and biotech sales professionals and marketers have a growing interest in exploring technologies that can drive new efficiencies.

“Their responses communicate a strong desire to find innovations that offer competitive advantages in a sector where influence over prescribing decisions is shifting. As a result, data integration and highly configurable process automation solutions are becoming more important than ever,” said elandas CEO Ryan Roberts.

Results from the two surveys show that Sales & Marketing professionals across the industry have come closer together in the last 18 months in terms of who they think has the most influence on market share. Payers are now seen as having the most influence by both groups whereas 18 months ago more marketers selected prescribers as being the most influential. Integrated Delivery Networks (IDNs) are mentioned close behind them as the second most influential group. These perceived gains appear to come at the expense of prescribers whom are seen as having less influence than they did a year and a half before.

From a marketing perspective, respondents to the survey say patients have lost influence as well. In the third quarter of 2014, 25% of marketers felt that patients had the most influence on prescribing decisions, while in the first quarter of 2016 that number drops to 11%.

With so much change in the industry, streamlined processes are now being cited as the best way to help life sciences sales and marketing professionals move faster going from 24% in the first survey to 36% this year.

And better collaboration across organizational silos is mentioned as a big opportunity to improve efficiencies and speed. Overall, there is an interest in improving coordination between functional silos with nearly half (45%) of respondents saying they would be interested in learning more about ways to improve in this area.

“We found it interesting that nearly a quarter (23.5%) of sales respondents told us they would be able to get key messages out quicker and possibly improve market share with better data integration tools and streamlined processes in place,” said elandas CMO Hayley Bohan. “We recognize this as a huge opportunity for growth within these organizations.”

About elandas

elandas is a fast growing technology innovator specializing in highly configurable data management and marketing on demand solutions for the Life Sciences industry. elandas provides users with layered data views and executive dashboards that enable key stakeholders to react in near real time to today’s evolving regulatory and insurance landscapes. The elandas platform also makes it simple for Marketing and Sales teams to quickly create customized and compliant marketing materials. For more information, visit elandas.com