ZS ONCOLOGY

ZS Oncology. In the pharmaceutical and biotechnology industry, ZS is a leader in delivering actionable insights based on rigorous analytics. We use these insights to develop the right strategy, marketing, sales and operations plans to lead our clients to successful oncology product commercialization. ZS brings together multiple areas of expertise—therapeutic depth, qualitative market

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Log in. Username:: Forgot Username: Password:: Forgot Password AMERICAS - ZS ASSOCIATES Why ZS and Anaplan. Many companies struggle with the ability to optimally plan and manage performance due to limitations in available

technologies.

AMERICAS - PAGES.ZSASSOCIATES.COM Tobi Laczkowski is a principal in ZS Associates’ Evanston, Ill., office and was previously based in the Zurich office. He has worked primarily with medical products clients in numerous practice areas, including sales force effectiveness, go-to-market strategy and transformation, compensation design, value proposition design and recruiting effectiveness. AMERICAS - PAGES.ZSASSOCIATES.COM ZS AccessMonitor TM: 53% of physicians now restrict access to pharma reps. According to the 2015 AccessMonitor TM report, which analyzes sales call data from more than 70 percent of U.S. pharmaceutical sales teams, more than half (53%) of physicians are now considered “access-restricted” for sales reps. Read the summary to learn why access-restrictions continue to grow and what you can ONCOLOGY VALUE WATCHDOG REPORT: INTRODUCTION TO VALUE IN Oncology Value Watchdog Report: Introduction to Value in Oncology: Definitions, Drivers, and Implication. The value of oncology drugs is of great interest to patients, physicians, payers and policymakers. CUTTING BIG DATA DOWN TO SIZE Cutting Big Data Down to Size. Big data has been embraced in a variety of verticals, but not all industries have implemented big data

solutions.

AMERICAS - PAGES.ZSASSOCIATES.COM There are a lot of moving parts when it comes to appropriately rewarding and incentivizing your sales force within the medtech industry. And when you’re trying to stay abreast of all of those moving parts—pay benchmarking, quota-setting, new hire plans, long-term incentive programs, President’s Club—it can be difficult to take a step back and spot potential issues before they turn into HOW CONFIDENT MEDTECH COMPANIES ARE BOOSTING INCENTIVES TO How Confident Medtech Companies are Boosting Incentives to Drive Growth. Medtech companies reported significant revenue increases in 2014 and are using incentive plans more assertively to continue and accelerate growth in 2015. AMERICAS - PAGES.ZSASSOCIATES.COM ZS Oncology Value Watchdog Report ASCO 2016: Spotlight on Value. At ASCO 2016, the physician community continued to be highly involved in discussions about value and value initiatives.

ZS ONCOLOGY

ZS Oncology. In the pharmaceutical and biotechnology industry, ZS is a leader in delivering actionable insights based on rigorous analytics. We use these insights to develop the right strategy, marketing, sales and operations plans to lead our clients to successful oncology product commercialization. ZS brings together multiple areas of expertise—therapeutic depth, qualitative market

SERVER LOGIN

Log in. Username:: Forgot Username: Password:: Forgot Password AMERICAS - ZS ASSOCIATES Why ZS and Anaplan. Many companies struggle with the ability to optimally plan and manage performance due to limitations in available

technologies.

AMERICAS - PAGES.ZSASSOCIATES.COM Tobi Laczkowski is a principal in ZS Associates’ Evanston, Ill., office and was previously based in the Zurich office. He has worked primarily with medical products clients in numerous practice areas, including sales force effectiveness, go-to-market strategy and transformation, compensation design, value proposition design and recruiting effectiveness. AMERICAS - PAGES.ZSASSOCIATES.COM ZS AccessMonitor TM: 53% of physicians now restrict access to pharma reps. According to the 2015 AccessMonitor TM report, which analyzes sales call data from more than 70 percent of U.S. pharmaceutical sales teams, more than half (53%) of physicians are now considered “access-restricted” for sales reps. Read the summary to learn why access-restrictions continue to grow and what you can ONCOLOGY VALUE WATCHDOG REPORT: INTRODUCTION TO VALUE IN Oncology Value Watchdog Report: Introduction to Value in Oncology: Definitions, Drivers, and Implication. The value of oncology drugs is of great interest to patients, physicians, payers and policymakers. CUTTING BIG DATA DOWN TO SIZE Cutting Big Data Down to Size. Big data has been embraced in a variety of verticals, but not all industries have implemented big data

solutions.

AMERICAS - PAGES.ZSASSOCIATES.COM There are a lot of moving parts when it comes to appropriately rewarding and incentivizing your sales force within the medtech industry. And when you’re trying to stay abreast of all of those moving parts—pay benchmarking, quota-setting, new hire plans, long-term incentive programs, President’s Club—it can be difficult to take a step back and spot potential issues before they turn into HOW CONFIDENT MEDTECH COMPANIES ARE BOOSTING INCENTIVES TO How Confident Medtech Companies are Boosting Incentives to Drive Growth. Medtech companies reported significant revenue increases in 2014 and are using incentive plans more assertively to continue and accelerate growth in 2015. AMERICAS - PAGES.ZSASSOCIATES.COM ZS Oncology Value Watchdog Report ASCO 2016: Spotlight on Value. At ASCO 2016, the physician community continued to be highly involved in discussions about value and value initiatives. ANNUAL RECOGNITION PROGRAM QUOTA˜SETTING BEWARE: Only about 1/2 of medtech companies are actually using third-party data to develop their quotas. reported being somewhat or very satisfied with

ZS ONCOLOGY

ZS Oncology. In the pharmaceutical and biotechnology industry, ZS is a leader in delivering actionable insights based on rigorous analytics. We use these insights to develop the right strategy, marketing, sales and operations plans to lead our clients to successful oncology product commercialization. ZS brings together multiple areas of expertise—therapeutic depth, qualitative market

SERVER LOGIN

Log in. Username:: Forgot Username: Password:: Forgot Password AMERICAS - ZS ASSOCIATES Why ZS and Anaplan. Many companies struggle with the ability to optimally plan and manage performance due to limitations in available

technologies.

AMERICAS - PAGES.ZSASSOCIATES.COM ZS AccessMonitor TM: 53% of physicians now restrict access to pharma reps. According to the 2015 AccessMonitor TM report, which analyzes sales call data from more than 70 percent of U.S. pharmaceutical sales teams, more than half (53%) of physicians are now considered “access-restricted” for sales reps. Read the summary to learn why access-restrictions continue to grow and what you can AMERICAS - PAGES.ZSASSOCIATES.COM Tobi Laczkowski is a principal in ZS Associates’ Evanston, Ill., office and was previously based in the Zurich office. He has worked primarily with medical products clients in numerous practice areas, including sales force effectiveness, go-to-market strategy and transformation, compensation design, value proposition design and recruiting effectiveness. ONCOLOGY VALUE WATCHDOG REPORT: INTRODUCTION TO VALUE IN Oncology Value Watchdog Report: Introduction to Value in Oncology: Definitions, Drivers, and Implication. The value of oncology drugs is of great interest to patients, physicians, payers and policymakers. BUILDING A CUSTOMER-FOCUSED GROWTH ENGINE: ESTABLISHING The often-mentioned quote “Nothing happens until someone sells something” is a strong tribute to the importance of the sales organization.1 Even so, sales continues to be one of the most poorly understood and underoptimized areas of business. AMERICAS - PAGES.ZSASSOCIATES.COM There are a lot of moving parts when it comes to appropriately rewarding and incentivizing your sales force within the medtech industry. And when you’re trying to stay abreast of all of those moving parts—pay benchmarking, quota-setting, new hire plans, long-term incentive programs, President’s Club—it can be difficult to take a step back and spot potential issues before they turn into HOW CONFIDENT MEDTECH COMPANIES ARE BOOSTING INCENTIVES TO How Confident Medtech Companies are Boosting Incentives to Drive Growth. Medtech companies reported significant revenue increases in 2014 and are using incentive plans more assertively to continue and accelerate growth in 2015. AMERICAS - PAGES.ZSASSOCIATES.COM ZS Oncology Value Watchdog Report ASCO 2016: Spotlight on Value. At ASCO 2016, the physician community continued to be highly involved in discussions about value and value initiatives.

ZS ONCOLOGY

ZS Oncology. In the pharmaceutical and biotechnology industry, ZS is a leader in delivering actionable insights based on rigorous analytics. We use these insights to develop the right strategy, marketing, sales and operations plans to lead our clients to successful oncology product commercialization. ZS brings together multiple areas of expertise—therapeutic depth, qualitative market

SERVER LOGIN

Log in. Username:: Forgot Username: Password:: Forgot Password AMERICAS - ZS ASSOCIATES Why ZS and Anaplan. Many companies struggle with the ability to optimally plan and manage performance due to limitations in available

technologies.

AMERICAS - PAGES.ZSASSOCIATES.COM ZS AccessMonitor TM: 53% of physicians now restrict access to pharma reps. According to the 2015 AccessMonitor TM report, which analyzes sales call data from more than 70 percent of U.S. pharmaceutical sales teams, more than half (53%) of physicians are now considered “access-restricted” for sales reps. Read the summary to learn why access-restrictions continue to grow and what you can AMERICAS - PAGES.ZSASSOCIATES.COM Tobi Laczkowski is a principal in ZS Associates’ Evanston, Ill., office and was previously based in the Zurich office. He has worked primarily with medical products clients in numerous practice areas, including sales force effectiveness, go-to-market strategy and transformation, compensation design, value proposition design and recruiting effectiveness. ONCOLOGY VALUE WATCHDOG REPORT: INTRODUCTION TO VALUE IN Oncology Value Watchdog Report: Introduction to Value in Oncology: Definitions, Drivers, and Implication. The value of oncology drugs is of great interest to patients, physicians, payers and policymakers. BUILDING A CUSTOMER-FOCUSED GROWTH ENGINE: ESTABLISHING The often-mentioned quote “Nothing happens until someone sells something” is a strong tribute to the importance of the sales organization.1 Even so, sales continues to be one of the most poorly understood and underoptimized areas of business. AMERICAS - PAGES.ZSASSOCIATES.COM There are a lot of moving parts when it comes to appropriately rewarding and incentivizing your sales force within the medtech industry. And when you’re trying to stay abreast of all of those moving parts—pay benchmarking, quota-setting, new hire plans, long-term incentive programs, President’s Club—it can be difficult to take a step back and spot potential issues before they turn into HOW CONFIDENT MEDTECH COMPANIES ARE BOOSTING INCENTIVES TO How Confident Medtech Companies are Boosting Incentives to Drive Growth. Medtech companies reported significant revenue increases in 2014 and are using incentive plans more assertively to continue and accelerate growth in 2015. AMERICAS - PAGES.ZSASSOCIATES.COM ZS Oncology Value Watchdog Report ASCO 2016: Spotlight on Value. At ASCO 2016, the physician community continued to be highly involved in discussions about value and value initiatives. ANNUAL RECOGNITION PROGRAM QUOTA˜SETTING BEWARE: Only about 1/2 of medtech companies are actually using third-party data to develop their quotas. reported being somewhat or very satisfied with

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ASTELLAS PHARMA EUROPE LIMITED DELIVERS AI-ENABLED INSIGHTS IN A USER-FRIENDLY PACKAGE With ZS's VERSO™, APEL improved data usability and empowered its commercial teams to create stronger customer engagement strategies.

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