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Most companies have the classic problem of spending money on the marketing side of the fence in order to generate leads

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

only to see that those leads are not followed up effectively by the sales team. This classic leakage of leads to unnece

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

sary expense and definitely inhibits a company’s ability to accelerate its sales.

If your company is experiencing this

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

roblem there is a solution, it’s quite easy for you to reengineer your marketing and sales process and connect the dots

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

o that you don’t have any discontinuity between the functions that are generating leads and those who are supposed to fo

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

low up on them.

Here are a couple of quick ideas on how you can stop the leakage of sales leads in your pipeline. Firs

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

, if your sales people are complaining that your leads are of poor quality, find another way to qualify those leads and

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

urture those leads before you hand them off to the sales team. Most companies use inside lead qualifications specialist

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

who are telesales or telemarketing professionals to do this function. Best in class companies realize that the sales l

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

ads often times need to be further qualified and nurtured before they’re handed off to field sales teams…otherwise sales

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

people won’t work on them because they don’t believe that they’re of good enough quality. The telemarketing or inside l

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

ad qualification function is a very important one to be able to make sure that you patch the hole and stop the leakage o

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

sales leads between marketing and sales.

Another thing you can do is you can add sales lead follow up as key criteria

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

n your performance management system and metrics for measuring and rewarding your sales people. With today’s CRM system

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

, it’s easy to be able to track whether or not your sales people are actually following up on leads that are passed to t

t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel

em by marketing; with a quick click of a button you can easily see whether those leads are actually being touched and wh

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

t the lead disposition is. Hold salespeople accountable for making sure that they’re constantly following up on those l

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

ads. If you bring lead follow up into the mix of key measurement criteria and you tie their incentives to the performan

.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de

e of that function, you’ll find out how quickly they actually change their attitude and start following up on every sale

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

lead that’s passed to them. These are just a couple of ideas about how to stop sales lead leakage in your organization

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

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