Gartner Research

Life Science CIOs Should Embrace the Digital Commercial Model

Published: 23 November 2016

ID: G00309812

Analyst(s): Stephen Davies

Summary

Reduced access to doctors, wide availability of health information to patients and outcome-based selling are driving changes to the life science commercial model. Life science CIOs must build a new technology platform to enable the digital commercial model.

Table Of Contents
  • Key Challenges

Analysis

  • Lead the Organizational Transition From the Brand-Centric Commercial Model to the Customer-Focused Digital Commercial Model
    • Recommendations for Life Science CIOs
  • Articulate the Touchpoints and a 360-Degree View on "Moments Of Truth" for All Customers Engaging With the Company
    • Recommendations for Life Science CIOs
  • Architect the New Digital Commercial Model Technology Platform
    • Recommendations for Life Science CIOs

Case Study

Gartner Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.