Gartner Research

Life Science CIOs Should Embrace the Digital Commercial Model

Published: 23 November 2016

ID: G00309812

Analyst(s): Stephen Davies


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


  • 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

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