Gartner Research

Life Science CIOs: Use Artificial Intelligence to Optimize Sales Force Effectiveness

Published: 18 March 2019

ID: G00383938

Analyst(s): Animesh Gandhi

Summary

Life science organizations’ long love affair with brand-centric messages and tactics leaves physicians wanting a more personal touch. To accelerate business performance, CIOs should deploy artificial intelligence capabilities to feed physicians’ need for personalized engagement.

Table Of Contents
  • Key Challenges

Introduction

  • Engage With Physicians on Their Terms
    • Earn Back Engagement One Provider at a Time

Analysis

  • Enable Sales Reps as Concierges to Personalize Physician Engagement
  • Prioritize AI Opportunities to Enable Concierge-Representative Effectiveness
    • Intelligence Optimizes Sales Engagement With Predictive Analytics
    • Planning for Optimal Engagement Timing and Content Increases Success
    • Process Automation Makes the Sales Force More Efficient
  • Plan to Deploy AI Capabilities in Phases
    • Match Implementation Strategy to AI Deployment Model
  • Plan to Measure Customer Engagement to Produce Better Business Outcomes

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