Pharma commercial analytics

Selling the drug, making sure doctors know about it and insurers pay for it

Back to the skin cream from Market Segments 25.1 to 25.5. It is approved and made. Now it must be sold, and nobody buys it without a doctor's prescription. So the drug company has to make sure skin doctors know about it, and that insurers agree to pay for it.

After approval, a medicine's selling involves five jobs:

telling doctors about it
persuading insurers to pay for it
working out its real price, after the rebates, the money paid back to insurers and distributors
forecasting its sales
deciding where to send the company's sales representatives, who visit doctors

After approval, selling a medicine means telling doctors about it, persuading insurers to pay for it, working out its real price after rebates, forecasting its sales, and deciding where to send the sales representatives.

The data and analysis behind these jobs is called pharmaceutical commercial analytics. It is a large industry, and India supplies most of its workers. In analytics centres in Bengaluru, Pune, Delhi and Chennai, the data is prepared and the models are built. This Market Segment covers the software companies. The buyers are drug companies. It is a small Market Segment, with five companies.

Every company named here has posted software engineering jobs in India. Famous companies that don't actively hire software engineers in India are left out.

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What this section holds

What this section holds

Back to the skin cream's launch from the start of this Market Segment.

Knowing the market

Norstella

with engineers in Bengaluru, has the most job postings in this Market Segment. It owns several of the drug industry's intelligence brands. They are databases of drugs, trials, prices and insurance cover, which strategy and launch teams rely on.

Working out the price

IntegriChain

with engineers in Pune, calculates a drug's net price: what is left after the rebates and discounts owed to insurers and distributors. In America, that calculation is enormous.

Reaching the doctors

Axtria

was founded by Indian entrepreneurs, and has engineers in Bengaluru and Delhi. It sells drug companies a commercial data platform, planning for their sales teams, and marketing analytics. Much of it is built and run in India.

M3 USA

with engineers in Bengaluru, runs MDLinx, a network through which drug companies reach doctors. (It also appears in Market Segment 25.3, Clinical trial software.)

ZoomRx

with engineers in Chennai, measures how doctors respond to a drug company's promotion.

The representative's visit replaced by a model's message.

Selling medicines has long depended on representatives visiting doctors. AI models now decide which doctor to reach, with what message, and through which channel. They also draft the message, within the regulators' rules on what may be said about a medicine.

Instead of a representative's visit, an AI model decides which doctor to reach, with what message and through which channel, and drafts the message within the regulators' rules.

So the skin cream from the start of this Market Segment reaches the doctors who will prescribe it through software. It finds the doctors, prices the cream, forecasts its sales and chooses the message, much of it built and run in India.

Who they hire

Who these companies hire, and for what, is on What pharma and life sciences companies hire for.

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