Author Archives: Dave Coughlan

Why digital transformation is so hard

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40% of companies will be dead in 10 years; or at least that’s the view of John Chambers, former CEO of Cisco, one of the world’s leading internet technology companies. In his outgoing speech two years ago, Chambers noted that digital disruption is ever present, adding that while 70% of companies will “attempt” to go […]


Webinars; An underused technology

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Technology. Every person I speak to about webinars talks, or complaints, about the technology. Poor audio connections, inability to hear the speaker, lag time between the audio and visual components of the presentation. For marketers, it’s a stumbling block to investing more time and resources in this very valuable form of online content. Webinar technology […]


Access to physicians is declining. Demand for information is not!

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More and more physicians are “closing their doors” to sales reps. Benchmark research from ZS Associates rates over 50% of physicians as “hard to see”. At the same time, research from Cap-Gemeni, in collaboration with Quantia, shows that greater than 40% of physicians surveyed see value in “partnering” with pharma. Further to this, other research […]


Many paths to digital integration

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Online communications is a growing part of every sales organization. Pharma has been slow to adapt to this trend. Among the many reasons for this, is the “perception” of the value of the traditional face to face interaction. While this interaction should always remain at the core of the business-customer relationship, failing to expand your interactions […]


Carving the path toward digital

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The biggest objection I hear when talking to sales and marketing people about digital strategy, or digital tactics, is that they fear it will replace jobs. While I suppose that could be true – many manufacturing jobs have been lost to machines in the last 20 years – it is more likely a reaction that […]


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Access to physicians is declining. Demand for information is not!
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Webinars; An underused technology
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Why digital transformation is so hard
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