Companies in the pharmaceutical industry are beginning to change their Research & Development strategies as they brace themselves for the upcoming “patent cliff” trend. Pharmaceutical sales will significantly decrease as their blockbuster drug patents expire and lose protection against generic competitors.

As a result, drug research and their scientists are the ones feeling the burden. Pfizer is just one of several companies changing their R&D strategy in order to compensate for their potential decline in sales. They recently announced plans to cut their R&D spending by billions and get rid of thousands of jobs. More specifically, 2400 employees are expected to lose their jobs as Pfizer closes its research facility in the UK. All in all they plan to cut R&D expenditures by nearly $2.0 billion for 2012. While they have little intention to completely abandon promising candidate drugs, Pfizer has ultimately decided to focus their new research on neuroscience, oncology, vaccines, and cardiovascular and inflammation treatments.

Pfizer isn’t the only big pharmaceutical company facing these threats. Rival companies that face large sales losses are reluctant to invest their money into the R&D pipelines generally because of the slow nature of yielding new drugs. Alternatively, money is going towards buying back shares and outsourcing R&D. GlaxoSmithKline is a prime example as they have recently stated their intention to spend between $1.6 billion and $3.2 billion in 2011 as part of a “long-term share buy-back program”. They made a point to add that they have also made “fundamental changes to how we allocate our R&D expenditure”. The company plans to focus its work on getting the most promising drugs to market and will cut costs and risk “through externalizing parts of early-stage discovery; dismantling infrastructure; and terminating development in areas with low financial and scientific return”.

With the patent cliff quickly approaching, now would be a great time to contact Fortune 1000 pharma companies like Pfizer and GlaxoSmithKline with your cost saving solutions. Find out who the key decision makers are with our Pfizer CRUSH Report, which includes additional sales strategies, org charts and contact information. For more information visit: http://estore.salesquest.com/category/available-reports

Melissa Tetreau
SalesQuest
Melissa.Tetreau @ SalesQuest dot com

©2012 Sales Intelligence Blog. All Rights Reserved.

With increasing gas prices, not only are consumers concerned about improving their fuel efficiency, it is top of mind for companies as well. Although it may require an initial investment, in the long run, it can pay off.

UPS is a prime example. They announced in July of 2010 that they were increasing their current automotive goal to improve their miles per gallon from 10% to 20% between the years of 2000 and 2020. They have invested over $25 million in its alternative fuel fleet and are continuing to improve it.

Recently, UPS purchased another 130 hybrid-electric delivery trucks to be used this year, in 2011. This is adding to their alternative-fuel fleet of 1,949. Technically, it’s only a small percentage of their 100,000 vehicle fleet but UPS estimates these gas saving vehicles will improve fuel economy by 35 percent, saving 66,085 gallons of fuel and 671 metric tons of CO2 annually.

“Our automotive efficiencies over the last decade show a genuine commitment to conserving fuel and decreasing the emissions associated with the packages we deliver,” said Bob Stoffel, UPS Senior Vice President and the executive responsible for UPS’s sustainability program. “This new goal for the next decade is an important milestone in UPS’s continuing dedication to finding and using new technology and processes that help us meet our customers’ needs in a sustainable way.” Stoffel has retired from UPS as of January 1^st, 2011, with no replacement announced as of yet.

UPS has used innovative technologies to assist in achieving these goals. They have improved vehicle technology, vehicle maintenance procedures, fuel conservation efforts, sophisticated routing technology, operational initiatives and simple things like minimizing idling. Although decreased fuel consumption is a positive result, it’s also about having low emission vehicles to help protect the environment. If your technology product can help UPS to become more green and help them reach their “going green” goals, now would be a great time to reach out to them.

In our current economy, with gas prices on the rise, more and more companies are moving toward green initiatives not only to help save dollars, but also to stay current with the alternative fuel market.

For more sales strategies for UPS, check out the sample UPS CRUSH Report. Also, our Technology Business Drivers document contains industry sales intelligence and technology sales leads in the Fortune 1000 and Global 500. Feel free to download additional sample CRUSH Reports on Deutsche Bank, Morgan Stanley, Wells Fargo, and Starbucks, please visit: http://www.salesquest.com/demo/

Ryan Murray
SalesQuest
Email: Ryan @ SalesQuest dot com
978.749.9999 ext. 102

©2012 Sales Intelligence Blog. All Rights Reserved.

We just announced the upcoming launch of our new CRUSH Pro Platform scheduled for release on February 1^st 2011.

The new CRUSH Pro Platform now enables subscribing upgraded customers to search the content of their deep dive Fortune 1000 and Global 500 CRUSH Report data in a web portal interface. The hyper-targeted advanced search is enabled to help inside sales & field marketing reps pinpoint specific mentions of competitors, partners, or embedded technologies. In addition, the Crush Pro Platform has a new Contacts Manager, which allows users to build contact lists within the Platform aiding them in increasing technology sales leads. Users can now build Fortune 1000 contact lists based on companies, title functions, lines of business, industries and/or geographies.

Our searchable CRUSH Pro Platform continues the rapid expansion and development of the company’s portfolio of the most accurate, complete and up-to-date enterprise account intelligence solutions available in the marketplace today. This new platform will assist our clients with strategic account planning and sales intelligence in a quicker and more efficient environment.

The CRUSH Pro Platform delivers the functionality that our customers have been asking for over the past 12-18 months. The new Platform now gives users the ability to search the CRUSH Report content within their target accounts without having to download a PDF report, making information easier to access and integrate. We are excited to be able to offer an enhanced Platform that will facilitate our customers in their sales resources, business drivers and sales forecasting.

While we are currently running a beta program with our customers, the February 1, 2011 release of the CRUSH Pro Platform is the most anticipated development in our ten-year history and is expected to catapult the company to the next stratosphere.

For further information on Crush Reports, Crush Alerts and SalesQuest, please visit: http://www.salesquest.com

Ryan Murray
SalesQuest
Email: Ryan @ SalesQuest dot com
978.749.9999 ext. 102

©2012 Sales Intelligence Blog. All Rights Reserved.

In the current economic conditions, companies are looking to emerging markets for revenue growth. It is predicted that within the next 40 years, these emerging markets could surpass the developed countries.

Procter & Gamble, for example, has a big push for the upcoming years in the emerging markets sector. In 2010, they are extending distribution and store coverage in developing markets. They also will be adding 20 new manufacturing facilities between 2010 and 2014. Almost all of these facilities are in developing markets, and the majority will be multi-product-category facilities. If you’re marketing and selling to Procter & Gamble, now is the time to be communicating with them about potential sales opportunities for your company. The SalesQuest Procter & Gamble CRUSH Report details more of the business drivers that are affecting technology buying decisions.

At Procter & Gamble’s annual meeting in October 2010, Chairman of the Board, President and Chief Executive Officer Bob McDonald shared that Market share grew in 14 of the Company’s top 17 countries and the Company is now serving 4.2 billion consumers – well on track to achieve its goal of reaching five billion consumers by 2015.

“Our first quarter was a good start to the fiscal year. We maintained our top-line momentum and delivered profitable market share growth,” said McDonald. “We are confident that our Purpose-inspired growth strategy – to touch and improve the lives of more consumers in more parts of the world, more completely – will continue to drive growth and create value for shareholders. While the macroeconomic environment remains challenging, the solid first quarter results demonstrate that our strategy is working.”

As the emerging markets continue to grow, more and more companies are going to take advantage of emerging markets’ economic growth. Companies around the world can see this shift as an opportunity for growth. There are many sales opportunities to provide equipment, services, IT infrastructure and solutions that are needed to support industry growth in these emerging markets.

For more current industry sales intelligence and technology sales leads in the Fortune 1000 and Global 500, check out our Technology Business Drivers document or feel free to download our sample CRUSH Reports on Deutsche Bank, Morgan Stanley, Wells Fargo, Starbucks and including the Procter & Gamble, please visit: http://www.salesquest.com/demo/

Ryan Murray
SalesQuest
Email: Ryan @ SalesQuest dot com
978.749.9999 ext. 102

©2012 Sales Intelligence Blog. All Rights Reserved.

For many years, technology and programming seemed like a foreign world to many people, even within their own companies, if they weren’t working in IT. Now that so many kinds of technology have become part of daily life, the idea of these systems and processes are a little closer to home and easier to understand as crucial to the way we operate.

Rather than being a part of the invisible background behind a company, technology decisions now involve the entire enterprise. As Mark Lees, Director of Marketing at CSC says, “Any company is the sum of its business processes.” In this video clip, Lees discusses how the future of technology lies in its ability to solve business processes. In an economy where budgets are tight, technology must be leveraged to “provide a competitive advantage and lead to customer growth,” rather than focused on flashy toys (or “cool features and functions,” as Lees calls them) for developers and IT architects to play with. IT decisions need to be customer driven to emerge from the recession.

For example, American Express has a number of initiatives underway that will rely on technology to enhance the cardmember experience; American Express has created a new Global Services Group that unites their U.S. and international cardmember servicing organizations, as well as most processing and support functions across the company, including among others, technology support and certain key processing functions in areas such as finance and human resources.

These kinds of initiatives are technology-fueled programs that cater to the needs of the customer, ensuring that the investment won’t fail to produce a favorable ROI. Mark Lees notes that IT enables “customer growth, customer service, and customer innovation” through its ability to make these business processes more effective, and this is where companies can gain a competitive advantage. He highlights the fact that these processes are executed by people utilizing technology to manage data.

“A credit card company can be described as nothing more than a database. The credit card company mines that database for information on its customers and offers them products that are most appropriate to them.” This is the conclusion Lees comes to in his discussion; companies essential ARE technology.

Whether it is database management or supply chain efficiencies, technology has become the center of organizations today – and their success depends on their ability to optimize these business processes through technology. Knowing that this is the case, there is only one way to approach selling technology to the enterprise: solve their business problems by optimizing their crucial business processes.

- Carolyn Sebasky
carolyn . sebasky@salesquest.com
978.749.9999 ext. 107

©2012 Sales Intelligence Blog. All Rights Reserved.