Creating Connected Solutions for Better

Healthcare Performance

Contents

View our services for:

View our solutions:

Branded Pharmaceutical: Hospital:

Healthcare Payers:

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Achieve a More Effective Sales OrganizationServices for Branded Pharmaceutical Sales

Information and Analytics to Drive Performance

Identify Prospects and Opportunities, Expand Your Market Share, and Measure Your Performance

You know it and we know it: very few biopharmaceutical sales forces operate at peak efficiency. And it has nothing to do with representatives’ effort.

The difficulties begin with creating an organizational structure that optimizes the number of representatives, aligns them effectively, and makes best use of your overall investment. Then, your representatives need direction and feedback to be effective.

• Structure sales force and align territories

• Profile and segment stakeholders

• Plan and execute effective calls

• Manage customer infomation and automate record keeping

• Monitor sales performance via dashboards of Key Performance Indicators (KPIs)

• Track promotional expenditure by customer for compliance purposes

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PROFILING AND SEGMENTING STAKEHOLDERS TO REFLECT

THEIR LIFETIME VALUE - BEYOND MERE SCRIPT COUNTS

To help you make these critical decisions for your brand/organization, IMS Health models alternative resource and territory allocations.

And we help you direct the sales force with answers to such questions as: Which physicians will be the most productive prescribers?

Who should I call on next? With what message? Through which channel? How much of an impact did I make?

In managing their territories, your representatives can rely on IMS Health information and mobile business intelligence tools for:

Finally, to help you manage your team’s performance, we supply

dashboards highlighting which territories are living up to their

potential and where there is untapped opportunity.

You have the at-a-glance answers you need to make adjustments

and reward success.

We are dedicated to helping your field force achieve rapid

uptake of your product and maintain continuous market growth…

with no data crunching required!

TRACKING PROMOTIONAL EXPENDITURES, BY CUSTOMER FOR REGULATORY COMPLIANCE

MANAGING CUSTOMER INFORMATION WITH SALES

AUTOMATION TOOLS

UNDERSTAND WHICH

APPROACHES AND MESSAGES

WERE MOST EFFECTIVE,

BY AUDIENCE TYPE

MONITORING THEIR OWN PERFORMANCE

WITH DASHBOARDS OF KEY METRICS AND SPOTTING

OPPORTUNITIES FOR IMPROVEMENT

Services for Branded Pharmaceutical Sales

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Understand and Monitor the Real-World MarketServices for Branded Pharmaceutical Medical Teams

Clinically Rich Market Intelligence

Provide Your Healthcare Professionals with Optimal Medical Support

You help market access specialists, medical science liaisons, and marketing teams do their jobs. But… who helps you do yours?

The best medical teams exhibit a deep understanding of actual clinical practices and have a sixth sense about the questions, concerns, and needs of healthcare providers and other stakeholders in the market.

• Prepare the strategic medical plan

• Build relationships with KOLs & influence networks

• Direct medical sales liaisons

• Support market access and marketing departments

• Monitor social media for potential adverse events

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When it comes to scoping the market your product will enter, IMS Health has the real-world evidence you need to develop relevant support to providers. You can:

Once you are ready to build relationships with Key Opinion Leaders (KOLs) and other stakeholders, our quantitative and qualitative research

can help you identify the leading physicians in the field so you can discuss their needs and the value of your upcoming treatment.

After your product is on the market, we can help you:

• Measure the impact of your medical support programs using real-world data

• Stay attuned to potential adverse events by monitoring social media

With such a detailed view of the medical landscape, you can support your internal and external customers and monitor for full compliance

with regulatory guidelines, both before and after launch.

Services for Branded Pharmaceutical Medical Teams

BECOME AN EXPERT IN THE NATURE OF THE DISEASE, TO INCLUDE INCIDENCE, ASSOCIATED CO-MORBIDITIES,

DISEASE PROGRESSION, AND MEANINGFUL COHORTS

UNDERSTAND CURRENT CLINICAL PRACTICES, INCLUDING DIAGNOSIS AND TREATMENT

DECISION PROCESSES

ASSESS THE DYNAMIC MARKET, EVALUATE HOW ALTERNATIVE

THERAPIES PERFORM, AND ESTIMATE THE OVERALL

MARKET OPPORTUNITY

PROFILE THE TARGET POPULATION BASED ON HOW PATIENTS FLOW THROUGH THE MEDICAL SYSTEM

AND COMPLY WITH/ADHERE TO THEIR TREATMENT

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Improve the Return on Your Brand PlanServices for Branded Pharmaceutical Marketers

Leading Market Insights & Tools

Optimize Your Market Potential, Resource Allocation, and Responsiveness

There is no “do over” if your brand plan fails. An error in any stage of product marketing—analyzing the market, developing the brand plan, executing the plan, assessing the results, and making adjustments —can cost you big.

So, you’ve got to get it right and keep it on track, spending your limited budget wisely and reacting quickly to market challenges.

• Forecast potential

• Segment and target your audience

• Prepare compelling positioning and connect with customers on their terms

• Spot growth opportunities and develop your strategy

• Allocate your resources

• Understand what’s driving performance

• Refine your approach

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To help you ensure the success of your brand strategy, IMS Health gives you the market intelligence and analytical tools to eliminate

the guesswork and capture share effectively.

Your success is our success. Therefore we help you and your brand team:

And, because we operate in 100+ countries, we can support a cohesive global strategy and common performance tracking around the world.

Services for Branded Pharmaceutical Marketers

UNDERSTAND THE DISEASE LANDSCAPE,

MARKET POTENTIAL, CURRENT DYNAMICS,

AND COMPETITIVE SITUATION

TARGET PHYSICIANS ACCORDING TO THEIR PRESCRIBING

POTENTIAL, THERAPEUTIC ATTITUDE, AND PREFERRED

CHANNELS OF COMMUNICATION

MANAGE YOUR CAMPAIGNS BY

COMBINING YOUR MARKETING

DATABASE WITH EXECUTION

AND REPORTING TOOLS IDENTIFY

KEY OPINION LEADERS (KOLS) BASED ON THEIR

INFLUENCE NETWORKS

DETERMINE WHAT EVERY PROMOTIONAL EURO DELIVERS THROUGH DASHBOARDS

THAT TRACK PERFORMANCE

DETERMINE WHERE TO SPEND YOUR PROMOTIONAL

RESOURCES BY MODELING ALTERNATE SPENDING LEVELS

AND CHANNELS USING ANALOGOUS BRANDS

AND MARKET BENCHMARKS

KNOW WHAT DRIVES THE MARKET

AND PRODUCT PERFORMANCE

BASED ON INSIGHTS INTO

TREATMENT PROGRESSION,

DOSING, SWITCHING, AND

ADHERENCE

MEASURE MESSAGE IMPACT VIA A CLOSED-LOOP

MARKETING APPLICATION

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Make the Case for Reimbursement and Appropriate Funding

Services for Branded Pharmaceutical Market Access Professionals

Information, HEOR Services, and Deep Therapeutic Expertise

Ensure Fast Access to New Treatments with a Justifiable Price

No matter how constrained the payer environment may be, your launch must succeed.

This means developing a value dossier that will ensure swift uptake through the right channels at the right price. It also means identifying key influencers, understanding the needs of local payers and providers, and negotiating from a position of strength. Are you ready?

• Determine the best sequencing of indications

• Develop the value dossier most convincing to each individual country

• Negotiate from a position of strength

• Reach the right stakeholders to inspire brand advocacy

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You will need a wealth of information and a variety of skillsets ranging from networking to economic modeling to negotiation. IMS Health is here to help you:

While the window of opportunity for new products is brief, you can

help ensure a strong launch trajectory with the right preliminary

steps. IMS Health has the deep therapeutic expertise, information

resources, and economic modeling background to

help you identify influencers and key decision makers early,

understand their decision criteria, and tailor your value dossier

to meet their needs and prove the value of your product.

A lot is riding on your shoulders as you pave the way for your

product’s success. Let us pave the way for yours.

Services for Branded Pharmaceutical Market Access Professionals

SCOPE OUT THE DISEASE LANDSCAPE WITH REAL-WORLD EVIDENCE ON SIZE AND PROFILE OF THE AVAILABLE POPULATION

TARGET REIMBURSEMENT DECISION MAKERS WITH INSIGHTS INTO THE FLOW

OF FUNDING IN THE DISEASE AREA

DETERMINE THE COST-EFFECTIVENESS AND COMPETITIVE INTENSITY OF YOUR DRUG IN

COMPARISON TO IN-MARKET ALTERNATIVES

CALCULATE THE HEALTH ECONOMIC AND BUDGET IMPACT OF SPECIFIC PRICING AT THE NATIONAL OR LOCAL LEVEL, WITH

ECONOMIC MODELING SERVICES

UNDERSTAND INFLUENCE NETWORKS AND MOBILIZE YOUR BRAND

ADVOCATES BASED ON INFORMATION ON STAKEHOLDERS

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Forecast and Measure Sales Accurately

Services for Branded Pharmaceutical Finance Directors

Business Intelligence & Analytical Tools

Trust a Single, Reliable Source in Reporting and Projecting Performance

Crunching numbers is one thing. But squabbling over them is another. What could be more disruptive to keeping your organization on a sound financial footing?

Being the authority on your company’s current performance and future financial prospects requires having comprehensive information, accurate measures, and “one version of the truth” extending from headquarters to the individual representative.

• Develop realistic revenue expectations

• Analyze global forecasts and validate local fit

• Compare actual vs. target sales performance

• Seek compensation for revenue lost to cross-border trading

• Compensate and reward sales representatives accurately

• Measure aggregate spending for regulatory compliance

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We harmonize disparate views of the market and your performance into globally consistent, trusted displays that can help you secure

and maintain your organization’s financial health.

Services for Branded Pharmaceutical Finance Directors

Only with the right resources can you truly manage your company’s finances in a way that accounts for risks beforehand, is goal-directed,

and ensures compliance. IMS Health information and analytical solutions provide your company with globally comparable market insights

and performance measures—for a lower total cost of ownership.

With our complete and accurate coverage of what is happening in the market (reflected through sales, prescription, and real-world data) you can:

VIEW KEY PERFORMANCE INDICATORS (KPIs) OF SALES GOAL ACHIEVEMENT

IN NEAR REAL TIME

UNDERSTAND MARKETPLACE DYNAMICS SUFFICIENTLY TO FACTOR RISKS AND

OPPORTUNITIES INTO A SOUND SALES FORECAST

COMPARE PERFORMANCE ACROSS COUNTRIES,

TERRITORIES, AND BRICKS

UNDERSTAND HOW CROSS-BORDER TRADING IMPACTS COUNTRY-LEVEL SALES

CALCULATE SALES FORCE INCENTIVE COMPENSATION AUTOMATICALLY, VIA A TOOL THAT LINKS AUDITS

OF SUB NATIONAL SALES TO INDIVIDUAL REPRESENTATIVES

ENSURE COMPLIANCE WITH AGGREGATE SPEND REPORTING REGULATIONS

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Increase Your Organization’s Confidence in its Direction

Services for Branded Pharmaceutical Business Intelligence

Insights and Analytical Tools

Provide Reliable and Relevant Insights for Fact-Based Decision-Making

Questions, hypotheses, and uncertainty swirl around you all day long as your colleagues look to you for answers, explanations, and foresight.

You have got to turn the unknown into the known. The incalculable into the estimated. And the unforeseen into the foreseeable.

• Forecast sales precisely

• Monitor market developments

• Spot business trends

• Project future scenarios

• Build reports upon request - quickly and efficiently

• Spend less time wrestling with data and more time sharing insights

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We know that having inaccurate information… information that’s slow in coming… or information that isn’t actionable is hardly better

than having none at all. And it certainly does nothing for your reputation with senior management, sales, or marketing. That’s why we:

Let IMS Health help you ask the tough questions and test assumptions. Draw insights from the facts. And make better decisions.

• Achieve a 99.7% on-time delivery rate

• Apply industry-leading processes for cleansing and

integrating data

• Maintain the industry’s most complete and accurate global

reference data

• Help you maintain “one version of the truth” for all

internal stakeholders via robust and well-tested master

data management (MDM) solutions and practices

• Integrate our analytical tools into one, easy-to-use platform

• Support both standardized and customized reporting

Services for Branded Pharmaceutical Business Intelligence

We relate to your mission—to help your company make wise decisions and improve its performance—because it’s the whole point of our business, too. To help you, we provide:

ONE OF THE LARGEST COLLECTIONS OF HEALTHCARE INFORMATION IN THE WORLD, SPANNING SALES, PRESCRIPTION, CUSTOMER REFERENCE, AND PROMOTIONAL DATA, MEDICAL CLAIMS, ELECTRONIC MEDICAL RECORDS, AND SOCIAL MEDIA

SOLUTIONS TO HELP YOU MEET THE NEEDS OF YOUR SALES AND MARKETING TEAMS, BE IT ASSESSING PRESCRIBERS’ POTENTIAL OR CONDUCTING PRIMARY RESEARCH, FOR EXAMPLE

PROFESSIONAL SERVICES FOR HELP WITH FORECASTING, MODELING, AND OTHER DATA ANALYSES

ROBUST TOOLS (SUCH AS KEY PERFORMANCE INDICATOR (KPI) DASHBOARDS) SO THAT YOU CAN ACCESS YOUR INFORMATION, VISUALIZE ITS MEANING, SHARE IT EASILY, AND MAKE INFORMED DECISIONS RAPIDLY

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Manage the Top and Bottom Line with Confidence

Services for Branded Pharmaceutical General Managers

Support throughout Your Organization

Trust a Single Resource in Addressing Your Business Challenges

At any given time, the “P” in your P&L responsibilities could stand for perspective, potential, or prioritization. And that is when things are going well! It could also stand for problems.

The list of things that worry you in the small hours may be long and constantly changing. Or it may be limited to a few chronic issues.

• Define short-term and long-

term priorities

• Direct your organization with

Key Performance Indicators

(KPIs) aligned with your

strategic objectives

• Ensure that your organization

is “fit for purpose”

• Support your teams with the

information and technology

tools they need to succeed

• Track business performance

• Identify strategic partners

and partnering opportunities

• Manage your relationships

with key external stakeholders

• Measure the impact of

investments in new sales models

and marketing initiatives

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We tackle every challenge with an intimate understanding of your local environment and an appreciation for your corporate accountability.

Services for Branded Pharmaceutical General Managers

When you seek help for business issues, you should set the agenda. And work with partners who share your vision and understand your questions.

Whether your challenges involve strategic decisions, tactical execution, or operational oversight, IMS Health is ready to be an advisor. A partner. And a resource with the right focus and role-based evidence for the issue at hand. We help you:

DEVELOP BUSINESS STRATEGIES

SET, AND MANAGE TO, PERFORMANCE TARGETS UNDERSTAND THE MARKET LANDSCAPE

CREATE A MORE EFFECTIVE SALES ORGANIZATION

123 €

MAKE THE CASE FOR REIMBURSEMENT AND APPROPRIATE FUNDING

IMPROVE THE RETURN ON YOUR BRAND PLAN

€MAKE BETTER INFORMED DECISIONS

REDUCE COSTS AND TIME TO INSIGHT

ASSESS YOUR COMPETITION

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Strengthen Your Hospital’s Performance

Services for Hospital Management

Performance Scorecards & Dashboards

Improve Efficiency & Quality of Care with Ongoing Visibility to Performance

The more transparent healthcare becomes, the more visibility you need. These days, having a clear, timely view of your hospital’s efficiency and quality is a business imperative.

There is no room for guesswork and no time to wait for a legion of consultants and analysts to extract information from your Enterprise Resource Planning (ERP) and hospital information systems.

• Forecast your operating budget

• Monitor your organization’s financial health and quality of care via key performance indicators

• Identify treatment patterns that lead to better health while reducing expenses

• Set favorable contract terms with payers

• Benchmark performance against comparable hospitals to identify levers for improvement

• Support our accreditation projects

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By implementing a well-structured and more integrated information strategy, you can develop results-oriented solutions that deliver

improved patient satisfaction and health outcomes, while containing costs.

Services for Hospital Management

To plan and execute strategically, you must have decision-ready insights into your current practices and results. To make fact-based

decisions, you need to access information at a glance. IMS Health is able to pull data from your systems—and gather benchmark data

from other hospitals—presented in easy-to-interpret scorecards and dashboards.

With these, your organization is empowered to:

FOLLOW THE REALIZATION OF HOSPITAL STRATEGY AND REACT QUICKLY TO

POTENTIAL ISSUES IDENTIFIED VIA KEY PERFORMANCE INDICATORS

COMPARE YOUR OPERATING PARAMETERS AND TREATMENT

OUTCOMES WITH THOSE OF SIMILAR INSTITUTIONS

SPOT AREAS OF OPPORTUNITY FOR GREATER EFFICIENCY AND QUALITY, GIVEN HOW

PATIENTS FLOW THROUGH THE SYSTEM, FROM ADMISSION TO DISCHARGE

BUDGET APPROPRIATELY, BASED ON YOUR MEDICINE USAGE, THE DRUGS

IN THE PIPELINE, AND THE INCIDENCE OF DISEASE IN YOUR COUNTRY

€UNDERSTAND YOUR UTILIZATION AND PROFITABILITY,

BY FACILITY, SERVICE, AND PATHOLOGY

IDENTIFY HIGH-PERFORMING PHYSICIANS WHO MAY BE GOOD REFERRAL SOURCES

FOR YOUR HOSPITAL

CONTRACT WITH PAYERS KNOWING

YOUR CURRENT UTILIZATION PER DISEASE,

AND WHAT YOU EXPECT FOR NEXT YEAR

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Manage the Cost and Quality of Care

Services for Contracting and Purchasing Managers within Healthcare Payers

Clinically Rich Market Intelligence

Make Policy and Purchasing Decisions that Will Optimize Your Contribution to Healthcare

Every payer wants “value for money.” But for you, it has to be a guiding principle in every daily decision.

You are caught between the ever-increasing demand for preventative, curative, and palliative care on the one hand and a finite budget on the other.

• Compare drug costs across

countries

• Create accurate forecasts

based on drug costs

and disease projections

• Track patient outcomes

by disease area by

institution/care provider

• Benchmark spending for

treatments/procedures

across institutions

• Develop favorable and

realistic contracts with

providers

• Monitor protocol adherence

for contracting purposes

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Ultimately, with this real-world feedback, you will be able to negotiate your contract terms to better manage costs and stimulate

improved patient care.

Services for Contracting and Purchasing Managers within Healthcare Payers

How do you ensure your budget is sufficient to fund the upcoming pipeline of new medicines? Select strategies that will limit your financial

risk from innovative drugs whilst ensuring clinical benefit? Understand how providers’ use of medication changes from month to month?

The answer lies in having information on the cost effectiveness of current medical practices. A way to benchmark providers on their

performance. And an accurate way to project your short- and long-term expenses. IMS Health recognizes that healthcare runs on data

and offers you the information you need to make fiscally responsible decisions.

We can supplement your own treatment information with other sources and bring our expertise in modeling and forecasting to help you:

DEVELOP A ROBUST FORECAST THAT INCORPORATES DRUG COSTS FOR

IN-MARKET AND PIPELINE PRODUCTS

MEASURE THE HEALTH OUTCOMES AND ECONOMICS OF DIFFERENT

TREATMENT PROTOCOLS ACROSS PROVIDERS

€ $

GAUGE HOW WELL YOUR PROVIDERS ARE PERFORMING

COMPARED TO OTHERS NATIONALLY, BY PATHOLOGY AND

PROCEDURE

COMPARE PRICES AND UTILIZATION INTERNATIONALLY

(FOR EXAMPLE ON BIOSIMILARS)

BE MORE AWARE OF CHANGES IN TREATMENT PATTERNS VIA EARLY

WARNING DASHBOARDS

TRACK A PROVIDER’S

ADHERENCE TO THE TREATMENT

PROTOCOLS SPECIFIED IN YOUR

CONTRACT

!

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Orchestrate your Customer EngagementTechnology Solutions for Healthcare and Life Sciences

A Powerful Engine for Advanced Analytics, Mobile Solutions

Integrated Insights to Overcome Complexity and Drive Action. Simplify Infrastructure to Control Operational Costs.

Information and technology are at the heart of addressing nearly every challenge that healthcare stakeholders face. From understanding and engaging patients and providers. To managing clinical trials efficiently. To improving patient treatments and outcomes.

The healthcare industry runs on data. It produces more transactions per day than the New York Stock Exchange.

Yet, most healthcare organizations remain saddled by legacy systems that lack the speed, agility, and integration needed to keep pace. To meet these needs IMS Health has developed applications ready for the data-driven world.

• Curate data across multiple

sources to make comparisons

across geographies and follow

trends

• Access on-demand analytics

• Create organizational

efficiencies and increase Return

on Investment (ROI)

• Cut through the noise to deliver

value with every customer

interaction

• Meet local and regional

compliance regulations

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Nucleus 360 is a complete cloud-based master data management solution designed for Life Sciences. This platform establishes an end-to-end customer data repository that is accessible across the organization.

Cloud-Based Applications that Integrate Sales & Marketing Activities

Our Nexxus™ Commercial Application Suite ensures that you

attract the best customers, that your messages are heard,

and that you are able to develop relationships with your

audiences.

Technology Solutions for Healthcare and Life Sciences

A Single Version of Your Stakeholder Universe with Insights Available Anytime, Anywhere

The IMS One Intelligent Cloud reflects our deep experience in healthcare technology and infrastructure.

It provides data validation and governance tools to integrate IMS Health proprietary data with your

own data, third-party data, and public information, to create a solid data foundation that acts as a single

source of truth throughout your company. This is complemented by an integrated and inter-operable

portfolio of cloud-based applications tailored to the needs of healthcare payers and providers,

and to commercial and clinical operations within life sciences companies.

Engage Customers on Their Terms

Nexxus Marketing: Elevate your outreach to target

audiences from random acts of marketing to ongoing,

integrated conversations. Align your messages across

channels to drive engagement and performance.

Nexxus Social: Make the most of market opportunities

by tracking social media to identify and respond to shifts

in brand sentiment and adverse events.

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Reach the Right Customers through Well Designed, Meaningful Conversations

Integrate personal and non-personal preferences of your customers. Inform them with information they value. Orchestrated through

resources and channels they seek.

Nexxus Mobile Intelligence (MI): Attract and engage your audiences on their terms, refining your conversations at every

touch point. Customer Relationship Management (CRM) capabilities and innovative, multi-channel engagement solutions

help you reach the right customers through the right channels with the right message.

iDetailing is the most robust and flexible remote eDetailing solution integrated into the multi-channel client

engagement strategy, improving cost efficiencies and productivity.

Customer Engagement Hub (CEH): Collect and unify all of your customers’ channel experiences, turning your commercial

strategy into a customer-centric model.

A Proactive, Web-Based Solution for Disclosure and Transparency Compliance

Aggregate Spend 360: Meet your obligations for disclosure and transparency imposed by local and national mandates with the

leading solution trusted by over 60 companies worldwide. Its automated reporting and out-of-the box report templates make

it easy to uphold regulations and mandates.

Confidently Make the Right Business Decisions

Nexxus™ Performance delivers analytics designed specifically for pharmaceutical and life sciences sales and marketing.

Stay informed with consistent, integrated views of your business performance so you can act with confidence to optimize strategies.

IMS Health’s sophisticated technology environment and solutions are available to help you wring costs out of your operations, confidently

make the right business decisions, strengthen your customer engagement, and support your commitment to transparent business practices.

Technology Solutions for Healthcare and Life Sciences

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