Regions
MAIN/REGIONS
regions/
Regions
  1. Americas
  2. Asia & Oceania
  3. Europe
  4. Middle East & Africa
  1. Solutions
  2. Products
  3. Insights
  4. About
  5. Careers
  6. Contact Us
MAIN/search
MAIN/Solutions
Solutions/
SOLUTIONS
  • Research & Development
  • Real World Evidence
  • Commercialization
  • Safety & Regulatory Compliance
  • Technologies
LIFE SCIENCE SEGMENTS
HEALTHCARE SEGMENTS
THERAPEUTIC AREAS

Impacting People's Lives

"We strive to help improve outcomes and create a healthier, more sustainable world for people everywhere.

LEARN MORE
Harness the power to transform clinical development

Reimagine clinical development by intelligently connecting data, technology, and analytics to optimize your trials. The result? Faster decision making and reduced risk so you can deliver life-changing therapies faster.

Research & Development Overview
Research & Development Quick Links
Real World Evidence. Real Confidence. Real Results.

Generate and disseminate evidence that answers crucial clinical, regulatory and commercial questions, enabling you to drive smarter decisions and meet your stakeholder needs with confidence.

REAL WORLD EVIDENCE OVERVIEW
Real World Evidence Quick Links
See markets more clearly. Opportunities more often.

Elevate commercial models with precision and speed using AI-driven analytics and technology that illuminate hidden insights in data.

COMMERCIALIZATION OVERVIEW
Commercialization Quick Links
Service driven. Tech-enabled. Integrated compliance.

Orchestrate your success across the complete compliance lifecycle with best-in-class services and solutions for safety, regulatory, quality and medical information.

COMPLIANCE OVERVIEW
Safety & Regulatory Compliance Quick Links
Intelligence that transforms life sciences end-to-end.

When your destination is a healthier world, making intelligent connections between data, technology, and services is your roadmap.

TECHNOLOGIES OVERVIEW
Technology Quick Links
MAIN/Products
Products/
CLINICAL PRODUCTS
COMMERCIAL PRODUCTS
COMPLIANCE, SAFETY, REG PRODUCTS
REAL WORLD PRODUCTS

CASE STUDY

"Data in a Day

LEARN MORE
MAIN/Insights
Insights/
BLOGS, WHITE PAPERS & CASE STUDIES

Explore our library of insights, thought leadership, and the latest topics & trends in healthcare.

DISCOVER INSIGHTS
THE IQVIA INSTITUTE

An in-depth exploration of the global healthcare ecosystem with timely research, insightful analysis, and scientific expertise.

SEE LATEST REPORTS

INSTITUTE REPORT

"Digital Health Trends 2024 - Implications for Research and Patient Care

READ MORE

EMEA Insights

"IQVIA thought leadership with a focus on EMEA.

Learn more

WHITE PAPER

"DCTs Deliver Big ROI

LEARN MORE

WHITE PAPER

"Capturing value at scale: The $4 billion RWE imperative

LEARN MORE
MAIN/About
About/
FEATURED INNOVATIONS
  • IQVIA Connected Intelligence™
  • IQVIA Healthcare-grade AI™
  • Human Data Science Cloud
  • IQVIA Innovation Hub
  • Decentralized Trials
  • Patient Experience Solutions with Apple devices
WHO WE ARE
NEWS & RESOURCES

INVESTOR RELATIONS

"Visit our investor relations site for more information.

LEARN MORE
Unlock your potential to drive healthcare forward

By making intelligent connections between your needs, our capabilities, and the healthcare ecosystem, we can help you be more agile, accelerate results, and improve patient outcomes.

LEARN MORE
IQVIA AI is Healthcare-grade AI

Building on a rich history of developing AI for healthcare, IQVIA AI connects the right data, technology, and expertise to address the unique needs of healthcare. It's what we call Healthcare-grade AI.

LEARN MORE

Your healthcare data deserves more than just a cloud.

The IQVIA Human Data Science Cloud is our unique capability designed to enable healthcare-grade analytics, tools, and data management solutions to deliver fit-for-purpose global data at scale.

LEARN MORE
Innovations make an impact when bold ideas meet powerful partnerships

The IQVIA Innovation Hub connects start-ups with the extensive IQVIA network of assets, resources, clients, and partners. Together, we can help lead the future of healthcare with the extensive IQVIA network of assets, resources, clients, and partners.

LEARN MORE
Proven, faster DCT solutions

IQVIA Decentralized Trials deliver purpose-built clinical services and technologies that engage the right patients wherever they are. Our hybrid and fully virtual solutions have been used more than any others.

LEARN MORE
IQVIA Patient Experience Solutions with Apple devices

Empowering patients to personalize their healthcare and connecting them to caregivers has the potential to change the care delivery paradigm.

LEARN MORE
MAIN/Careers
Careers/
WORKING AT IQVIA

Our mission is to accelerate innovation for a healthier world. Together, we can solve customer challenges and improve patient lives.

LEARN MORE
LIFE AT IQVIA

Careers, culture and everything in between. Find out what’s going on right here, right now.

LEARN MORE

WE’RE HIRING

"Improving human health requires brave thinkers who are willing to explore new ideas and build on successes. Unleash your potential with us.

SEARCH JOBS
MAIN/Contact Us
Contact Us/
Blog
$name
Sue Johns, Senior Business Marketing Director, CSMS, IQVIA Consumer Health
May 20, 2020
  • Blogs
  • Remote Engagement Supporting Consumer Health stakeholders during COVID19

Exhibit 1: Key benefits of remote-engagement compared to face-face discussion according to HCPs (Source: IQVIA eDetail Follow-up Research, 2016-17)

They gave us several reasons (see Exhibit 1), but two key themes emerge:

  • Flexibility – they aren’t forced to meet an industry rep when they are ‘in the area’ and during their work activities, and they can choose an appropriate time – including outside of regular working hours.
  • Focus – they like that they can concentrate on the information being shared and the subsequent discussion. They feel it is less a social interaction and more educational, and they can speak their mind more easily. They also told us that they felt the remote interactions saves them time compared to face-to-face meetings.

If we focus on a key channel for consumer health – the pharmacy – we see that how pharmacists interact with OTC companies has radically changed, as have the categories that they most recommend.

Pharmacists are currently reluctant to interact face-to-face with sales representatives, meaning OTC companies have to engage with them remotely, such as through e-detailing, which is most favoured, phone detailing, and in some countries, e-meetings (China) and email (USA)**. Despite alternative promotional tools, there has been a net decline in overall promotional activity in a number of countries.

In terms of what pharmacists are advising consumers to buy, recommendations for vitamins, analgesics, and upper respiratory tract infection remedies have all increased dramatically and, moreover, pharmacists are generally more interested then other healthcare professionals in patient education training.

With the evidence of an increase in remote engagement and with many receptive to this, IQVIA Consumer Health has identified seven key factors to successfully engaging remotely (see Exhibit 2).

Exhibit 2:  Seven key factors for successful remote engagement
Taking a deeper look at just a couple of the 7 we identified.

Regarding people and skills

Remote engagement requires leaders who can coach and manage this way of working, sponsors who understand the journey of continuous learning and representatives with the right competencies and behaviors to engage remotely. Providing, building and developing skills is essential.

Together with this, a proactive approach to change management and adopting and adapting to the remote channel is needed within the organization. Leader buy-in is key to communicate and reinforce the channel across the organization.

Content is highly important

HCPs focus more on the content on screen, but content that is interactive and evolves in subsequent calls is what keeps HCPs engaged. This needs to be balanced to not overcomplicate the breadth and depth of content but start simple and be ready to evolve relatively quickly.

Technology is a key element of success

Considering the importance of showing and interacting with good content, there are three critical requirements for remote working tools – accessibility, adoption and compliance.

If your organization is considering e-detailing, please note that the technology platform you use needs to be accessible from any device, any operating system and any browser. Furthermore, it must be user-friendly and not require vast amounts of time or technical know-how for the customer to access. Vitally, the platform you use needs to be data privacy compliant (GDPR et al.) and secure against malicious acts, with the ability to collect consent online.

We clearly see that remote detailing can keep your sales representative productive while accommodating the new preferred method of communication by HCPs and pharmacists. If you would like any more information on remote engagement, please get in touch: consumer.health@iqvia.com

(**Source: IQVIA Channel Dynamics: 30day period to 19th April 2020 versus the same period last year)

Related solutions

Contact Us

YOU MAY ALSO interested in

Blog
$name
By: Jill Major
Webinar
Capturing the Market - Launch Excellence in Consumer Health Webinar
February 20, 2020
Webinar
COVID-19 and Consumer Health: Navigating the new reality
April 30, 2020

Covid-19 & Consumer Health: Navigating the new reality will provide you with some context and areas to consider as your business reacts to the COVID-19 outbreak and the new reality it is shaping.