When going through all linkedin posts, everybody has an opinion about the strategic importance of digitalisation, multi- or omnichannel approaches, of re-inventing the commercial model, … When looking to reality, we are not there yet. One tends to forget the importance of having everyone involved: not only customers but also all internal stakeholders (commercial, marketing, IT, general management, …). Pharma and MedTech companies continue to invest huge amounts of money in external data, into systems to register data, into agencies managing their digital campaigns, etc. But in most cases, most generated data is scattered and not ready to be used. This presentation aims to give some “real world experience” insights on how a stepwise approach prepares your organisation to take real profit of your marketing and commercial digitalisation efforts, aiming to drive HCP engagement.

Jurgen is a Commercial Engineer from the Catholique University in Leuven.

He founded IM Associates in 1998 and specialized within the healthcare industry since 2003 with the development of the Customer Value Management methodology for commercial organisations active in Healthcare.  His main focus areas are commercial structures and multichannel go2market models with doctors, veterinary surgeons and pharmacies as main stakeholders, organizational productivity, performance management.

Today, Jurgen is responsible for the International projects of IM Associates within the Animal Health, CHC and Ethical business units.  He set-up the organization design projects for BI CHC Seask and LATAM region.