BMS attributes Sotyktu failure to access, but it's really SAFETY

[anonymous]

Here’s how this was supposed to work:
1. Everyone knew access would be bad at launch for a new drug in this category. You were told this at the launch meeting.
2. To gain access, BMS needed to prove there was demand in the market for it, so that payers would give up existing, lucrative rebates from other drugs in favor of Sotyktu financial incentives.
3. It was reps’ job to generate demand based on clinical superiority to Otezla AND the guarantee of free drug while the access situation was poor. Cozy relationships with Derms were supposed to help with the sale because non-Derm reps can’t even get in the door.

Bottom line: if there’s no demand, then access won’t happen. Those are just the facts of this market.

So what would you brainiacs have done differently?

We would have had leaders who understand that derm is just different. It's not fungible with other Pharma spaces and the experience the McKinsey types have with marketing in cardiology and neurology don't work.

We would have had leaders who understood that to generate the demand needed to convince the PBMs to give us access, only one thing matters -reps in front of derms selling. Period. End of story. Instead, we spend 40% of every week out of the field. Do you really thing business reviews drive business?

We would have had leaders that when times got hard, didn't resort to old tired formulas such as "asking better questions", or "better pre-call plans" or "executional excellence", or "hard closing for appropriate starts". No we need to be left alone to make calls and drive demand anywhere.

Finally, we would have had leaders that targeted Otezla failures first(and there are plenty of of them(up to 75% of their starts)). Instead, we went out and bashed them. Told derms they were idiots for their past 8 years of experience and we asked for their starts right then. We should have gone for everything we could have gotten and built from there.

Get back in your cube you failure.

 

[anonymous]

Here’s how this was supposed to work:
1. Everyone knew access would be bad at launch for a new drug in this category. You were told this at the launch meeting.
2. To gain access, BMS needed to prove there was demand in the market for it, so that payers would give up existing, lucrative rebates from other drugs in favor of Sotyktu financial incentives.
3. It was reps’ job to generate demand based on clinical superiority to Otezla AND the guarantee of free drug while the access situation was poor. Cozy relationships with Derms were supposed to help with the sale because non-Derm reps can’t even get in the door.

Bottom line: if there’s no demand, then access won’t happen. Those are just the facts of this market.

So what would you brainiacs have done differently?

For one, they can stop making excuses and blaming others for mismanagement

 

[anonymous]

This has all the hallmarks of a bunch of MBAs and consultants who have no clue what happens in the real world or what actually drove the business in the “benchmarks” they studied after the fact.

Then to top it off, they have the audacity to try and hire back people that had been dutiful and successful employees after they unceremoniously canned everyone. Who the heck would come back after being treated that way.

These pompous a holes made their bed. They can lie in it.

 

[anonymous]

This has all the hallmarks of a bunch of MBAs and consultants who have no clue what happens in the real world or what actually drove the business in the “benchmarks” they studied after the fact.

Then to top it off, they have the audacity to try and hire back people that had been dutiful and successful employees after they unceremoniously canned everyone. Who the heck would come back after being treated that way.

These pompous a holes made their bed. They can lie in it.

shameful

 

[anonymous]

It doesn’t now but it did.

so you think that having access than losing it is an easy selling environment??

 

[anonymous]

so you think that having access than losing it is an easy selling environment??

But at least you experienced it

 

[anonymous]

We would have had leaders who understand that derm is just different. It's not fungible with other Pharma spaces and the experience the McKinsey types have with marketing in cardiology and neurology don't work.

We would have had leaders who understood that to generate the demand needed to convince the PBMs to give us access, only one thing matters -reps in front of derms selling. Period. End of story. Instead, we spend 40% of every week out of the field. Do you really thing business reviews drive business?

We would have had leaders that when times got hard, didn't resort to old tired formulas such as "asking better questions", or "better pre-call plans" or "executional excellence", or "hard closing for appropriate starts". No we need to be left alone to make calls and drive demand anywhere.

Finally, we would have had leaders that targeted Otezla failures first(and there are plenty of of them(up to 75% of their starts)). Instead, we went out and bashed them. Told derms they were idiots for their past 8 years of experience and we asked for their starts right then. We should have gone for everything we could have gotten and built from there.

Get back in your cube you failure.

Deflection is your best selling skill.

You know what the 40% lie is.....your ass out of the field.

Maybe if you were able to capitalize on half the relationships you supposedly had you wouldn't be called out by Chris B and Adam during town halls.

But we'll hear it's leadership, PBMs, access, gas prices, the boarder, whatever helps you sleep better at night.....

Maybe just maybe you can't sell in a non-preferred position.

 

[anonymous]

Deflection is your best selling skill.

You know what the 40% lie is.....your ass out of the field.

Maybe if you were able to capitalize on half the relationships you supposedly had you wouldn't be called out by Chris B and Adam during town halls.

But we'll hear it's leadership, PBMs, access, gas prices, the boarder, whatever helps you sleep better at night.....

Maybe just maybe you can't sell in a non-preferred position.

you’re a manager whose hood needs to be popped

Stop making excuses for how you bungled the launch, blaming reps for you not doing work

really rich blaming the ones out in the field selling the drug while you go through the motions and phone it in

the fish rots from the head down

 

[anonymous]

I've been selling twice daily Sotyktu in order to get double the scripts. It works.

 

[anonymous]

Deflection is your best selling skill.

You know what the 40% lie is.....your ass out of the field.

Maybe if you were able to capitalize on half the relationships you supposedly had you wouldn't be called out by Chris B and Adam during town halls.

But we'll hear it's leadership, PBMs, access, gas prices, the boarder, whatever helps you sleep better at night.....

Maybe just maybe you can't sell in a non-preferred position.

Go back to Novartis stop making excuses, stop pointing fingers at the ones selling it

we have an excellent drug, you bungled it