How technology is changing revenue management in the pharmaceutical industry

Originally published in PharmaFocus Europe

Pharmaceutical companies have never had straightforward revenue models. There’s tiered national pricing, parallel trade between EU member states, rebate agreements with payers, royalty arrangements for licensed compounds and huge numbers of SKUs moving through wholesalers and specialist pharmacies.

For years, finance teams have managed much of this complexity with spreadsheets, manual checks and plenty of experience. That approach can work for a while, but as commercial models become more complicated, it becomes harder to keep everything accurate and up to date.

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