Francesco Frattini, Director Healthcare Development & Access, Roche Italy gave an insightful presentation at SFE Europe 2010 Summit in April about the Roche experience of working with the commercial solutions group of Quintiles as a strategic ally in outsourcing their primary care sales force. Key learnings of his presentation include:

  • The Roche experience of outsourcing sales teams for the long-term 
  • The impact on sales results and management time, the lessons learned and expertise gained
  • How a different type of control can drive quality and results improvement
  • The value created for stakeholders - the feedback from prescribers