{"id":74281,"date":"2023-11-09T01:00:15","date_gmt":"2023-11-09T00:00:15","guid":{"rendered":"https:\/\/www.veeva.com\/eu\/?post_type=resources&#038;p=74281"},"modified":"2026-04-08T11:40:23","modified_gmt":"2026-04-08T09:40:23","slug":"veeva-pulse-field-trends-report-3q23","status":"publish","type":"resources","link":"https:\/\/www.veeva.com\/eu\/resources\/veeva-pulse-field-trends-report-3q23\/","title":{"rendered":"³Ô¹Ï±¬ÁÏ Pulse Field Trends Report"},"content":{"rendered":"<br \/>\n<style>\n  .after-arrow-down-orange, .after-arrow-up-orange {\n    color: #F7981D;\n}\n  .after-arrow-down-orange::after {\n    display: inline-block;\n    content: \"\";\n    font-size: 0;\n    margin-left: 5px;\n    margin-bottom: 1px;\n    width: 0;\n    height: 0;\n    border-style: solid;\n    border-width: 7px 5px 0 5px;\n    border-color: #F7981D transparent transparent transparent;\n}\n.after-arrow-up-orange::after {\n    display: inline-block;\n    content: \"\";\n    font-size: 0;\n    margin-left: 5px;\n    margin-bottom: 1px;\n    width: 0;\n    height: 0;\n    border-style: solid;\n    border-width: 0px 5px 7px 5px;\n    border-color:  transparent transparent #F7981D transparent;\n}\n.after-arrow-down-orange:hover::after {\n    border-color: #e97f16 transparent transparent transparent;\n}\n.after-arrow-up-orange:hover::after {\n    border-color: transparent transparent  #e97f16 transparent;\n}<\/p>\n<p>.after-arrow-down-orange.active,.after-arrow-up-orange.active {\n    color: #FA6D18;\n}\n.after-arrow-down-orange.active::after {\n    border-color: #FA6D18 transparent transparent transparent;\n}\n.after-arrow-up-orange.active::after {\n    border-color: transparent transparent #FA6D18  transparent;\n}<\/p>\n<p>.down-links  {\npadding:12px 0;\ntext-align:center;\nmargin-top:60px;\nmargin-bottom:40px;\ndisplay:none!important;\n}\n.down-links a {\nfont-size:15px; line-height:21px;\n}\n.down-links div {\ndisplay:inline-block;\npadding:5px 16px;\nwhite-space:nowrap;\n}\n.generic-container h3 {\nfont-weight:500;\nmargin-top:35px;\nmargin-bottom:20px;\n}\np.pulse-sub {\nfont-size:26px;\nline-height:33px;\n}\np.pulse-sub span {\ndisplay:block;\nfont-weight:500;\n}\n.resources-content hr {\nmargin-top: 50px;\nmargin-bottom: 10px;\nborder: 0;\nborder-top: 2px solid #afafaf;\n}\n.resources-content hr.divide {\nmargin-top: 50px;\nmargin-bottom: 40px;\nborder: 0;\nborder-top: 1px solid #ccc;\n}\n.resources-content h2 {\nmargin-bottom:30px;\nfont-weight:500;\nfont-size:30px;\n}\n.resources-content h2.fake-h1 {\nmargin-bottom:30px;\nfont-weight:300;\nfont-size: 38px;\n}\n@media (max-width: 767px) {\n    .resources-content h2.fake-h1 {\nmargin-bottom:25px;\nfont-weight:300;\nfont-size: 30px;\n}\n.resources-content h2 {\nmargin-bottom:25px;\nfont-weight:400;\nfont-size:25px;\n}\np.pulse-sub {\nfont-size:22px;\nline-height:30px;\n}\n.down-links  {\npadding:12px 0;\ntext-align:center;\nmargin-top:40px;\nmargin-bottom:40px;\n}\n}\n@media (max-width: 450px) {\n.down-links div {\ndisplay:block;\npadding:5px 20px;\nwhite-space:nowrap;\n}\n}<\/p>\n<p>@media only screen and (min-width: 768px) and (max-width: 960px) {\n    .down-links div {\n        padding: 5px 10px;\n    }\n    .down-links a {\n        font-size: 12px;\n    }\n}<\/p>\n<p>@media only screen and (min-width: 961px) and (max-width: 996px) {\n    .down-links div {\n        padding: 5px 14px;\n    }\n    .down-links a {\n        font-size: 14px;\n    }\n}\n<\/style>\n<h2 class=\"mt-40\">The Doctor Is In(bound): Opening Up Two-Way Communication Doubles Digital Engagement<\/h2>\n<p>More than half of the life science industry\u2019s R&#038;D spend is on specialty medicines, and <a rel=\"noopener noreferrer\" target=\"_blank\" href=\"https:\/\/phrma.org\/en\/resource-center\/Topics\/Innovation\/Innovation-in-the-Biopharmaceutical-Pipeline\">an estimated 70% of drugs in the pipeline<\/a> today are potential first-in-class novel treatments. As therapies become more precise and patient populations get smaller, healthcare professionals (HCPs) want on-demand access to resources \u2013 in the moment of need \u2013 that help patients initiate treatment, from reimbursement support to site certification.<\/p>\n<p>\nBiopharmas can respond by building on in-person touchpoints with inbound engagement capabilities that allow HCPs to reach out proactively outside of scheduled meetings and traditional detailing. Promotion-focused models incentivizing traditional measures like sales and frequency should give way to service-focused models that prioritize engagement quality and responsiveness on HCPs\u2019 terms, strengthening the relationship.\n<\/p>\n<p>\n³Ô¹Ï±¬ÁÏ Pulse data show that field teams who are responsive to HCPs\u2019 needs in real time have a vastly different channel mix, with <strong>more than double the amount of digital touchpoints<\/strong> while <strong>maintaining or increasing in-person activity<\/strong>. These interactions drive better results, allowing field teams to share meaningful content and drive promotional impact.\n<\/p>\n<p>\nAs Dave Yates, global product director, GSK, says, \u201cTo communicate effectively across digital channels, you need to focus on responsiveness, adding value with the ability to give customers what they need, exactly when they need it.\u201d\n<\/p>\n<p>\nRead <a href=\"\/eu\/services\/business-consulting-services\/\">³Ô¹Ï±¬ÁÏ Business Consulting\u2019s<\/a> in-depth analysis to learn how your commercial team can create a service-focused engagement model that delivers with speed and value.\n<\/p>\n<p>Thank you,<\/p>\n<p><img decoding=\"async\" src=\"\/wp-content\/uploads\/2022\/11\/signature.png\" alt=\"\"><\/p>\n<p>\nDan Rizzo<br \/>\nGlobal Head of ³Ô¹Ï±¬ÁÏ Business Consulting\n<\/p>\n<p><img decoding=\"async\" style=\"border-radius:50%\"  src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2022\/04\/Headshot-Rizzo.png\" alt=\"\"><\/p>\n<hr class=\"divide\">\n<h2 class=\"mt-40\">HCPs start 30% of conversations with an inbound channel, and reps can respond in real-time<\/h2>\n<p>\nInbound channels create opportunities for HCPs to get the resources they need on their terms without waiting on scheduled rep visits. ³Ô¹Ï±¬ÁÏ Pulse data shows that when a compliant chat channel is available, HCPs will start conversations 30% of the time.\n<\/p>\n<p>\nCompliant chat allows reps to respond to HCPs\u2019 needs with speed and value. On average, reps can respond on compliant chat in less than five minutes by answering questions with compliant content, sending samples for new patient starts, and scheduling meetings to dive into more detail. And, it has clear advantages over other channels like<br \/>\n<a href=\"\/resources\/the-life-sciences-guide-to-the-doj-eccp-updates\/\">text and stand-alone chat apps that pose compliance risks<\/a> and fragment interaction data.\n<\/p>\n<p>\nEstablishing a compliant chat channel \u2013 and integrating it into your CRM platform \u2013 gives the home office and other field teams direct insight into HCPs\u2019 needs and connects communication and critical follow-up actions across channels.\n<\/p>\n<div class=\"text-center\">\n    <img decoding=\"async\" class=\"img-responsive m-auto\" alt=\"\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Insights-Figure-1-XD.png\">\n<\/div>\n<h2 class=\"mt-40\">Inbound channels more than double digital engagement, keeping in-person the same or better<\/h2>\n<p>\nAs in-person meetings return post-pandemic, they have come back in a different way. <a href=\"\/eu\/resources\/veeva-pulse-field-trends-report-3q22\/\">HCP access is more selective<\/a><br \/>\nthan ever before, with most HCPs meeting with three or fewer companies. Eighty-four percent of healthcare professionals (HCPs) say they prefer to maintain or increase the share of <a rel=\"noopener noreferrer\" target=\"_blank\" href=\"https:\/\/www.bcg.com\/publications\/2023\/hybrid-engagement-is-the-new-normal-for-physicians-and-pharma-companies\">virtual interactions with biopharmas<\/a>.\n<\/p>\n<p>\nDigital channels \u2013 including inbound channels like compliant chat \u2013 strengthen the customer relationship with speed and value and increase engagement opportunities. ³Ô¹Ï±¬ÁÏ Pulse data shows that the average global channel mix is 78% in-person and 22% digital. However, companies that supplement in-person and outbound tactics with inbound channels change that mix dramatically to 42% in-person and 58% digital. This approach more than doubles digital touchpoints \u2013 <strong>while keeping in-person volume the same or better<\/strong>. <\/p>\n<div class=\"text-center\">\n<img decoding=\"async\" class=\"img-responsive m-auto\" alt=\"\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Insights-Figure-2-XD.png\">\n<\/div>\n<h2 class=\"mt-50\">Responding in the moment of need doesn\u2019t just increase interactions \u2013 it improves them<\/h2>\n<p>Delivering on HCPs\u2019 needs in real-time significantly strengthens the HCP relationship, and improves access and efficiency. Reps in this new engagement model see:<\/p>\n<div class=\"text-center\">\n<img decoding=\"async\" class=\"img-responsive m-auto\" alt=\"\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Insights-Figure-3-XD.png\">\n<\/div>\n<p class=\"mt-30\">\nA service-focused engagement model combines meaningful in-person touchpoints with responsive, real-time interactions in between meetings and in the moment of need. Early adopters are laying the groundwork with executive sponsorship, investments in compliant technology, and incentive realignment to focus on strength of relationship measures.\n<\/p>\n<p>\nReach out to <a href=\"\/eu\/services\/business-consulting-services\/\">³Ô¹Ï±¬ÁÏ Business Consulting<\/a> to find out how you can use ³Ô¹Ï±¬ÁÏ Pulse data to create a service-focused engagement model for your business.\n<\/p>\n<hr class=\"divide\">\n<h2 class=\"fake-h1\">Global and Regional Trends<\/h2>\n<p>This report highlights global and regional field engagement trends from ³Ô¹Ï±¬ÁÏ Pulse data between July 2022 and<br \/>\nSeptember 2023. ³Ô¹Ï±¬ÁÏ Pulse data is sourced from ³Ô¹Ï±¬ÁÏ\u2019s aggregated CRM activity dataset, inclusive of field<br \/>\nengagement stats from all instances of ³Ô¹Ï±¬ÁÏ CRM globally. <strong>Chart insights, unless otherwise noted, are year-overyear<br \/>\ncomparisons<\/strong>.<\/p>\n<div class=\"row down-links mt-40\" style=\"background-color:#f4f4f4\">\n<div>\n\t\t<a href=\"#Global\" class=\"after-arrow-down-orange quicklink active\">Global trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#US\" class=\"after-arrow-down-orange quicklink\">U.S. trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#Europe\" class=\"after-arrow-down-orange quicklink\">Europe trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#Asia\" class=\"after-arrow-down-orange quicklink\">Asia trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#Latam\" class=\"after-arrow-down-orange quicklink\">Latin America trends<\/a>\n\t<\/div>\n<\/div>\n<div style=\"position:relative;\">\n  <a id=\"Global\" style=\"position: absolute;top: -200px;\"><\/a>\n<\/div>\n<h2>Global trends<\/h2>\n<h3 class=\"text-center\">Figure 1: Channel mix evolution, global<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-1-Channel-Mix-Evolution-Global.png\" alt=\"\" \/><\/p>\n<h3 class=\"text-center\">Figure 2: Channel mix, global<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-2-Channel-Mix-Global.png\" alt=\"\" \/><\/p>\n<hr>\n<p class=\"pulse-sub\">\n<span>Global field team activity<\/span><br \/>\nWeekly activity per user by engagement channel\n<\/p>\n<h3 class=\"text-center\">Figure 3: Activity by region, global<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-3-Activity-by-Region-Global.png\" alt=\"\" \/><\/p>\n<div class=\"row\">\n<div class=\"col-sm-6\">\n<h3 class=\"text-center\">Figure 4: Activity by user type, global<\/h3>\n<p>\t\t<img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-4-Activity-by-User-Type-Global.png\" alt=\"\" \/>\n\t<\/div>\n<div class=\"col-sm-6\">\n<h3 class=\"text-center\">Figure 5: Activity by company size, global<\/h3>\n<p>\t\t<img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-5-Activity-by-Company-Size-Global.png\" alt=\"\" \/>\n\t<\/div>\n<\/div>\n<hr>\n<p class=\"pulse-sub\">\n<span>Global engagement quality<\/span><br \/>\nConsolidation of key quality metrics\n<\/p>\n<h3 class=\"text-center\">Figure 6: Approved email volume, global<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-6-Approved-Email-Volume-Global.png\" alt=\"\" \/><\/p>\n<h3 class=\"text-center\">Figure 7: Content usage by channel, global<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-7-Content-Usage-by-Channel-Global.png\" alt=\"\" \/><\/p>\n<h3 class=\"text-center\">Figure 8: ³Ô¹Ï±¬ÁÏ CRM Engage meeting duration, global<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-8-Meeting-Duration-Global.png\" alt=\"\" \/><\/p>\n<div class=\"row down-links mt-40\" style=\"background-color:#f4f4f4\">\n<div>\n\t\t<a href=\"#Global\" class=\"after-arrow-up-orange quicklink\">Global trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#US\" class=\"after-arrow-down-orange quicklink  active\">U.S. trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#Europe\" class=\"after-arrow-down-orange quicklink\">Europe trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#Asia\" class=\"after-arrow-down-orange quicklink\">Asia trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#Latam\" class=\"after-arrow-down-orange quicklink\">Latin America trends<\/a>\n\t<\/div>\n<\/div>\n<div style=\"position:relative;\">\n  <a id=\"US\" style=\"position: absolute;top: -200px;\"><\/a>\n<\/div>\n<h2>U.S. market trends<\/h2>\n<h3 class=\"text-center\">Figure 9: Channel mix evolution, U.S.<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-9-Channel-Mix-Evolution-US.png\" alt=\"\" \/><\/p>\n<h3 class=\"text-center\">Figure 10: Channel mix, U.S.<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-10-Channel-Mix-US.png\" alt=\"\" \/><\/p>\n<hr>\n<p class=\"pulse-sub\">\n<span>U.S. field team activity<\/span><br \/>\nWeekly activity per user by engagement channel\n<\/p>\n<h3 class=\"text-center\">Figure 11: Activity, U.S.<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-11-Activity-US.png\" alt=\"\" \/><\/p>\n<div class=\"row\">\n<div class=\"col-sm-6\">\n<h3 class=\"text-center\">Figure 12: Activity by user type, U.S..<\/h3>\n<p>\t\t<img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-12-Activity-by-User-Type-US.png\" alt=\"\" \/>\n\t<\/div>\n<div class=\"col-sm-6\">\n<h3 class=\"text-center\">Figure 13: Activity by company size, U.S.<\/h3>\n<p>\t\t<img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-13-Activity-by-Company-Size-US.png\" alt=\"\" \/>\n\t<\/div>\n<\/div>\n<hr>\n<p class=\"pulse-sub\">\n<span>U.S. engagement quality<\/span><br \/>\nConsolidation of key quality metrics\n<\/p>\n<h3 class=\"text-center\">Figure 14: Approved email volume, U.S.<\/h4>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-14-Approved-Email-Volume-US.png\" alt=\"\" \/><\/p>\n<h3 class=\"text-center\">Figure 15: Content usage by channel, U.S.<\/h4>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-15-Content-Usage-by-Channel-US.png\" alt=\"\" \/><\/p>\n<h3 class=\"text-center\">Figure 16: ³Ô¹Ï±¬ÁÏ CRM Engage meeting duration, U.S.<\/h4>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-16-Meeting-Duration-US.png\" alt=\"\" \/><\/p>\n<div class=\"row down-links mt-40\" style=\"background-color:#f4f4f4\">\n<div>\n\t\t<a href=\"#Global\" class=\"after-arrow-up-orange quicklink\">Global trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#US\" class=\"after-arrow-up-orange quicklink\">U.S. trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#Europe\" class=\"after-arrow-down-orange quicklink active\">Europe trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#Asia\" class=\"after-arrow-down-orange quicklink\">Asia trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#Latam\" class=\"after-arrow-down-orange quicklink\">Latin America trends<\/a>\n\t<\/div>\n<\/div>\n<div style=\"position:relative;\">\n  <a id=\"Europe\" style=\"position: absolute;top: -200px;\"><\/a>\n<\/div>\n<h2>Europe market trends <\/h2>\n<h3 class=\"text-center\">Figure 17: Channel mix evolution, Europe<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-17-Channel-Mix-Evolution-Europe.png\" alt=\"\" \/><\/p>\n<h3 class=\"text-center\">Figure 18: Channel mix, Europe<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-18-Channel-Mix-Europe.png\" alt=\"\" \/><\/p>\n<hr>\n<p class=\"pulse-sub\">\n<span>Europe field team activity<\/span><br \/>\nWeekly activity per user by engagement channel\n<\/p>\n<h3 class=\"text-center\">Figure 19: Activity by country, EU5<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-19-Activity-by-Region-EU5.png\" alt=\"\" \/><\/p>\n<div class=\"row\">\n<div class=\"col-sm-6\">\n<h3 class=\"text-center\">Figure 20: Activity by user type, Europe<\/h3>\n<p>\t\t<img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-20-Activity-by-User-Type-Europe.png\" alt=\"\" \/>\n\t<\/div>\n<div class=\"col-sm-6\">\n<h3 class=\"text-center\">Figure 21: Activity by company size, Europe<\/h3>\n<p>\t\t<img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-21-Activity-by-Company-Size-Europe.png\" alt=\"\" \/>\n\t<\/div>\n<\/div>\n<hr>\n<p class=\"pulse-sub\">\n<span>Europe engagement quality<\/span><br \/>\nConsolidation of key quality metrics\n<\/p>\n<h3 class=\"text-center\">Figure 22: Approved email volume, Europe<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-22-Approved-Email-Volume-Europe.png\" alt=\"\" \/><\/p>\n<h3 class=\"text-center\">Figure 23: Content usage by channel, Europe<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-23-Content-Usage-by-Channel-Europe.png\" alt=\"\" \/><\/p>\n<h3 class=\"text-center\">Figure 24: ³Ô¹Ï±¬ÁÏ CRM Engage meeting duration, Europe<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-24-Meeting-Duration-Europe.png\" alt=\"\" \/><\/p>\n<div class=\"row down-links mt-40\" style=\"background-color:#f4f4f4\">\n<div>\n\t\t<a href=\"#Global\" class=\"after-arrow-up-orange quicklink\">Global trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#US\" class=\"after-arrow-up-orange quicklink\">U.S. trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#Europe\" class=\"after-arrow-up-orange quicklink\">Europe trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#Asia\" class=\"after-arrow-down-orange quicklink active\">Asia trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#Latam\" class=\"after-arrow-down-orange quicklink\">Latin America trends<\/a>\n\t<\/div>\n<\/div>\n<div style=\"position:relative;\">\n  <a id=\"Asia\" style=\"position: absolute;top: -200px;\"><\/a>\n<\/div>\n<h2>Asia market trends<\/h2>\n<h3 class=\"text-center\">Figure 25: Channel mix evolution, Asia<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-25-Channel-Mix-Evolution-APAC.png\" alt=\"\" \/><\/p>\n<h3 class=\"text-center\">Figure 26: Channel mix, Asia<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-26-Channel-Mix-APAC.png\" alt=\"\" \/><\/p>\n<hr>\n<p class=\"pulse-sub\">\n<span>Asia field team activity<\/span><br \/>\nWeekly activity per user by engagement channel\n<\/p>\n<h3 class=\"text-center\">Figure 27: Activity by country, Asia<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-27-Activity-by-Region-APAC.png\" alt=\"\" \/><\/p>\n<div class=\"row\">\n<div class=\"col-sm-6\">\n<h3 class=\"text-center\">Figure 28: Activity by user type, Asia<\/h3>\n<p>\t\t<img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-28-Activity-by-User-Type-APAC.png\" alt=\"\" \/>\n\t<\/div>\n<div class=\"col-sm-6\">\n<h3 class=\"text-center\">Figure 29: Activity by company size, Asia<\/h3>\n<p>\t\t<img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-29-Activity-by-Company-Size-APAC.png\" alt=\"\" \/>\n\t<\/div>\n<\/div>\n<hr>\n<p class=\"pulse-sub\">\n<span>Asia engagement quality<\/span><br \/>\nConsolidation of key quality metrics\n<\/p>\n<h3 class=\"text-center\">Figure 30: Approved email volume, Asia<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-30-Approved-Email-Volume-APAC.png\" alt=\"\" \/><\/p>\n<h3 class=\"text-center\">Figure 31: Content usage by channel, Asia<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-31-Content-Usage-by-Channel-APAC.png\" alt=\"\" \/><\/p>\n<h3 class=\"text-center\">Figure 32: ³Ô¹Ï±¬ÁÏ CRM Engage meeting duration, Asia<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-32-Meeting-Duration-APAC.png\" alt=\"\" \/><\/p>\n<div class=\"row down-links mt-40\" style=\"background-color:#f4f4f4\">\n<div>\n\t\t<a href=\"#Global\" class=\"after-arrow-up-orange quicklink\">Global trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#US\" class=\"after-arrow-up-orange quicklink\">U.S. trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#Europe\" class=\"after-arrow-up-orange quicklink\">Europe trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#Asia\" class=\"after-arrow-up-orange quicklink\">Asia trends<\/a>\n\t<\/div>\n<div>\n\t\t<a href=\"#Latam\" class=\"after-arrow-down-orange quicklink active\">Latin America trends<\/a>\n\t<\/div>\n<\/div>\n<div style=\"position:relative;\">\n  <a id=\"Latam\" style=\"position: absolute;top: -200px;\"><\/a>\n<\/div>\n<h2>Latin America market trends<\/h2>\n<h3 class=\"text-center\">Figure 33: Channel mix evolution, Latin America<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-33-Channel-Mix-Evolution-LATAM.png\" alt=\"\" \/><\/p>\n<h3 class=\"text-center\">Figure 34: Channel mix, Latin America<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-34-Channel-Mix-LATAM.png\" alt=\"\" \/><\/p>\n<hr>\n<p class=\"pulse-sub\">\n<span>Latin America field team activity <\/span><br \/>\nWeekly activity per user by engagement channel\n<\/p>\n<h3 class=\"text-center\">Figure 35: Activity by country, Latin America<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-35-Activity-by-Counry-LATAM.png\" alt=\"\" \/><\/p>\n<div class=\"row\">\n<div class=\"col-sm-6\">\n<h3 class=\"text-center\">Figure 36: Activity by user type, Latin America<\/h3>\n<p>\t\t<img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-36-Activity-by-User-Type-LATAM.png\" alt=\"\" \/>\n\t<\/div>\n<div class=\"col-sm-6\">\n<h3 class=\"text-center\">Figure 37: Activity by company size, Latin America<\/h3>\n<p>\t\t<img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-37-Activity-by-Company-Size-LATAM.png\" alt=\"\" \/>\n\t<\/div>\n<\/div>\n<hr>\n<p class=\"pulse-sub\">\n<span>Latin America engagement quality <\/span><br \/>\nConsolidation of key quality metrics\n<\/p>\n<h3 class=\"text-center\">Figure 38: Approved email volume, Latin America<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-38-Approved-Email-Volume-LATAM.png\" alt=\"\" \/><\/p>\n<h3 class=\"text-center\">Figure 39: Content usage by channel, Latin America<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-39-Content-Usage-by-Channel-LATAM.png\" alt=\"\" \/><\/p>\n<h3 class=\"text-center\">Figure 40: ³Ô¹Ï±¬ÁÏ CRM Engage meeting duration, Latin America<\/h3>\n<p><img decoding=\"async\" class=\"img-responsive m-auto\" src=\"https:\/\/www.veeva.com\/wp-content\/uploads\/2023\/11\/Figure-40-Meeting-Duration-LATAM.png\" alt=\"\" \/><\/p>\n<hr class=\"mb-0\" style=\"border-top: 4px solid #444;\">\n<h2 class=\"fake-h1 mt-10\">Appendix: Data dictionary<\/h2>\n<p class=\"pulse-sub\">\n<span>Metric definitions<\/span>\n<\/p>\n<ul>\n<li><strong>Channel mix evolution over time:<\/strong> Weekly ³Ô¹Ï±¬ÁÏ CRM activity volume broken down by the channel of engagement (in-person, phone, video, email, chat, or text)<\/li>\n<li><strong>Channel mix:<\/strong> Total ³Ô¹Ï±¬ÁÏ CRM activity volume broken down by engagement channel percentage<\/li>\n<li><strong>Weekly activities per user:<\/strong> The average weekly number of ³Ô¹Ï±¬ÁÏ CRM activities submitted per number of users active in ³Ô¹Ï±¬ÁÏ CRM<\/li>\n<li><strong>Approved email volume:<\/strong> Volume of approved emails sent via ³Ô¹Ï±¬ÁÏ CRM<\/li>\n<li><strong>Email open rate:<\/strong> Percentage of approved emails opened at least once out of all approved emails sent via ³Ô¹Ï±¬ÁÏ CRM<\/li>\n<li><strong>Email click rate:<\/strong> Percentage of approved emails clicked at least once out of all approved emails sent via ³Ô¹Ï±¬ÁÏ CRM<\/li>\n<li><strong>In-person % CLM usage:<\/strong> Percentage of in-person engagements that leveraged content in ³Ô¹Ï±¬ÁÏ CRM<\/li>\n<li><strong>Video % CLM usage:<\/strong> Percentage of video engagements that leveraged content in ³Ô¹Ï±¬ÁÏ CRM<\/li>\n<li><strong>³Ô¹Ï±¬ÁÏ CRM Engage meeting % CLM usage:<\/strong> Percentage of ³Ô¹Ï±¬ÁÏ CRM Engage meetings that leveraged content in ³Ô¹Ï±¬ÁÏ CRM<\/li>\n<li><strong>³Ô¹Ï±¬ÁÏ CRM Engage meeting duration:<\/strong> The average duration of ³Ô¹Ï±¬ÁÏ CRM Engage meetings in minutes<\/li>\n<\/ul>\n<p class=\"pulse-sub mt-30\">\n<span>Engagement channel definitions<\/span>\n<\/p>\n<ul>\n<li><strong>In-person:<\/strong> Submitted calls with a CRM Standard Metrics call channel value of \u2018in-person\u2019<\/li>\n<li><strong>Phone:<\/strong> Submitted calls with a CRM Standard Metrics call channel value of \u2018phone\u2019<\/li>\n<li><strong>Video:<\/strong> ³Ô¹Ï±¬ÁÏ CRM Engage calls and video calls via other platforms that are then recorded as calls in ³Ô¹Ï±¬ÁÏ CRM with a Standard Metrics call channel value of \u2018video\u2019<\/li>\n<li><strong>Email:<\/strong> Approved emails and emails sent via other platforms that are then recorded as calls in ³Ô¹Ï±¬ÁÏ CRM with a Standard Metrics call channel value of \u2018email\u2019<\/li>\n<li><strong>Chat or text:<\/strong> Submitted calls with a CRM Standard Metrics call channel value of \u2018chat or text\u2019<\/li>\n<\/ul>\n<p class=\"pulse-sub mt-30\">\n<span>User type definitions<\/span>\n<\/p>\n<ul>\n<li><strong>Sales:<\/strong> Users that have been classified with the \u2018sales\u2019 value in the CRM Standard Metrics user type field<\/li>\n<li><strong>Key account manager:<\/strong> Users that have been classified with the \u2018key account manager\u2019 value in the CRM Standard Metrics user type field<\/li>\n<li><strong>Medical:<\/strong> Users that have been classified with the \u2018medical\u2019 value in the CRM Standard Metrics user type field<\/li>\n<li><strong>Top global biopharma:<\/strong> Top 17 global biopharma companies by revenue<\/li>\n<li><strong>Rest of industry:<\/strong> All other biopharmas<\/li>\n<\/ul>\n<p class=\"pulse-sub mt-30\">\n<span>Region definitions<\/span>\n<\/p>\n<ul>\n<li><strong>Global:<\/strong> All markets globally <\/li>\n<li><strong>Europe:<\/strong> Albania, Andorra, Armenia, Aruba, Austria, Azerbaijan, Belarus, Belgium, Bermuda, Bosnia and Herzegovina,<br \/>\nBulgaria, Croatia, Cyprus, Czech Republic, Denmark, Estonia, Finland, France, French Polynesia, Georgia, Germany,<br \/>\nGreece, Greenland, Guadeloupe, Guernsey, Hungary, Ireland, Italy, Jersey, Latvia, Lithuania, Luxembourg, Macedonia,<br \/>\nMalta, Martinique, Republic of Moldova, Monaco, Montenegro, Netherlands, New Caledonia, Norway, Poland, Portugal,<br \/>\nRomania, Serbia, Slovakia, Slovenia, Spain, Sweden, Switzerland, Ukraine, United Kingdom<\/li>\n<li><strong>Asia:<\/strong> Australia, Bangladesh, Bhutan, Brunei Darussalam, Cambodia, Cocos (Keeling) Islands, Indonesia, Japan, Kazakhstan, Republic of Korea, Kyrgyzstan, Malaysia, Mongolia, Myanmar, Nauru, Nepal, New Zealand, Philippines, Samoa, Singapore, Solomon Islands, Sri Lanka, Taiwan, Tajikistan, Thailand, Turkmenistan, Uzbekistan, Vietnam<\/li>\n<li><strong>Latin America:<\/strong> Antigua and Barbuda, Argentina, Bahamas, Barbados, Belize, Bolivia, Brazil, Chile, Colombia, Costa Rica, Cuba, Dominican Republic, Ecuador, El Salvador, Guatemala, Guyana, Haiti, Honduras, Jamaica, Mexico, Nicaragua, Panama, Paraguay, Peru, Trinidad and Tobago, Uruguay, Venezuela<\/li>\n<\/ul>\n<h2 class=\"fake-h1\">Methodology<\/h2>\n<p>\nThe <a href=\"\/eu\/resources\/veeva-hcp-360-trends-report\/\">³Ô¹Ï±¬ÁÏ HCP 360 Trends Report<\/a> is a quarterly industry benchmark for global and regional healthcare professional<br \/>\n(HCP) engagement across the life sciences industry. The report is based on proprietary ³Ô¹Ï±¬ÁÏ Pulse data and insights<br \/>\nfrom field engagement activities of more than 80% of all industry representatives worldwide (Asia Pacific, Europe, Latin<br \/>\nAmerica, and the United States). ³Ô¹Ï±¬ÁÏ CRM Standard Metrics \u2014 now used industrywide \u2014 provides the basis for<br \/>\nconsistent collection and measurement of engagement KPIs including channel mix and productivity across regions,<br \/>\nroles, and market segments. The findings are based on approximately 600 million annual global field activities captured<br \/>\nin <a href=\"\/eu\/products\/crm-suite\/crm\/\">³Ô¹Ï±¬ÁÏ CRM<\/a> and <a href=\"\/eu\/products\/crm-suite\/engage\/\">³Ô¹Ï±¬ÁÏ CRM Engage<\/a>.\n<\/p>\n<p>\nThe ³Ô¹Ï±¬ÁÏ Pulse Field Trends Report delivers insights that inform the industry and help field teams align their strategy to<br \/>\nkey market trends for improved commercial success. The global ³Ô¹Ï±¬ÁÏ Business Consulting team also helps customers<br \/>\ninform their strategies using industry benchmarking with ³Ô¹Ï±¬ÁÏ Pulse data.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Opening up two-way communication doubles digital engagement.<\/p>\n","protected":false},"featured_media":74282,"parent":0,"template":"","class_list":["post-74281","resources","type-resources","status-publish","has-post-thumbnail","hentry","resource-html-content-yes","resource-area-20-commercial","resource-area-20-data","resource-area-20-medical","resource-product-20-approved-email","resource-product-20-campaign-manager","resource-product-20-clm","resource-product-20-commercial-content-promomats","resource-product-20-commercial-data-warehouse-nitro","resource-product-20-crm","resource-product-20-medical-crm","resource-product-20-deep-key-account-data-link","resource-product-20-real-time-customer-intelligence-link","resource-product-20-digital-engagement-engage","resource-product-20-events-management","resource-product-20-field-planning-alignments-align-territory-designer","resource-product-20-hcp-access-data","resource-product-20-key-account-management","resource-product-20-network-mdm","resource-product-20-reference-data-opendata-clinical","resource-product-20-customer-reference-data-opendata","resource-type-report"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/www.veeva.com\/eu\/wp-json\/wp\/v2\/resources\/74281"}],"collection":[{"href":"https:\/\/www.veeva.com\/eu\/wp-json\/wp\/v2\/resources"}],"about":[{"href":"https:\/\/www.veeva.com\/eu\/wp-json\/wp\/v2\/types\/resources"}],"version-history":[{"count":1,"href":"https:\/\/www.veeva.com\/eu\/wp-json\/wp\/v2\/resources\/74281\/revisions"}],"predecessor-version":[{"id":74283,"href":"https:\/\/www.veeva.com\/eu\/wp-json\/wp\/v2\/resources\/74281\/revisions\/74283"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.veeva.com\/eu\/wp-json\/wp\/v2\/media\/74282"}],"wp:attachment":[{"href":"https:\/\/www.veeva.com\/eu\/wp-json\/wp\/v2\/media?parent=74281"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}