Many commercial operations leaders have recognized the potential of the IPad® and similar tablet devices and are currently working with technology companies to assess its adoption. This device is widely recognized by most experts as representing not just a new device, but a new categoryof technology. The introduction of the IPad® has coincided with the recognition that the utility of the traditional commercial model of frequent office-based sales representative visits with paper sales visuals, samples and starter kits has been declining rapidly. Recent studies show that sales representatives are getting less and less time with physicians while physicians themselves are spending more and more professionally-focused time on the Internet. Is there a viable strategy for leveraging the latter factor to enhance the perceived value of the field representative? This would be valuable, because our research suggests that the personal call on a physician is still the most powerful investment in the commercial mix. Many commercial leaders do see the adoption of this new technology as a lever for adopting a new commercial model that revitalizes the office-based sales representative model. As a result, many groups are on the verge of investing considerable time and money on this promise. 

At The Archimedes Group we agree that revitalization is attainable. Moreover, done right and continuously adaptive, technology in support of the right plan could lead to competitive advantage. We feel strongly that the adoption of this technology must be accompanied by an execution plan that starts with the customer and fully integrates the design of the model and its technology support with management and leadership practices that contribute to better execution of business plans. Full integration of all elements that support not only the customer, but your internal leverage for competitiveness require that you add an effective strategic partner to your planning process. Many of the applications that may ultimately differentiate you from your competition may not be readily identified through having only your commercial leadership working as they have time with full-time technology experts who are themselves under a deadline. At The Archimedes Group we have successfully led and managed organizations with disciplined execution of business plans and know how technology should be applied to make the practices that support execution more adoptable and adaptable. Employ our experience and methods to ensure that you are focused on external customers and organizational capabilities, not just technology applications. In this way you have the opportunity to aspire to competitive advantage that is sustainable, because it comes from they way your organization operates, not just through adoption of the latest technology.

We encourage you to contact us at The Archimedes Group to find out how we can make a significant impact on your business model and technology application planning.