DECEMBER 2016 Research Alert

This month we added four new studies to the Best Practice Database, the research repository for Best Practices, LLC. Two of the documents are from our new study on the Competitive Intelligence (CI) function. These two studies explore key aspects of developing a high-value CI team, including resources, competencies, activities and trends. Another new document focuses on Contract Sales Organizations (CSOs) and assesses the pros and cons of utilizing CSOs versus using internal sales hires. The last document is from a new study on the digital marketing function and topics include managing service delivery for key programs and optimizing in-house vs. outsource mix.

The new Best Practices, LLC studies listed below under Newly Added Research explore how leading companies have made their operations more effective across these different areas.

	Download: Competitive Intelligence Excellence: Key Sources, Activities and Trends (5441) Best Practices, LLC undertook this study to provide benchmarks around the CI function’s key sources for data; use of third party vendors; and activities and deliverables that competitive intelligence leaders rely on to enhance the effectiveness of their function.
	Download: Competitive Intelligence Excellence: Structure, Resources, Competencies and Customer Relationships (5440) This study on the CI function provides benchmarks around the structure and leadership of the competitive intelligence function, appropriate budget and staffing levels, requisite employee competencies, and best practices for delivering customer value.
	Download: Assessing the Use of CSOs vs. Internal Hires (5442) Best Practices, LLC undertook this benchmarking study to investigate the pharma industry's experiences with Contract Sales Organizations (CSOs), the advantages and disadvantages of using CSOs, CSO competencies vs. internal hire competencies, and CSO vs. internal hire investment and team structure. Sales leaders can use this study to assess whether a CSO would be a good fit for their organization.
	Download: Growing Biopharma Digital Marketing Impact: Optimizing Service Alignment and Managing Vendors (5439) Best Practices, LLC conducted this study to probe how leading digital marketing groups are structured and aligned internally, what services or activities they are most involved with and how they manage and utilize vendors.