Movers & Shakers Interview with Mark Gleason, Senior VP of Corporate Development, Aptilon

Published: 17 Jan 2008

Mark Gleason is Senior Vice President of Aptilon, a pioneer in alternative sales channels connecting reps and physicians live over the Internet. Mr. Gleason was a principal of HyGro Group, Inc. a strategic growth consultancy specializing in pharmaceutical marketing including e-Marketing and physician access strategies. He has worked with Bristol-Myers Squibb, Johnson & Johnson, Pharmacia, Searle Pharmaceutical, SmithKline Beecham and Allscripts among others. Mr. Gleason is a regular speaker and writer on pharmaceutical marketing.

Frost & Sullivan: Would you please share with us your professional background?

Mark Gleason
Mark Gleason:

Frost & Sullivan: Can you give us your perspective on the evolving relationship between the healthcare industry's sales forces and physicians, and in particular, Aptilon's role in that evolving relationship?

Mark Gleason: The physician population right now is extremely stressed from the acceleration of physician retirements, reductions in payer reimbursement and increasing operating costs for physicians and practices. This is all happening at a time when there's been a massive growth in patient population with the aging baby boomers hitting peak medical service consumption. What's happened is the erosion of the traditional pharmaceutical model that has relied on the traditional sales rep being able to access and interact with physicians primarily during practice hours. The heavy patient loads and time pressures have made the rep expendable and they're cut out from the day-to-day world in more and more practices. And, therefore, there's a real need for providing a better method for well-trained reps to be able to provide the educational value to physicians at a time and in a manner that is more convenient for the physician population - which is basically the foundation for the alternative sales channel that Aptilon is operating for many leading pharmaceutical and biotech companies.

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