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The Pharma Marketing Glossary
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Closed-Loop Marketing (CLM)

Similar or Alternative Terms Meaning the Same Thing n/a
Related Term(s) Multichannel Marketing (MCM)

Definition

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"Closed loop marketing (CLM) is the process by which a pharmaceutical company develops marketing strategies and deploys them through one or more channels to reach their customers (the prescribers) and gain a sound understanding of what happens in the marketplace. It's being able to understand what's working and what's not working. It's being able to understand objective data and refine the processes in a closed loop format so over time you continue to improve effectiveness both in marketing and sales." -- Source: Proscape Life Sciences President and Co-Founder Derek Pollock

"A new approach to pharmaceutical sales and marketing, Closed Loop Marketing redefines the interaction between sales representatives and physicians. The tools that are part of Closed Loop Marketing give sales representatives access to accurate, up-to-date data about a physician before each visit, allowing them to tailor product information to match each physician's patient profile and interests. Using Closed Loop Marketing, sales representatives can automatically feed data about each physician interaction directly to brand teams through a central sales portal, giving the brand team information required to refine marketing and strategy." -- Source: Microsoft

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