Vivek Hattangadi

WHEN PHARMA PUTS PEOPLE FIRST: Novo’s Rebrand, the H2H Mindset and the New Face of Patient-Centred Marketing – Brand Management 159 A Harvard-Style Case for Students of Pharmaceutical Brand Management Case date: September 2026 Preamble My daughter Shailaja was excited. She had started her career in Novo Nordisk, and there was a huge smile on […]

Discipline Dividends: The Selflessly Selfish Path To Leadership – Book Review Authored By Sameer Srivastava Preamble Discipline Dividends: The Selflessly Selfish Path To Leadership By Sameer Srivastava Can a self-help book teach you leadership without sounding like a management textbook? Discipline Dividends: The Selflessly Selfish Path to Leadership, authored by Sameer Srivastava, does exactly that.

When Power Blinds: The Hubris of N. P. Shankar – Sales Management 34 N. P. Shankar was once the pride of his company, a visionary who built a thriving pharma enterprise from scratch. His confidence was magnetic, his ambition contagious. But somewhere along the way, confidence turned into arrogance, and ambition into obsession. Shankar began to believe he was

If You Want Great Medical Reps, Become the Leader They Deserve – Sales Management 33 How should we see you as the First‑Line Leader of Pharma India in the years ahead? As a servant‑leader. Your purpose is simple: help your medical representative grow, perform, and flourish. These 13 principles will guide you. The future of

Failure Is Personal. Why Broadcast it – Sales Managers 32 “Most of the territories are not doing well with the new product.” “No one is executing the strategy.” How many times have we seen such mails going out to the entire field force? They are meant to create urgency. But do they? Perhaps they do

Endorsed Brand: A Branding Strategy – Brand Management 158 An endorsed brand is a branding strategy where a sub-brand or product line carries its own distinct name and identity but is explicitly linked to (or “endorsed by”) a parent/master brand, usually through the parent’s name, logo, or tagline appearing alongside it. Key idea:  The sub-brand stands mostly

The Next Pharma Frontier Isn’t Another Country. It’s India! Brand Management 157 Lead Author – Shailaja Dwivedi Pathak, with Vivek Hattangadi For Pharma India, some of our most important emerging markets are not emerging countries. They are the emerging markets within India; Tier 3, Tier 4, small towns and rural India.” “Can we build the

Is Your Best Business Decision Hiding in Your Data? Brand Management 156 Lead Author – Shailaja Dwivedi Pathak, with Vivek HattangadiThis is a very powerful topic. It moves the discussion from technology to leadership.A pharmaceutical company does not suffer from a shortage of decisions.It suffers from the quality and speed of some of those decisions.Every

AI Can Do More Than Cut Costs. Can It Find Your Next ₹100 Crore? Brand Management 155 Lead Author – Shailaja Dwivedi Pathak, with Vivek Hattangadi I would begin with a simple question: Can AI increase sales, or can it actually create growth? The difference matters. Increasing sales productivity means doing the same work better.

Your Data Is Connected. Is Your Sales Force? Brand Management 154 Lead Author – Shailaja Dwivedi Pathak, with Vivek Hattangadi The problem isn’t necessarily lack of data. Marketing has data. Sales has data. Medical has data. Distribution has data. Finance has data. But if these remain in silos, the organisation may have information without intelligence.