- The industry needs to spend more money on R&D and less on sales and marketing.
- People would spend time writing very large Power Point presentations rather than talking to payers or helping regulators understand what we were doing at Novartis.
- I really believe that in the future, companies like Novartis are going to be paid on patient outcomes as opposed to selling the pill.
- We don't stop delivery of lifesaving drugs, but price cuts create a disincentive for us to build sales force.
- We are looking at traditional growth markets like China, Russia, Brazil and India. But we also believe that Africa, particularly sub-Saharan Africa, is going to be a very strong growth market. Maybe not in the next five years but five to 15 years.
A version of this article appeared January 2, 2013, on page B5 in the U.S. edition of The Wall Street Journal, with the headline: At Novartis, the Pill Is Just Part of the Pitch.