Case Studies Boosting field IQ to increase sales

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	Boosting field IQ to increase sales

Boosting field IQ to increase sales

Technology Category	Analytics & Modeling - Data Mining Analytics & Modeling - Predictive Analytics Application Infrastructure & Middleware - Data Exchange & Integration
Applicable Industries	Healthcare & Hospitals Pharmaceuticals
Applicable Functions	Business Operation Sales & Marketing
Services	Data Science Services System Integration
Challenge	In the highly competitive pharmaceutical market, sales representatives need to go beyond traditional methods of calling on individual doctors and promoting their products. They must build relationships and become valued sources of information. A top 10 pharmaceutical company recognized the need to enhance field intelligence to gain better leverage in accessing physicians. They sought to understand how cancer patients are managed, the treatment decision process, key opinion leaders, and the influence of caregivers. The goal was to provide sales reps with a comprehensive understanding of the local landscape and key players in oncology care. Read More
About Customer	The customer is a top 10 pharmaceutical company focused on enhancing the effectiveness of their sales representatives in the oncology sector. They aim to provide their sales reps with valuable insights into the healthcare landscape to better target and engage with physicians and care teams. The company turned to LexisNexis Health Care to leverage its vast data resources for this purpose. By understanding the local management of cancer patients and the key players involved, the company aims to improve its sales strategies and build stronger relationships with healthcare providers. The pharmaceutical company is large, with over 1,000 employees, and operates on an enterprise-wide scale. Read More
Solution	The pharmaceutical company partnered with LexisNexis Health Care to gather and analyze data that would provide valuable insights into their prospective customers. LexisNexis used its extensive data resources to deliver information on how cancer patients are managed, the treatment decision process, key opinion leaders, and the influence of caregivers. This data allowed the sales reps to understand the local landscape and key players in oncology care. By identifying relationships between providers and care teams, the sales reps could better navigate the market and leverage this knowledge in their sales strategies. The data also helped identify physicians who served on multiple teams, allowing sales reps to focus their efforts on those handling the most patients and championing team-based care. Read More Log in to view content
Contents

Technology Category

Analytics & Modeling - Data Mining

Analytics & Modeling - Predictive Analytics

Application Infrastructure & Middleware - Data Exchange & Integration

Applicable Industries

Healthcare & Hospitals

Pharmaceuticals

Applicable Functions

Business Operation

Sales & Marketing

Services

Data Science Services

System Integration

Challenge

In the highly competitive pharmaceutical market, sales representatives need to go beyond traditional methods of calling on individual doctors and promoting their products. They must build relationships and become valued sources of information. A top 10 pharmaceutical company recognized the need to enhance field intelligence to gain better leverage in accessing physicians. They sought to understand how cancer patients are managed, the treatment decision process, key opinion leaders, and the influence of caregivers. The goal was to provide sales reps with a comprehensive understanding of the local landscape and key players in oncology care.

About Customer

The customer is a top 10 pharmaceutical company focused on enhancing the effectiveness of their sales representatives in the oncology sector. They aim to provide their sales reps with valuable insights into the healthcare landscape to better target and engage with physicians and care teams. The company turned to LexisNexis Health Care to leverage its vast data resources for this purpose. By understanding the local management of cancer patients and the key players involved, the company aims to improve its sales strategies and build stronger relationships with healthcare providers. The pharmaceutical company is large, with over 1,000 employees, and operates on an enterprise-wide scale.

Solution

The pharmaceutical company partnered with LexisNexis Health Care to gather and analyze data that would provide valuable insights into their prospective customers. LexisNexis used its extensive data resources to deliver information on how cancer patients are managed, the treatment decision process, key opinion leaders, and the influence of caregivers. This data allowed the sales reps to understand the local landscape and key players in oncology care. By identifying relationships between providers and care teams, the sales reps could better navigate the market and leverage this knowledge in their sales strategies. The data also helped identify physicians who served on multiple teams, allowing sales reps to focus their efforts on those handling the most patients and championing team-based care.

Impact #1	The data provided by LexisNexis allowed sales reps to see connections between providers and care teams, enhancing their market navigation and sales strategies.
Impact #2	Sales reps could focus their efforts on physicians who served on multiple teams and handled the most patients, accelerating the sales process and extending their reach.
Impact #3	The data helped rapidly educate new sales reps or experienced reps taking on new territories, saving months of field work typically needed to piece together market knowledge.

Impact #1

The data provided by LexisNexis allowed sales reps to see connections between providers and care teams, enhancing their market navigation and sales strategies.

Impact #2

Sales reps could focus their efforts on physicians who served on multiple teams and handled the most patients, accelerating the sales process and extending their reach.

Impact #3

The data helped rapidly educate new sales reps or experienced reps taking on new territories, saving months of field work typically needed to piece together market knowledge.

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Overview

Boosting field IQ to increase sales

Operational Impact