Case Studies Life Sciences Company Enhances Data Quality to Improve Sales Effectiveness

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	Life Sciences Company Enhances Data Quality to Improve Sales Effectiveness

Life Sciences Company Enhances Data Quality to Improve Sales Effectiveness

Technology Category	Analytics & Modeling - Predictive Analytics Application Infrastructure & Middleware - Data Exchange & Integration Application Infrastructure & Middleware - Data Visualization
Applicable Industries	Life Sciences Pharmaceuticals
Applicable Functions	Business Operation Sales & Marketing
Services	Data Science Services System Integration Training
Challenge	Company X, a pharmaceutical manufacturer, faced significant challenges with the accuracy and completeness of its provider data. The sales team, responsible for promoting a high-end gastroenterology drug therapy, relied heavily on this data to identify and contact healthcare providers (HCPs). However, the database was riddled with inaccuracies, including incorrect contact information and missing data, which hindered the sales reps' ability to effectively target and engage with potential customers. Additionally, the sales team struggled to validate the affiliations between HCPs and healthcare organizations (HCOs), making it difficult to identify key decision-makers and influencers within these organizations. This lack of accurate data led to inefficiencies, wasted efforts, and missed opportunities, ultimately impacting the company's sales performance. Read More
About Customer	Company X is a pharmaceutical manufacturer specializing in high-end gastroenterology drug therapies. The company has a seasoned sales force dedicated to educating healthcare providers (HCPs) about its drug therapies. These sales representatives rely on a comprehensive database, which includes data from various internal and external sources, to identify and contact potential customers. However, the company faced significant challenges with the accuracy and completeness of its provider data, which hindered the sales team's ability to effectively target and engage with healthcare providers. To address these issues, Company X sought the expertise of LexisNexis® to evaluate and improve the quality of its provider data. Read More
Solution	Company X partnered with LexisNexis to conduct a data quality health check (DQHC) to evaluate the accuracy and completeness of its provider data. The DQHC revealed several key issues, including the presence of inactive, deceased, and duplicate practitioners in the database, as well as missing and incorrect information for many providers. To address these issues, LexisNexis proposed a comprehensive data cleansing and enhancement strategy. Using its Provider Data MasterFile™, LexisNexis standardized and cleansed the data, removing inactive and deceased practitioners, eliminating duplicate records, and flagging practitioners with outstanding sanctions. Additionally, LexisNexis used its Provider Data Enhancements™ to fill in information gaps and augment existing profiles with additional data points, such as address information. To maintain data quality, LexisNexis recommended quarterly updates and ongoing data governance and stewardship support. By leveraging advanced analytics, LexisNexis also helped Company X uncover hidden markets and identify new targets, ultimately increasing the company's sales and market share. Read More Log in to view content
Contents

Technology Category

Analytics & Modeling - Predictive Analytics

Application Infrastructure & Middleware - Data Exchange & Integration

Application Infrastructure & Middleware - Data Visualization

Applicable Industries

Life Sciences

Pharmaceuticals

Applicable Functions

Business Operation

Sales & Marketing

Services

Data Science Services

System Integration

Training

Challenge

Company X, a pharmaceutical manufacturer, faced significant challenges with the accuracy and completeness of its provider data. The sales team, responsible for promoting a high-end gastroenterology drug therapy, relied heavily on this data to identify and contact healthcare providers (HCPs). However, the database was riddled with inaccuracies, including incorrect contact information and missing data, which hindered the sales reps' ability to effectively target and engage with potential customers. Additionally, the sales team struggled to validate the affiliations between HCPs and healthcare organizations (HCOs), making it difficult to identify key decision-makers and influencers within these organizations. This lack of accurate data led to inefficiencies, wasted efforts, and missed opportunities, ultimately impacting the company's sales performance.

About Customer

Company X is a pharmaceutical manufacturer specializing in high-end gastroenterology drug therapies. The company has a seasoned sales force dedicated to educating healthcare providers (HCPs) about its drug therapies. These sales representatives rely on a comprehensive database, which includes data from various internal and external sources, to identify and contact potential customers. However, the company faced significant challenges with the accuracy and completeness of its provider data, which hindered the sales team's ability to effectively target and engage with healthcare providers. To address these issues, Company X sought the expertise of LexisNexis® to evaluate and improve the quality of its provider data.

Solution

Company X partnered with LexisNexis to conduct a data quality health check (DQHC) to evaluate the accuracy and completeness of its provider data. The DQHC revealed several key issues, including the presence of inactive, deceased, and duplicate practitioners in the database, as well as missing and incorrect information for many providers. To address these issues, LexisNexis proposed a comprehensive data cleansing and enhancement strategy. Using its Provider Data MasterFile™, LexisNexis standardized and cleansed the data, removing inactive and deceased practitioners, eliminating duplicate records, and flagging practitioners with outstanding sanctions. Additionally, LexisNexis used its Provider Data Enhancements™ to fill in information gaps and augment existing profiles with additional data points, such as address information. To maintain data quality, LexisNexis recommended quarterly updates and ongoing data governance and stewardship support. By leveraging advanced analytics, LexisNexis also helped Company X uncover hidden markets and identify new targets, ultimately increasing the company's sales and market share.

Impact #1	LexisNexis cleansed Company X's provider data, removing inactive, deceased, and duplicate practitioners, and flagging those with outstanding sanctions.
Impact #2	The data enhancement process filled in information gaps and augmented existing profiles with additional data points, increasing the accuracy and completeness of the database.
Impact #3	Quarterly updates and ongoing data governance and stewardship support were recommended to maintain data quality and prevent future inaccuracies.

Impact #1

LexisNexis cleansed Company X's provider data, removing inactive, deceased, and duplicate practitioners, and flagging those with outstanding sanctions.

Impact #2

The data enhancement process filled in information gaps and augmented existing profiles with additional data points, increasing the accuracy and completeness of the database.

Impact #3

Quarterly updates and ongoing data governance and stewardship support were recommended to maintain data quality and prevent future inaccuracies.

Benefit #1	LexisNexis identified nearly 10% of the 62,000 providers in the database as having bad attributes, including 3,277 inactive practitioners, 1,045 deceased practitioners, 267 duplicate records, and 761 practitioners with outstanding sanctions.
Benefit #2	LexisNexis found 19,834 HCPs who were in Company X's 'sweet spot' but were not on the call list, representing missed opportunities.
Benefit #3	More than 29,448 providers in the database had inaccuracies in their listing, such as incorrect telephone numbers or missing essential information.

Benefit #1

LexisNexis identified nearly 10% of the 62,000 providers in the database as having bad attributes, including 3,277 inactive practitioners, 1,045 deceased practitioners, 267 duplicate records, and 761 practitioners with outstanding sanctions.

Benefit #2

LexisNexis found 19,834 HCPs who were in Company X's 'sweet spot' but were not on the call list, representing missed opportunities.

Benefit #3

More than 29,448 providers in the database had inaccuracies in their listing, such as incorrect telephone numbers or missing essential information.

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Overview

Life Sciences Company Enhances Data Quality to Improve Sales Effectiveness

Operational Impact

Quantitative Benefit