Case Studies Rivermark®–LexisNexis® collaboration brings simplicity and visibility to help understand and value complex IDNs

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	Rivermark®–LexisNexis® collaboration brings simplicity and visibility to help understand and value complex IDNs

Rivermark®–LexisNexis® collaboration brings simplicity and visibility to help understand and value complex IDNs

Technology Category	Application Infrastructure & Middleware - Data Visualization Analytics & Modeling - Predictive Analytics
Applicable Industries	Life Sciences Healthcare & Hospitals
Applicable Functions	Sales & Marketing Business Operation
Services	Data Science Services System Integration Training
Challenge	Recent changes and pressures caused by health care reform have had a significant impact on LSOs and the market. Individual health care providers are consolidating, forming groups and merging into IDNs as a way to save costs. As a result, LSOs have been actively looking for opportunities to be more effective and efficient with product promotion. LSOs have been forced to shift from a traditional rep-to-provider selling model to an account-based, B2B selling model that focuses on value, partnerships and influence. In preparation for the launch of a new product, a large pharma company hired Rivermark to identify the key U.S. scientific and clinical thought leaders who educate their peers and who impact treatment and product choice in the type 2 diabetes market. Additionally, the company wanted to know as much as possible about the role and function of major IDNs in health care decision-making for type 2 diabetes. Read More
About Customer	Rivermark® is a business analytics and strategic consulting company that partners with life sciences organizations (LSOs) to identify, profile and segment thought leaders, visualize their peer learning networks, assess the thought leader’s impact on the market, and develop thought leader strategic plans to support commercial and medical planning for new and marketed products. When a major pharmaceutical company needed visibility into a specialized market, they chose Rivermark to lead the analysis. Knowing LexisNexis® Health Care is a leader in data intelligence and analytics solutions for life sciences, Rivermark tapped LexisNexis to provide its unique Systems of Care offering designed to simplify and clarify markets made up of complex Integrated Delivery Networks (IDNs). Collaboration between the two companies resulted in development of promising capabilities that represent the future of life sciences market penetration strategies. Read More
Solution	Rivermark used multiple complementary analytic approaches to identify U.S. diabetes thought leaders, including: (1) a comprehensive, quantitative analysis of peer-reviewed publications to identify scientific experts who generate data, validate the importance of new products and elevate disease and product awareness; (2) a sociometric peer-nomination analysis to identify local and regional clinical leaders important for translating science to clinical application; and (3) identification of 20 IDN key data elements to create comprehensive profiles and maps of the top IDNs in the marketplace. The results of all three analyses were integrated to link diabetes thought leadership to specific IDNs. LexisNexis® Provider Data MasterFile™ helped Rivermark link its thought leader identification data with the respective IDNs; essentially answering the “Who, what and where?” and to see and understand complex relationships. LexisNexis® MarketView™ also helped Rivermark calculate “How much volume and value?” for each IDN, providing deeper insights to fuel its well-informed market strategies. Read More Log in to view content
Contents

Technology Category

Application Infrastructure & Middleware - Data Visualization

Analytics & Modeling - Predictive Analytics

Applicable Industries

Life Sciences

Healthcare & Hospitals

Applicable Functions

Sales & Marketing

Business Operation

Services

Data Science Services

System Integration

Training

Challenge

Recent changes and pressures caused by health care reform have had a significant impact on LSOs and the market. Individual health care providers are consolidating, forming groups and merging into IDNs as a way to save costs. As a result, LSOs have been actively looking for opportunities to be more effective and efficient with product promotion. LSOs have been forced to shift from a traditional rep-to-provider selling model to an account-based, B2B selling model that focuses on value, partnerships and influence. In preparation for the launch of a new product, a large pharma company hired Rivermark to identify the key U.S. scientific and clinical thought leaders who educate their peers and who impact treatment and product choice in the type 2 diabetes market. Additionally, the company wanted to know as much as possible about the role and function of major IDNs in health care decision-making for type 2 diabetes.

About Customer

Rivermark® is a business analytics and strategic consulting company that partners with life sciences organizations (LSOs) to identify, profile and segment thought leaders, visualize their peer learning networks, assess the thought leader’s impact on the market, and develop thought leader strategic plans to support commercial and medical planning for new and marketed products. When a major pharmaceutical company needed visibility into a specialized market, they chose Rivermark to lead the analysis. Knowing LexisNexis® Health Care is a leader in data intelligence and analytics solutions for life sciences, Rivermark tapped LexisNexis to provide its unique Systems of Care offering designed to simplify and clarify markets made up of complex Integrated Delivery Networks (IDNs). Collaboration between the two companies resulted in development of promising capabilities that represent the future of life sciences market penetration strategies.

Solution

Rivermark used multiple complementary analytic approaches to identify U.S. diabetes thought leaders, including: (1) a comprehensive, quantitative analysis of peer-reviewed publications to identify scientific experts who generate data, validate the importance of new products and elevate disease and product awareness; (2) a sociometric peer-nomination analysis to identify local and regional clinical leaders important for translating science to clinical application; and (3) identification of 20 IDN key data elements to create comprehensive profiles and maps of the top IDNs in the marketplace. The results of all three analyses were integrated to link diabetes thought leadership to specific IDNs. LexisNexis® Provider Data MasterFile™ helped Rivermark link its thought leader identification data with the respective IDNs; essentially answering the “Who, what and where?” and to see and understand complex relationships. LexisNexis® MarketView™ also helped Rivermark calculate “How much volume and value?” for each IDN, providing deeper insights to fuel its well-informed market strategies.

Impact #1	Rivermark was able to break through the clutter of IDN complexity and uncover the structure and inner workings of the type 2 diabetes market within several top tier IDNs.
Impact #2	Rivermark was able to assist their client to calculate the potential value of type 2 diabetes markets within IDNs based on claims volumes and affiliation data.
Impact #3	Rivermark helped prioritize institutions and organizations for field and headquarter targeting based upon growth opportunities.

Impact #1

Rivermark was able to break through the clutter of IDN complexity and uncover the structure and inner workings of the type 2 diabetes market within several top tier IDNs.

Impact #2

Rivermark was able to assist their client to calculate the potential value of type 2 diabetes markets within IDNs based on claims volumes and affiliation data.

Impact #3

Rivermark helped prioritize institutions and organizations for field and headquarter targeting based upon growth opportunities.

Benefit #1	LexisNexis® MarketView™ helped calculate 'How much volume and value?' for each IDN.
Benefit #2	Rivermark identified 20 IDN key data elements to create comprehensive profiles and maps of the top IDNs in the marketplace.

Benefit #1

LexisNexis® MarketView™ helped calculate 'How much volume and value?' for each IDN.

Benefit #2

Rivermark identified 20 IDN key data elements to create comprehensive profiles and maps of the top IDNs in the marketplace.

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Overview

Rivermark®–LexisNexis® collaboration brings simplicity and visibility to help understand and value complex IDNs

Operational Impact

Quantitative Benefit