Boosting field IQ to increase sales
Company Size
1,000+
Region
- America
Country
- United States
Product
- LexisNexis Health Care
Tech Stack
- Data Analytics
- Data Integration
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Customer Satisfaction
- Digital Expertise
- Productivity Improvements
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
About The 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.
The 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.
The 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.
Operational Impact
Case Study missing?
Start adding your own!
Register with your work email and create a new case study profile for your business.
Related Case Studies.
Case Study
Case Study: Pfizer
Pfizer’s high-performance computing software and systems for worldwide research and development support large-scale data analysis, research projects, clinical analytics, and modeling. Pfizer’s computing services are used across the spectrum of research and development efforts, from the deep biological understanding of disease to the design of safe, efficacious therapeutic agents.
Case Study
Hospital Inventory Management
The hospital supply chain team is responsible for ensuring that the right medical supplies are readily available to clinicians when and where needed, and to do so in the most efficient manner possible. However, many of the systems and processes in use at the cancer center for supply chain management were not best suited to support these goals. Barcoding technology, a commonly used method for inventory management of medical supplies, is labor intensive, time consuming, does not provide real-time visibility into inventory levels and can be prone to error. Consequently, the lack of accurate and real-time visibility into inventory levels across multiple supply rooms in multiple hospital facilities creates additional inefficiency in the system causing over-ordering, hoarding, and wasted supplies. Other sources of waste and cost were also identified as candidates for improvement. Existing systems and processes did not provide adequate security for high-cost inventory within the hospital, which was another driver of cost. A lack of visibility into expiration dates for supplies resulted in supplies being wasted due to past expiry dates. Storage of supplies was also a key consideration given the location of the cancer center’s facilities in a dense urban setting, where space is always at a premium. In order to address the challenges outlined above, the hospital sought a solution that would provide real-time inventory information with high levels of accuracy, reduce the level of manual effort required and enable data driven decision making to ensure that the right supplies were readily available to clinicians in the right location at the right time.
Case Study
Gas Pipeline Monitoring System for Hospitals
This system integrator focuses on providing centralized gas pipeline monitoring systems for hospitals. The service they provide makes it possible for hospitals to reduce both maintenance and labor costs. Since hospitals may not have an existing network suitable for this type of system, GPRS communication provides an easy and ready-to-use solution for remote, distributed monitoring systems System Requirements - GPRS communication - Seamless connection with SCADA software - Simple, front-end control capability - Expandable I/O channels - Combine AI, DI, and DO channels
Case Study
Fusion Middleware Integration on Cloud for Pharma Major
Customer wanted a real-time, seamless, cloud based integration between the existing on premise and cloud based application using SOA technology on Oracle Fusion Middleware Platform, a Contingent Worker Solution to collect, track, manage and report information for on-boarding, maintenance and off-boarding of contingent workers using a streamlined and Integrated business process, and streamlining of integration to the back-end systems and multiple SaaS applications.
Case Study
Driving Digital Transformations for Vitro Diagnostic Medical Devices
Diagnostic devices play a vital role in helping to improve healthcare delivery. In fact, an estimated 60 percent of the world’s medical decisions are made with support from in vitrodiagnostics (IVD) solutions, such as those provided by Roche Diagnostics, an industry leader. As the demand for medical diagnostic services grows rapidly in hospitals and clinics across China, so does the market for IVD solutions. In addition, the typically high cost of these diagnostic devices means that comprehensive post-sales services are needed. Wanteed to improve three portions of thr IVD:1. Remotely monitor and manage IVD devices as fixed assets.2. Optimizing device availability with predictive maintenance.3. Recommending the best IVD solution for a customer’s needs.
