LexisNexis® Health Care data delivered within PlayMaker CRM® sales platform
Company Size
1,000+
Region
- America
Country
- United States
Product
- PlayMaker CRM
- LexisNexis MarketView
- TargetWatch
Tech Stack
- Data Integration
- CRM
- Market Intelligence
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Customer Satisfaction
- Productivity Improvements
- Revenue Growth
Technology Category
- Analytics & Modeling - Data Mining
- Analytics & Modeling - Predictive Analytics
Applicable Industries
- Healthcare & Hospitals
Applicable Functions
- Business Operation
- Sales & Marketing
Use Cases
- Predictive Replenishment
Services
- Data Science Services
- System Integration
About The Customer
The customer is a Northeast-based healthcare organization that provides home infusion therapy across several states. Infusion therapy is a method of administering medication through an IV or a catheter when oral medications are not an option. The organization has been facing increased competition in the home infusion therapy market, which has grown significantly as more patients opt to receive their treatments at home rather than in hospitals or doctors' offices. The organization needed to become more proactive in its sales and marketing efforts to stay competitive. They sought a solution that would help them identify the physicians and medical professionals who refer patients for infusion therapy, allowing them to become the preferred provider for these referrals. The organization chose to invest in PlayMaker CRM® to gain insights and data that would help them achieve their sales growth strategy.
The Challenge
Increased competition forces infusion therapy providers to up their sales game. Patients who need home infusion therapy rarely research service providers and look to their doctor to recommend one. The sales challenge for infusion therapy providers lies in identifying the physicians and medical professionals who are referring patients and becoming their preferred provider. Getting those referrals, as opposed to promoting their services directly to patients, is the key to increasing sales. A Northeast-based healthcare organization provides home infusion therapy throughout several states. Increased competition and a complicated market structure have forced them to become more proactive in their sales and marketing efforts. They recently chose to invest in PlayMaker CRM® largely because of the insights it could gain. One of the infusion therapy provider’s first priorities was to obtain data related to IVIG and antibiotics therapy referrals, two vertical niches the company had prioritized for future growth. Fueled with LexisNexis® claims data, PlayMaker delivered the names of the physicians and facilities with the most patient referrals for those segments of their market. The sales team was then able to direct its efforts to the best prospects. But what was even more exciting for them was the big picture potential. The ability to search data by infusion therapy, for example, opened up endless possibilities for expansion.
The Solution
PlayMaker CRM, fueled with LexisNexis® MarketViewTM data, has helped home health and hospice companies revolutionize their sales efforts by providing a data-driven approach to referral source relationships and sales team management. PlayMaker recognized the unique challenges care providers in the post-acute setting were facing. Those service providers needed a way to identify which physicians and medical groups were referring patients. Without that information, they didn’t know where to focus their sales efforts. PlayMaker turned to LexisNexis to help enhance their sales platform designed specifically for post-acute care providers. As the infusion therapy provider learned, inaccurate or incomplete provider data can lead to wasted resources, misinformed sales strategies, poor sales execution, and the inability to integrate and manage provider datasets. For many providers, claims data offers the ability to pinpoint the best prospects in their market. Once they can identify the top referring physicians, they know precisely where to put their time and resources to drive sales. LexisNexis incorporates more than 2,000 data feeds to maintain robust and industry-leading data on more than 8.5 million healthcare practitioners and 1 million organizations. High-quality data is the foundation of successful decision-making.
Operational Impact
Quantitative Benefit
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