Rivermark®–LexisNexis® collaboration brings simplicity and visibility to help understand and value complex IDNs
Customer Company Size
Large Corporate
Region
- America
Country
- United States
Product
- LexisNexis® Provider Data MasterFile™
- LexisNexis® MarketView™
- Rivermark® thought leader network mapping and visualization tool
Tech Stack
- Data Analytics
- Data Visualization
- Sociometric Analysis
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Customer Satisfaction
- Productivity Improvements
- Revenue Growth
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
About The 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.
The 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.
The 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.
Operational Impact
Quantitative Benefit
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