Boosting field IQ to increase sales
公司规模
1,000+
地区
- America
国家
- United States
产品
- LexisNexis Health Care
技术栈
- Data Analytics
- Data Integration
实施规模
- Enterprise-wide Deployment
影响指标
- Customer Satisfaction
- Digital Expertise
- Productivity Improvements
技术
- 分析与建模 - 数据挖掘
- 分析与建模 - 预测分析
- 应用基础设施与中间件 - 数据交换与集成
适用行业
- 医疗保健和医院
- 药品
适用功能
- 商业运营
- 销售与市场营销
服务
- 数据科学服务
- 系统集成
关于客户
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.
挑战
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.
解决方案
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.
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