The challenge
- A mid-size Life Sciences organization, who recently launched an infusible CNS product, set a goal of having 80%-90% of interested infusion centers be “Infusion Ready” within 1 year of launch.
- The initial “focus” list of infusion centers proved to be error prone, reducing the effectiveness of the clinical educators tasked with driving “infusion readiness”.
- The client needed revamped target lists in existing territories to accelerate infusion readiness ahead of a clinical educator field team expansion.
Our approach and solution
- Review current state Target List to understand the original targeting methodology.
- Utilize deep expertise to build a refined targeting methodology from in-house proprietary data sources, client data and publicly available sources that addressed current targeting challenges.
- Develop and deploy new focus lists based on patient volume, population demographics and educator drive-time.
The results
- Within 8 weeks, Propensity4 delivered refined targeting lists to existing and newly launched clinical educators in the field.
- The output was so well received, the commercial organization explored expanding the Propensity4 methodology across the Sales organization.
Infusion center focus accounts delivered:
|
>1.3k |
78% |
| of “focus” accounts are segmented as high in patient or specialist counts or both |
of “focus” accounts have product available and are the highest priority for Infusion readiness |
Learn more about our work.
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