Targeting and Call Planning Optimization Helps a Pharmaceutical Industry Client to Improve Business Efficiency

September 30, 2016
Business Challenge
A leading pharmaceutical industry major in the US wanted to design efficient targeting & call plan to manage new drug launch.
The pharmaceutical industry client had retail teams spread across multiple therapeutic areas, including respiratory, diabetes, cardiovascular, oncology and neuroscience, and needed an effective call plan for a new drug launch. However, they also wanted to stay lean and competitive in the pharmaceutical industry.
We conducted an analysis of the alignment, segmentation, brand promotion response models and valuation of physician universe. The pharmaceutical industry client also created a revised physician valuation and refreshed target list and call plan with field force inputs & sales leadership buy-in, for existing & new launch drug. The industry experts at Infiniti also carried out an effective primary and secondary research, including interviews with leading stakeholders and influencers. An extensive analysis of the pharmaceutical sector was also carried out to offer insights that would help the client improve their business strategy.
The pharmaceutical industry client received a best-in-class process for regular and quick plan refresh and rollouts for a sales team of 500+ reps that helped in reducing time to market, increased sales force utilization and enhanced call adherence. The sales team’s satisfaction also increased due to field intelligence data.

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