The Challenge
A pharmaceutical client needed an effective process to identify and target physicians for a rare disease indication, requiring actionable insights to drive sales and improve patient outcomes.
ProcDNA's Solution
Identified Key Drivers
Developed a methodology to pinpoint factors indicating new patient starts, leveraging cross-functional collaboration across Sales, Marketing, and Medical Affairs.
Built Predictive Models
Created a model using diverse data sources (medical/pharmacy claims and lab test data) to estimate new patient starts and validate predictions against actual data.
Integrated Trigger Alerts
Designed a process to flag patient triggers in the client’s CRM tool for targeted physician engagement.
Monitored Field Follow-Up
Tracked follow-up actions on flagged triggers, identifying and addressing gaps in field execution to ensure comprehensive coverage.
Impact
Increased Sales Activity
Trigger alerts became a vital tool, significantly driving sales team activities.
Measurable Success
Boosted field activity targeting triggered physicians by 20% over 12 months.
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