SEGMENTATION AND SALES FORCE EFFECTIVENESS
Gain a deeper understanding of customers to increase revenue through the most appropriate promotional vehicles
- Physicians are aggregated and segmented using variables that include adoption tendency, concentrator/spreader tendency, market share, prescription volume, physician lifetime value, dosing, payer types, and de-identified patient information such as age and gender
- Attitudinal information gained through primary research is also used to enrich the segmentation analysis
APPLICATIONS AND CLIENT VALUE
- Develop effective promotional strategies (CHE, direct mail, calls, samples, etc.) and tailor messages for each physician segment
- Increase return from promotional activities
- For those clients who do not need a full segmentation, we can also offer ‘data labels’. Physician lists of early adoption, public payer practice proportion, etc.