Identify and develop key targets of HCPs and accounts for a pharma client in Oncology market

Client Need: In preparation for Launch, client was to develop and identify key HCPs and accounts that can help in the early adoption of the drug and maximize sales at launch

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Key challenge: To better understand the competitor landscape, we need the sales for competitors at the indication level. Claims data provides the sales at the indication level, but its capture for the infused product is low.

Solution: Sales of infused product is primarily driven at the account level so using DDD sales data is useful as it has a good capture rate. As a comprehensive solution, we augmented the DDD sales data with claims data at the indication level through an affiliation hierarchy.

o To build the affiliation hierarchy, we used one key data, rolled up target claims at HCP level to the account level and integrated it with DDD sales to improve the capture rate.

o Once this integration was done, we carefully identified the right KPIs and assign appropriate weights to these KPIs for valuation purposes.

Business Impact: Valuation is done on better data coverage leading to proper prioritization of targets.

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