Measuring Health System Patient Flow for Effective Targeting – Axtria’s award winning poster presentation at PMSA 2018

The pharmaceutical marketing landscape has changed significantly due to the emergence of several types of “health systems” (e.g., ACOs, IDNs, IHNs, etc.), and the multiple physicians, clinics, and hospitals affiliated to these organizations. Most companies have well-established methodologies to calculate the potential of individual accounts but, since there are potential overlaps within different accounts, it is difficult to measure the potential at a health system level. It is this point that prompted the thought for this topic.

With decision makers changing, it is becoming increasingly important to assign optimal targeting effort not only at the account level, but also at the health system level. Hence, for effective planning purposes a pharmaceutical company needs to understand patient potential at a system level. 

Axtria recently developed a methodology that estimates the potential at the health system level by de-duplicating potential at accounts that are affiliated to the health system. This poster presentation discusses in detail the methodology that was used to de-duplicate and convert account level potential to health system level potential (assuming account level potential is available). 

The poster was presented at PMSA 2018 Annual Conference (in San Antonio, Texas).

Click here to download the poster. 

Contact us at with any questions or to setup a discussion.

Tags: PMSA 2018, Poster Presentation

Axtria Connect

Axtria combines industry knowledge, analytics and technology to help clients make better data-driven decisions. Its data analytics and cloud-based platforms support sales, marketing, and risk management decisions. It serves clients with a high-touch on-site and onshore presence, leveraged by a global delivery platform that reduces the total cost of ownership with efficient execution, innovation, and virtualization. Axtria works with more than 30 clients, including five of the Fortune 50, and eight of the top 10 global life sciences companies.

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