Axtria Blogs

Customer Targeting

Targeting and Call Planning

Improving Targeting and Call Planning for the Changing Pharma Landscape

As the healthcare industry moves toward a value-based paradigm, the healthcare environment is becoming increasingly complex with emerging market influencers. Rising healthcare costs and reforms are tilting the balance of power toward payers and provider networks.

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Measuring Health System Patient Flow for Effective Customer Targeting

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.

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The Golden Thread: Connecting Strategy and Execution with Customer Targeting

The ‘Golden Thread’ is a metaphor for the decisions, data / analytical processes, technology, and human behavior that link strategy and results. Each bend, twist and cut of the thread reduces the quality of the gold delivered at the end of the process. How do organizations lose sight of the ‘Golden Thread’?

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