healthcare

The evolving landscape of global healthcare has resulted in a number of challenges.

The Life Sciences companies (Pharmaceutical, Biotechnology, Medical Devices & Diagnostics) are continuously facing challenges including product patent expiration, generic competition, increasing costs, regulatory pressures, pricing and reimbursement challenges. Hence industry is inclined to adjust their sales & marketing organization to these rapidly changing environment. AW’s high end analytical solutions with industry expertise can help deliver unique & innovative solutions to our clients which provide our clients advantage over its competitors.

HOW CAN WE HELP?

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Understand your customers

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Plan and predict

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Optimize your resources

mapping

PHYSICIAN NETWORK INFLUENCE MAPPING

AW has created a propriety algorithm to identify key physician (influencers & their associated influencees) targets from various datasets. We use claims data, publicly available data (CMS, Clinical Trials, US census), social data, bibliographic data to identify the influencers (KOL, Speakers) & the associated influencees.

THIS CAN HELP:

  • Prioritize targets & create a personalized targeting strategy for influencers
  • Create a strategy for efficient penetration into the market using the network
  • Help Identify KOL & speakers from list of influencers
segmentation-icon

SEGMENTATION

Our team of analytics experts have studied the impact that different stakeholders can have on product usage and demand. We use combination of patient-centric segmentation, physician / account level segmentation and payer segmentation to help you understand your customer better.

THIS CAN HELP:

  • Identify distinct, targetable, and actionable segments.
  • Profile segments based on key characteristics (needs, interests, behaviors, challenges, attitudes, demographics) that define segments
  • Using custom scoring algorithms, assign out-of-universe customers to segments for tailored marketing campaigns
  • Create customized messaging strategy for each segment
target

PHYSICIAN TARGETING, FF SIZING & ALIGNMENT

Our experts integrate segmentation, resource optimization and workload build-up to help our customers achieve accuracy and efficiency in their call planning processes.

THIS ACHIEVES:

  • Increased market penetration through identification of distinct, targetable, and actionable segments
  • A customized targeting strategy for selected segments with targeted messaging & focused promotional tactics (Sales Force, NPP, etc.)
  • Optimized call plans based on detail responsiveness
  • Optimum field force required to promote all brands
level

PATIENT AND PAYER LEVEL ANALYTICS

It is important for pharmaceutical companies to understand patient characteristics and market hurdles for their brands and what promotion strategies can be leveraged to effectively engage with various decision makers in the healthcare system. We help you achieve these business objectives:

PATIENT

  • Uncover treatment patterns
  • Segment and target patients
  • Understand patient composition and characteristics – persistency, switches, line of therapy, life time value
  • Gain more insights on physicians and refine targeting/messaging

PAYER

  • Understand influence of managed care on brand performance
  • Segment and target payers
  • Manage accounts and plan resources
  • Determine terms of payer contracting, ROI of contracts
  • Optimize rebate strategies
sales forecast

SALES FORCE OPTIMIZATION

Our Advanced Analytics & optimization experts use physician / account level sales force optimization to help you maximize the impact of your sales force.

WE CAN HELP YOU:

  • Measure the impact of Sales Force on bottom line sales & profit
  • Optimize sales force effort at the physician / account level
  • Design optimal call plan at the physician / account level
  • Maintain higher decile writers and physicians / accounts
  • Reallocate details from lower responsive to higher responsive physicians / accounts
  • Align Territories based on optimal call plans
contract

CONTRACT / REBATE OPTIMIZATION

Using advanced analytics (deep leaning techniques), we can quantify the impact of rebates & help optimize the contracting strategy at the Plan level. AW uses advanced analytics and deep learning models to quantify the impact of rebates and help optimize your contracting strategy.

THIS CAN HELP:

  • Project revenue and rebates on Contracted Access vs. Non-Contracted Access
  • Calculate Expected ROI from Contract for each brand within the Portfolio & by each Payer
  • Optimize Rebates (Discounts) across various Payers (& Plans)
  • Analyzing “what-if” scenarios to assess likely profitability to different contract access at Plan level for its portfolio
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MULTI CHANNEL RESOURCE ALLOCATION

Using econometric modeling, we determine the promotional response for various marketing channels which help our clients optimally allocate their marketing spend.

WE CAN HELP YOU:

  • Measure the impact of key marketing channels on revenue
  • Understand and estimate channel synergies
  • Optimize marketing investment decisions to maximize profit
  • Increase the effectiveness of marketing programs
  • Analyze the impact of new entrants and competitors’ advertising
  • Forecast based on simulated marketing allocation
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CONCEPT TESTING (Test/Control, A/B)

Using concept/market testing models we help our customers evaluate short term rise in sales to take quick decisions for the future.  Our experts use a robust match process for selection of appropriate controls followed by a statistical model that ensures other factors impacting sales are controlled.

WE CAN HELP YOU:

  • Measure the impact of a campaign on Rx/Sales
  • Analyze campaign performance by various segments
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FORECASTING

Sales forecasting for both in-line and launch brands for pharmaceutical companies is complex. AW’s approach ranges from simple to sophisticated forecasting algorithms depending on the product type, therapy area. For successful implementation, a good user interface coupled with solution testing and flexibility for model improvement are key to our forecasting capabilities.