HCP Engagement Optimizer Services > HCP Engagement Optimizer Focus your resources where they create the most value Your field force has limited time. Marketing budgets aren’t infinite. Yet you need to reach the right healthcare professionals at the right time with the right message. A segmentation and targeting model helps you identify which HCPs create the most value for your business. You get data-driven insights that help you allocate resources strategically, whether you’re preparing for a product launch, facing competition, or optimizing performance before loss of exclusivity. What you get from our segmentation & targeting solution Your HCPs are grouped into segments based on their adoption potential and current value to your business. AcquireHigh-potential HCPs who aren’t currently prescribing your product. These represent your biggest growth opportunities. GrowHCPs with high potential who are already prescribing but have room to increase. You can strengthen these relationships with targeted engagement. MaintainYour most valuable HCPs who combine high potential with high loyalty. You need strategies to keep these relationships strong. DefendHCPs with lower potential but high current value. You protect your position here while focusing growth efforts elsewhere. Insights that answer your toughest questions The analysis reveals patterns in your market that aren’t visible from sales data alone. You see how prescription volume concentrates among certain HCP profiles, which characteristics separate high-potential from low-value targets, and how your current resource allocation compares to where the actual opportunities exist. In other words, the analysis gives you answers to questions such as: Which HCPs have the highest potential you haven’t tapped yet? Where should you focus your limited field force resources? How can you facilitate more relevant dialogue with each HCP based on their prescriber profile? Which market segments offer the best return on your sales and marketing investments? How do your field activities and campaigns impact prescribing behavior? A solution that works for your entire commercial organization Sales receives a prioritized target list showing which HCPs create the most value. Your consultants can combine face-to-face meetings with digital touchpoints based on each segment’s needs, focusing in-person time where it creates the biggest impact. Marketing gets an ideal foundation for segmented campaigns. You can design different approaches for different HCP profiles, improving response rates and return on investment. Management gains clear visibility into which customers drive your business. You can make resource allocation decisions based on data rather than gut feeling. How we build your model Geographic distribution that brings data to the HCP level We use sophisticated geographic modelling to connect pharmacy-level sales data to individual clinics. Our model considers road networks, distances, and the number of doctors at each location to accurately distribute sales. This means you get insights as close to the individual HCP as possible, even in markets where prescriber-level data isn’t available. Every clinic receives a realistic allocation of sales from multiple nearby pharmacies. Data sources we integrate We combine data from multiple sources to create a complete picture of each HCP. Sales data alone doesn’t tell you everything. Patient data reveals treatment patterns. Attention data shows which brands HCPs consider. Public health statistics identify potential patient populations. Key opinion leader networks map influence patterns. This multi-dimensional view helps you understand not just what HCPs prescribe today, but why they prescribe it and what could influence their behavior towards adoption of your product. Weighted scoring that reflects your strategy We work with you to determine how different factors should influence the model. You might weigh current sales and patient numbers heavily for a mature product or emphasize market potential and demographics for a launch. The weighting system ensures the segments align with your commercial objectives. A dynamic solution that evolves with your market Markets don’t stand still. Your segmentation model shouldn’t either. We can monitor changes monthly, helping you see how your field activities and campaigns impact prescribing behavior. You track progress against your objectives and adjust your approach based on what’s working. When you follow the segmentation insights and plan your activities accordingly, you typically see growth rates of up to 15 per cent in both product turnover and market share. When to prioritize segmentation The right segmentation model helps you make better decisions at any stage. But these situations create the most urgent need to understand which HCPs deserve your focused attention. Preparing for product launch Facing new competition Optimizing before loss of exclusivity Working with limited field force resources Connect with healthcare providers (HCPs) where it counts We know there’s a gap between what commercial pharma functions provide and what individual healthcare practitioners want. Both in terms of information, timing, and format of contact. So, you need a tool that will close the gap and tell you the right, relevant way to approach a specific HCP. And we have that omnichannel tool: Kwarts. From patient demands to endless messages from pharma companies, HCPs are overwhelmed. You’ve heard their frustrations: “I get too many emails from pharma companies.” “Sales pitches often feel like a waste of my time.” “I just can’t find the time to learn about new treatments.” Enter Kwarts: your AI tool for data-driven customer engagement Simply put, in your day-to-day operations Kwarts is an AI-powered tool that gives you: Seamless integration with your existing systems (CRM, marketing, and sales data) Significant learnings about how to make an impact on HCPs. Actionable insights for your sales force, marketing team, medical affairs, market access and management. The user-friendly dashboard provides answers to questions that’ll save you copious amounts of time and headaches – and is guaranteed to improve your HCP relationships: When was the last time Dr. Thomas responded to a marketing message? What message will move Dr. Thomas up the adoption ladder? Does Dr. Thomas prefer a phone call or an email? A podcast or a brochure? You can choose to view specific HCPs or to view all your contacts to stay on top of relationship trends, e.g. “Inactives” turning into “Champions”. It really is that simple: Your Kwarts dashboard is with you, also when you’re away from the office. What Kwarts does for you: Daily recommendations for next best action The AI engine behind Kwarts crunches data from multiple sources in your company to come up with a recommendation for the next best action for you to take with a client: Move your prospect up the adoption ladder by delivering the right message at the right time via the right channel. You also avoid the risk of being perceived as irrelevant by the HCP – and of losing marketing consents. With Kwarts, you create content that is relevant and make contact in the way that is most likely to be perceived as relevant by the receiving HCP: Who is relevant for targeting right at this moment, via which channel, with which message. Developed by Signum and the university of Hasselt in cooperation with the pharmaceutical industry, Kwarts increases commercial success by up to 15%. Seamless integration with your existing systems Your team doesn’t need to adapt to a new system – Kwarts integrates seamlessly with CRM platforms like Salesforce, Veeva, and Microsoft Dynamics 365. It consolidates data from multiple sources, eliminating silos and providing a 360-degree view of HCP interactions. Leverage real-time insights for meaningful HCP interactions and enjoy seamless integration with your existing CRM systems. Kwarts is your proven customer engagement solution. Support for your success We’re not selling a system – we’re here to ensure successful implementation and use of Kwarts in your organization. We offer training and guidance on adjustments to ensure this. Go from generic to meaningful The big difference between multichannel and omnichannel is the experience of the person receiving your communication. A multichannel setup is characterized by multiple activities, and it may feel like you have a solid setup with many contact points with HCPs. The problem is that the contact points are detached, often submitted by different departments, each working on their own and resulting in a detached, non-personalized experience for the recipient. Kwarts lifts your endeavors into an omnichannel world where learnings based on an HCP’s previous reactions to formats, topics etc. are taken into consideration for choosing the next best action and creating a meaningful dialog with the specific HCP. For more information, please contact Victor Viklund Nordic Engagement Lead vvi@spi.health +46(0)733 16 19 26 Get in touch Leave a message and we will get back to you ASAP. Your personal information will be processed according to our Privacy Policy. First Name: Last Name: Company: E-mail: Your Message:
