Case Study
Winning sales strategy for a leading pharmaceutical firm
Client situation
A leading pharmaceutical company was looking to improve their U.S. sales strategy by optimizing direct sales and more efficiently allocating call efforts
Project approach
SDI thoroughly analyzed different geographic markets and physician groups through a scoring algorithm to identify most attractive segments based on prescription patterns in order to develop a new market strategy
Outcome
Based on identified prescription-based patterns, SDI successfully assigned physicians into heterogeneous segments, for which it subsequently developed tailored sales and approach strategies