Pharmaceuticals
Strategy Design & Implementation, Digital Strategies

Case Study

Winning sales strategy for a leading pharmaceutical firm

SDI developed a winning market and sales strategy by efficiently segmenting and targeting physicians to optimize calling efforts and maximize sales

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

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