Data-driven Account Segmentation Model Establishes Fact-base for Sales Investment
Situation
$1 billion pharmaceutical company producing orphan drugs. Growth has been impeded by difficulty of locating new patients for rare genetic disease.
Resolution
Performed market opportunity assessment in order to create business case for increasing sales capacity. Leveraged data science to develop multivariate regression model which identifies physicians who have higher likelihood of application for the drug. Segmented physicians and developed field sales sizing model based on targeted return on sales investment.
Results:
Visibility into high propensity & high potential physician universe gave client confidence on how many sellers were needed and where to place them.
