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The Account Targeting Tool is a decision-support tool designed to help pharmaceutical account managers, market researchers, and contracting teams identify, evaluate, and prioritize managed care accounts using criteria that are specific to each client’s sales goals.
Key Measures
Following is a list of potential data metrics:
- Commercial, Medicare D, and Medicaid segments
- Member demographics
- Co-pay and benefit design information by plan
- Prescription volume by individual payers, including PBM, corporate, and regional plans
- National vs. plan market share
- Average patient out-of-pocket cost at payer/product level
- Formulary position
Product Benefits
- Helps manufacturers effectively and efficiently allocate sales and marketing resources (e.g., promotional and contracting efforts)
- Consultative design phase in order to identify and customize imperative ranking criteria and weighting methodology
- Intentionally integrates disparate data sets and sources
- Segment plans by region and territory
- Rankings calculated nationally and by segment
- Streamlines current processes
Methodology
Decision rules are established based on each client’s needs. For each managed market segment, weighted values are calculated for each decision criterion and the output prioritizes accounts according to the manufacturer’s sales goals.
Deliverable Options
- Use of the premier customized tool, which combines client sales, territory, and formulary data with SDI data programmed specifically for the needs and evaluation criteria of the client
- Data reports based on the latest data available from SDI - clients may customize the products and information included in the report
For more information, please contact us.
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