The Customer

A global pharmaceutical company focused on creating value for patients with severe diseases pertaining to immunology and neurology. The client needed a partner to turn around the declining Rx for the late-stage mature Parkinson’s/RLS drug.


  1. With new drugs in the pipeline, the client re-prioritized its salesforce in preparation for the new launches

  2. Stabilize revenue decline and improve market share

The Solution

  • Identified 1,065 HCP targets in whitespace by segmenting HCPs based on Rx potential and their digital affinity
  • Orchestrated an omnichannel strategy using a Rep Equivalence Model across an integrated set of digital and virtual channels to drive HCP engagements
  • Indegene’s experienced medical writers and marketers created compelling campaigns to personalize the experience for HCPs
  • Optimized campaign constantly through Indegene’s NEXT HCP Journey Optimization that recommended the “next best action” to reach Rx faster and efficiently
Indegene Revitalizes Sales for a Mature RLS Drug
Avg. monthly Rx growth
Incremental Rx
Whitespace segment growth
Indegene Revitalizes Sales for a Mature RLS Drug


  • Indegene stabilized prescription decline and delivered a 32% increase in Rx

  • Significant impact on market share:

    • 25% increase in the whitespace segment

    • 15% increase in the greyspace segment

    • 14% decrease among non-Indegene segments