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Indegene Drives Specialty Neurology Product Sales in Whitespace Area ​

The Customer

The client is a global pharmaceutical giant developing leading neurology products for relapsing forms of multiple sclerosis. The product was new to the market, the client was looking for a partner who can amplify its launch efforts.

Challenges

  • Maximize launch initiatives and drive Rx from 3 underperforming segments​

    HCPs who did not interact or prescribe client’s products​

    low face-to-face interactions, and​

    treated 3 or fewer patients​

    Reduce sales and marketing cost which was at 28% of the total revenue post launch​

    Pilot test the effectiveness of tele, video detailing, and coordinate nonpersonal initiatives on whitespace audience​

The Solution

Deployed omnichannel campaigns through automated direct emails, brand microsites, social media, and on-demand concierge


Developed a Click-to-talk feature providing faster support. Integrated an omnipresence CRM and marketing automation suite that enabled call conversion and automated campaigns


Created personalized campaigns using Indegene’s IP that provided HCP adoption insights, preferences, affiliations of about 1.8 million HCPs (NPI level)


Extended the 6-month pilot success to 2 years of engagement

Outcomes

6-month test group showed 12% incremental Rx growth versus the control group where Indegene’s omnichannel campaigns resulted in $87 million incremental revenue for the specialty product in 24 months. 199 new prescribers were onboarded writing 1,800 prescriptions and reduced the overall sales and marketing cost to 10.7% delivering at 9.5x ROI.

199

New writers activated

$87 million

Incremental sales

9.5x

ROI

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