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Indegene Revitalizes Sales for a Mature RLS Drug ​

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.

Challenges

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

    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

Outcomes

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

32%

Avg. monthly Rx growth

8,300

Incremental Rx

25%

Whitespace segment growth

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