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Indegene’s Digital Rep Equivalence model drives growth for a mature drug​

The Customer

A rapidly growing, innovative company focused on developing and commercializing therapeutics to cost-effectively improve patient health globally. With >1000 employees, the client is creating impactful and affordable patient care solutions.


  • A mature cardiovascular drug was reaching its LOE. The client wanted to maintain a top line revenue of $75 million among the covered HCPs​

    Expand reach and impact of the product in whitespace​

The Solution

Indegene segmented healthcare professionals (HCPs) with the highest probability of engagement through digital channels by providing insights on digital affinity insights and Rx potential data. Indegene also identified new HCPs in whitespace using its IP and devised an omnichannel marketing strategy.

Indegene launched various campaigns to amplify the efforts of sales force and also educate HCPs in whitespace through preferred channels. By measuring the entire campaign through its Digital Rep Equivalence (DRE) model, Indegene delivered the same impact as a field representative.


Indegene increased HCP coverage by 30%, and prescriptions are on track to grow from 4.3 to 4.7 million. Indegene’s DRE model is delivering the same impact as 800 field representatives with only 300 field representatives, an effective omnichannel digital strategy, and virtual representatives thereby enabling a savings of $100 million.



$100 million



Prescriptions in whitespace