#FutureReadyHealthcare
Medical Device giant earns 18% increase in revenue with Indegene’s holistic IDN strategy
Objective
In order to succeed, the medical device manufacturer needed to:
Better understand where the IDNs were most active and then focus efforts based on the engagement potential
Effectively profile key decision makers within the identified IDNs, and engage them based on their channel preference, online presence, influence network, and so on
The Solution
Setup: We first deployed a customized cloud-based CRM ecosystem that supports data ingestion, cleaning, standardization, and consolidation to get complete profiling data
Collect: We aggregated IDN and stakeholder information from multiple sources onto the CRM platform
Sort: We leveraged client data inputs and Indegene’s digital data IP using machine learning techniques to create target segments and define final archetypes
Map: We created a network of influencer, decision-makers, and end-users by segmenting relevant stakeholders under various groups
Pinpoint: We enabled access to information stored in the CRM database for use in downstream customer segmentation, personalization of customer journeys and content, and broader sales and marketing initiatives
Measure: We designed KPIs and dashboards to enable users to effortlessly search and view stakeholders with corresponding affiliations and to track the marketing impact index on an ongoing basis
Outcomes
↑ 18%
Revenue
↑ 30%
Satisfaction score
430
*KAM Connections
*KAM: Key Account Management
Let’s partner for #FutureReadyHealthcare
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