With rising pressure on marketing practices and growing restrictions on detailing, rep-physician relationships have never been more challenging. Gaining increased access means delivering higher value in each and every call. Knowing your customer is the first step towards success in today’s market, but deciles alone are no longer sufficient to develop your go-to-market strategy, allocate field resources,and deploy differentiated messaging.
IMS Precision Segmentation delivers the most actionable view of your customers by going beyond the decile. Our consultants work with your senior sales and marketing leadership to help you understand prescribers, their attitudes and influences, and formulate actionable sales and marketing strategies based on these insights.
From these insights we craft a go-to-market strategy based on differentiated, customized messaging. With a more granular understanding of your customers, all downstream decisions (e.g.,forecasting, resource optimization, alignment, call planning) are improved - and drive better results - because they are based on a comprehensive and accurate foundation.
The combination of precise information inputs and interactive workshops with your sales team generates the criteria to create optimal segments and fully actionable call lists. Prescribers can be segmented on unique sets of characteristics that build into profiles within each segment.
Gaining sales force buy-in to new strategies is critical to ultimate success. Training and change management services ensure that the full benefits of segmentation and profiling are realized. Our interactive, simulation-based training, combined with hands-on workshops, reinforces the importance of market segmentation and profiling and dramatically accelerates sales force acceptance and implementation.
