Data volume in the healthcare industry requires professional analysis methods
According to various studies (e.g. University of Michigan, March 2015), the amount of digital data in the healthcare industry is growing exponentially from year to year. While in 2013 there were still 153 exabytes (1 exabyte = one billion gigabytes) of digital healthcare data, by 2020 ~2,300 exabytes are expected.
But does more data really automatically lead to better decisions and more knowledge about your customers?
We have much more data than 20 years ago and much better CRM systems, but unfortunately we know less about our customers today than we did then.
Head of Sales & Marketing of a healthcare company
So the challenge with a lot of existing data lies in professional methods of data merging, analysis and interpretation of the results.
What is to be done?
Three factors in particular are important with regard to data analysts:
- Exact knowledge of the healthcare-specific data sources and data contents as well as any limitations.
- Profound methodological knowledge in the area of data compilation, processing and modelling with the help of statistical software solutions and tools.
- Many years of experience and skills in the interpretation and validation of results.
However, in addition to the experience of the employees, two other factors are very important:
- Speed of implementation: the best analysis only leads to limited new findings, if implementation takes so long, that the data is already out of date again.
- Processing of the results: Statistically complex correlations and results of extensive analyses must be translated into simple messages and recommendations for action at the end. Only then can you generate benefits.
If you want to avoid generating just lots of data for the data graveyard, we will be happy to support you with our tools and more than 15 years of experience in the analysis and appropriate preparation of healthcare data.
Furthermore in our solutions section, you will find an overview of the specific issues we deal with and where we can help you make progress.
Please contact us if you need more information!
Securing sales potentials by re-targeting the customer target group
For product launches with unknown target groups, professional targeting is firmly on the to-do list of almost all healthcare companies.
But even with established products, depending on market dynamics, a re-targeting should be carried out every 2 to 3 years. Retirements, practice relocations and new openings alone result in changes of between 10-20% – and that every year! In addition, there are competitor dynamics, changes in patient flows and many other factors which, over time, require a re-targeting of the target group.
It is still true that good customer targeting is one of the biggest SFE levers!
Figure: Increasing potential coverage through re-targeting
In our data-based targeting process, existing sales force information is used and supplemented with a variety of specific information on the target group (e.g. regional prescription information, work/interest focus, practice performance, sociodemographics, information on the environment and much more). Thus, a meaningful and valid evaluation basis is first of all generated.
With the help of our statistical evaluation methods, up to 500 characteristics can then be included in the customer evaluation at the same time. That is of course considerably more information than a sales representative can take into account!
The information with the highest targeting influence is then presented transparently in the sense of a plausibility check. Additionally extensive quality checks including validation rounds are carried out with the sales force.
The result is then a current assessment of the target group, which raises the view beyond the horizon and can also be used as an optimal basis for further questions in sales planning (e.g. adaptation of territory structures, changes in the size of the sales force, etc.).
Please contact us if you need more information!
A Merry Christmas and a Happy New Year from your SALETELLIGENCE team!
An eventful year is drawing to a close: We have again been able to successfully implement many exciting healthcare projects throughout the DACH region. We would like to thank all our customers for the trust they have placed in us!
In addition, some innovative new software and analysis developments were launched, which we will report on in detail next year. By the way, 2020 will be a very special year for us as we celebrate our 15th anniversary!
The BU2BU program as guest at SALETELLIGENCE
Lecture on the topic “What does a Data Scientist do in practice?”
As a new member of the BU2BU program of the University of Bielefeld (Best Undergraduates to Bielefeld University), we introduced 20 interested students to our Bielefeld location, what exactly a Data Scientist does in practice. The students saw how statistical methods from science are applied in practice by means of some case studies. The many registrations as well as numerous questions from the students once again showed the current relevance of the topic (Data Science, Big data & Advanced Analytics).
For all students who want to do more than just sort files and fill out Excel tables in an internship, exciting examples of already completed internship tasks could also be shown.
For more information on joining SALETELLIGENCE, please take a look at our Career section or send us an unsolicited application. We look forward to hearing from you!
Every year again – The SALETELLIGENCE team stirred great ingredients again this year, kneaded many kilograms of dough and formed numerous cookies.
Our traditional Christmas cookie baking has given us a lot of joy again this year. If you would like to try out the delicious recipes, simply use the following link.
Have fun baking!
Christmas Bakery 2019 – THe recipes
This year, we are supporting the nationwide childhood cancer project “Fruchtalarm” with a donation of 5,000 euros.
As part of the project, 31 children’s cancer departments are regularly supplied with delicious fruit cocktails. The children can put together their own colourful and tasty creations from the various types of juice and mix them themselves. In addition to the health aspects of the calorie supply and the children’s swallowing reflex training, the main focus is on loosening up the children’s everyday hospital routine, which is usually very strenuous.
A great project from Bielefeld with many volunteers all over Germany, which we are happy to support!
SALETELLIGENCE Pharmacy Cluster in use for Medical Cannabis
For the innovative industry of healthcare companies operating in the field of medical cannabis, continuous patient care is an essential sales task. Therefore, manufacturers must provide prescribing physicians with comprehensive and regular information on the still young topic of “medical cannabis”. It is also important to find dispensing pharmacies to ensure patient care or to win them over for the sale of medical cannabis.
Currently, only a few of the 19,500 pharmacies in Germany supply patients with medical cannabis. SALETELLIGENCE has researched these pharmacies and taken a closer look at them. In the process, we were able to identify certain peculiarities. For example, pharmacies from the SALETELLIGENCE pharmacy cluster “Topperformer” (pharmacies which are particularly commercially oriented and see and develop new business opportunities) are already active pharmacies for medical cannabis much more frequently. The proportion of pharmacies offering phyto-products in this group is also much larger than in the population as a whole.
With these analysis results and other data sources, we can support healthcare companies in the targeted care and approach of pharmacies for medical cannabis.
SALETELLIGENCE pharmacy cluster
You are welcome to get more information about the application possibilities of our pharmacy clusters or about analysis options in the field of medical cannabis from Mr. Walter personally: +49.(0)521.2997-403
(Please note that we only advise healthcare companies and cannot answer any private enquiries on the subject!)
SALETELLIGENCE at expopharm 2018
Meet us from October, 10th till October, 13th in Munich at the expopharm. You will find us in hall B5 at booth C-10. We are looking forward to vital discussions of your sales topics and our innovative solutions.
Top-targeting quality of SALETELLIGENCE confirmed by sales reps
Within SALETELLIGENCE targeting projects, we always use different data sources in combination with suitable statistical methods and highest working accuracy. Most important for our customers is the precision of the results (targeting-quality).
In 2017 we have conducted a large physician targeting project for a company in the advanced wound care market. A year later we have compared our original segmentation with the adjustments made by sales reps. Result: over 90% accordance!
Furthermore, SALETELLIGENCE is delivering top quality in other target groups too: For one of the top 5 OTC companies, we have evaluated sales rep feedback after a pharmacy targeting project for different market segments e.g. cold, pain, etc. Our analyses have shown more than 90% accuracy compared with feedback from the sales reps!
Conclusion: With the field-tested approaches of SALETELLIGENCE you will create real benfits for your sales reps!
SALETELLIGENCE AT PMCA Day 2017 in Vienna
Meet us October the 19th at PMCA day in Vienna (Verkehrsmuseum Remise – 1030 Vienna, Ludwig-Kössler-Platz). We support the PMCA day as a sponsor and we are looking forward to vital discussions of your sales topics and our innovative solutions.
If you are interested to get in touch with us, please contact Mr. Walter personally: +43.(0)1.8906351