Expanding Oncology Reach with AI-Powered HCP Targeting

CASE STUDY (DACH)

Client: Global pharmaceutical leader
Therapy Area: Oncology
Region(s): Germany
Focus: HCP precision targeting & concierge-led engagement

Unlocking missed potential: Identifying hidden HCPs in oncology networks

Our client expected a license extension for their blockbuster oncology drug. The client’s field team had strong engagement with oncologists, but traditional targeting was missing hundreds of high-value HCPs.

From engagement gaps to actionable insights: Scouting high-impact HCPs with AI

Greater precision was required to identity and engage office-based specialty care consultants crucial for patient identification, referrals, and long-term follow-up.

However, our client had limited field force capacity to fully cover Tier 1 & 2 HCPs, so scouting and prioritization was necessary to define our deployment approach effectively.

AI-powered analytics from Inizio Engage’s partner PeakData helped us to assess 11,000 specialists for oncology patient relevance at diagnosis and long-term care.

We scouted 3,000 high-potential office-based specialists to evaluate networks and assess follow-up care readiness.

Inizio Engage refined HCP behavioral insights through six online focus sessions (V+ Expert Meetings) with office-based specialists across multiple DACH regions, enabling us to propose a strategic commercial solution based on real-world insights.

Deploying concierge-led engagement to drive awareness, adherence, and referrals

We recruited, onboarded and implemented a Disease Activation Rep (DAR) Concierge Service to target additional office-based HCPs.

We designed a two-wave approach to build on learnings and momentum:

Wave 1: 10 DARs

Our DARs educate HCPs on the novel mode of action and encourage them to play an important role in management of patient’s adherence to product.

Wave 2: Scaled the team to 20 DARs

Our larger team engaged the next tier of customers (6000 HCPs and Nurses) to expand advocacy for the treatment.

By providing patient profiles, our DARs make the treatment benefits more tangible and relevant for healthcare professionals and encourage them to review patient records to identify high risk patients and drive referrals to specialized centers.

Expanding oncology reach: 30% growth in HCP targeting through precision activation

The healthcare professionals our team targeted were not part of the primary target group before the program, as they do not and will not prescribe due to reimbursement restrictions. However, they play a crucial role in referring patients to specialized centers and providing follow-up care after surgery and hospital discharge.

The AI powered precision targeting approach enables our deployed teams to reach these nurses and influencers.

The result is a:

30% expansion in HCP targeting.