Inside sales solution delivers 4-to-1 impact for rheumatology product
CASE STUDY (US)
The Challenge
Branded product received (2) newly approved FDA rheumatology indications.
Our Solution
Increase awareness of two new indications to 2,524 non-called/whitespace HCPs to increase Rx activity as well as quality interactions to quantify program effectiveness.
Calling target list multiple times to increase awareness and adoption.
ISRs to be trained similar to field reps.
ISRs calling on no-see HCPs.
ISRs have the ability to conduct screen sharing presentations using Adobe Connect or ClearSlide platform.
“We are pleased to communicate that the [product] inside sales program (delivered by Inizio Engage) has yielded solid results calling on untargeted customers. These tele-detail interactions have resulted in positive projected ROI vs. the investment for the program.”
– Rheumatology marketing team
The Results
Completed product discussions with over 743 untargeted HCPs.
Successfully detailed 5x the goal set by brand.
ISR interactions resulted in the generation of over 55 service request forms.
These results motivated the brand team to extend the program.
Given the expansion of the program, each ISR was assigned a region to be a direct point of contact and collaborate with the field sales specialist.
As a result of the success, the brand expanded to a second team for another indication.
4-to-1 impact over three years.
Your team’s results to date are impressive and you all should be commended. I have no doubt that under Inizio Engage’s leadership, [the team] will continue to soar. I appreciate the commitment, patience and energy you dedicate to this program.
– National Program Manager – Inside Sales, Customer Interaction Center (CIC)