下载PDF
Breaking New Ground with a Next-Generation Segmentation Solution
技术
- 分析与建模 - 预测分析
- 功能应用 - 企业资源规划系统 (ERP)
适用行业
- 医疗保健和医院
适用功能
- 商业运营
- 销售与市场营销
用例
- 预测性维护
服务
- 数据科学服务
- 系统集成
挑战
Halyard Health, a division of the consumer product Halyard Health Corporation, offers a wide range of innovative clinical solutions. The associate director for Global Strategic Marketing at Halyard Health was responsible for increasing the sales and market share of a pain management medical device to meet revenue goals for the year. The client’s team had been using the traditional approach to target and segment physicians by means of internal sales data and territory insight accumulated by a seasoned sales force. The client decided to explore alternatives that could help the team meet its year-end revenue goals. According to the client, “We needed a reliable data set that would give us physician- and organization-level insight that we were lacking from our traditional targeting and segmenting methods.” The goal was clear: identify physicians who were performing a specific procedure that would benefit from using the Halyard Health medical device. Once identified, the team would then understand which of these physicians provided the greatest potential based on procedure volume. After evaluating several vendors, LexisNexis® was chosen because “LexisNexis® could provide accurate physician- and organization-level information and deliver it in a format that met our needs,” said the client. The client was interested in understanding his particular market and maximizing sales force efforts and results. However, like many in the medical device industry, Halyard Health lacked the technology and resources to objectively identify physicians, quantify the potential opportunity, and determine the best locations for sales calls. They relied on internal sales data and rep knowledge for targeting – which wasn’t complete and lacked a holistic view of the physician. In addition, they had limited sales representative resources in which to cover the entire nation. The client needed to align sales reps with the high-value physicians and their practice locations if he was to meet year-end revenue goals.
关于客户
Halyard Health, a division of the consumer product Halyard Health Corporation, offers a wide range of innovative clinical solutions. The company is dedicated to advancing health and healthcare by providing high-quality medical devices and services. Halyard Health's portfolio includes products for pain management, infection prevention, and surgical solutions, among others. The company operates globally and is committed to improving patient outcomes and enhancing the efficiency of healthcare providers. The associate director for Global Strategic Marketing at Halyard Health was responsible for increasing the sales and market share of a pain management medical device to meet revenue goals for the year. The client’s team had been using the traditional approach to target and segment physicians by means of internal sales data and territory insight accumulated by a seasoned sales force. However, they decided to explore alternatives that could help the team meet its year-end revenue goals. The goal was to identify physicians who were performing a specific procedure that would benefit from using the Halyard Health medical device and understand which of these physicians provided the greatest potential based on procedure volume.
解决方案
The client worked closely with LexisNexis® to refine the procedure codes and methodology. Leveraging LexisNexis’ extensive project experience and guidance, the client got the precise physician and organization data proposed. Included were projected patient volumes and the corresponding decile ranks for each physician and organization. This gave the client the ability to sort by volume and hone in on the settings with higher sales potential for their medical device, such as acute care hospitals and ambulatory surgery centers (ASC). The client further benefited from the visibility into which physicians had privileges at an acute care hospital, along with a breakdown of which disciplines were performing the targeted procedure. This helped the client to understand which messages and tactics were needed based on the discipline being targeted. As a result, the client had a more refined physician universe − he knew who his physician targets were, the settings where they practiced, and was able to better prioritize the opportunities based on volume. This gave the team quantifiable targeting insight and enabled the client to more effectively deploy sales resources against high-value targets. As a first-time user of this data, the client wanted to justify using LexisNexis® and the medical claims data approach. Given in the LexisNexis® delivery process, the client was able to set up an effective lead tracking system that linked any LexisNexis® sourced sales activity to their internal sales force automation (SFA) software. This allowed the client and his team to easily and accurately track the LexisNexis® generated opportunities in real time, calculate the ROI generated from the HMS data, and report daily progress to management.
运营影响
数量效益
相关案例.
Case Study
Hospital Inventory Management
The hospital supply chain team is responsible for ensuring that the right medical supplies are readily available to clinicians when and where needed, and to do so in the most efficient manner possible. However, many of the systems and processes in use at the cancer center for supply chain management were not best suited to support these goals. Barcoding technology, a commonly used method for inventory management of medical supplies, is labor intensive, time consuming, does not provide real-time visibility into inventory levels and can be prone to error. Consequently, the lack of accurate and real-time visibility into inventory levels across multiple supply rooms in multiple hospital facilities creates additional inefficiency in the system causing over-ordering, hoarding, and wasted supplies. Other sources of waste and cost were also identified as candidates for improvement. Existing systems and processes did not provide adequate security for high-cost inventory within the hospital, which was another driver of cost. A lack of visibility into expiration dates for supplies resulted in supplies being wasted due to past expiry dates. Storage of supplies was also a key consideration given the location of the cancer center’s facilities in a dense urban setting, where space is always at a premium. In order to address the challenges outlined above, the hospital sought a solution that would provide real-time inventory information with high levels of accuracy, reduce the level of manual effort required and enable data driven decision making to ensure that the right supplies were readily available to clinicians in the right location at the right time.
Case Study
Gas Pipeline Monitoring System for Hospitals
This system integrator focuses on providing centralized gas pipeline monitoring systems for hospitals. The service they provide makes it possible for hospitals to reduce both maintenance and labor costs. Since hospitals may not have an existing network suitable for this type of system, GPRS communication provides an easy and ready-to-use solution for remote, distributed monitoring systems System Requirements - GPRS communication - Seamless connection with SCADA software - Simple, front-end control capability - Expandable I/O channels - Combine AI, DI, and DO channels
Case Study
Driving Digital Transformations for Vitro Diagnostic Medical Devices
Diagnostic devices play a vital role in helping to improve healthcare delivery. In fact, an estimated 60 percent of the world’s medical decisions are made with support from in vitrodiagnostics (IVD) solutions, such as those provided by Roche Diagnostics, an industry leader. As the demand for medical diagnostic services grows rapidly in hospitals and clinics across China, so does the market for IVD solutions. In addition, the typically high cost of these diagnostic devices means that comprehensive post-sales services are needed. Wanteed to improve three portions of thr IVD:1. Remotely monitor and manage IVD devices as fixed assets.2. Optimizing device availability with predictive maintenance.3. Recommending the best IVD solution for a customer’s needs.
Case Study
HaemoCloud Global Blood Management System
1) Deliver a connected digital product system to protect and increase the differentiated value of Haemonetics blood and plasma solutions. 2) Improve patient outcomes by increasing the efficiency of blood supply flows. 3) Navigate and satisfy a complex web of global regulatory compliance requirements. 4) Reduce costly and labor-intensive maintenance procedures.
Case Study
Harnessing real-time data to give a holistic picture of patient health
Every day, vast quantities of data are collected about patients as they pass through health service organizations—from operational data such as treatment history and medications to physiological data captured by medical devices. The insights hidden within this treasure trove of data can be used to support more personalized treatments, more accurate diagnosis and more advanced preparative care. But since the information is generated faster than most organizations can consume it, unlocking the power of this big data can be a struggle. This type of predictive approach not only improves patient care—it also helps to reduce costs, because in the healthcare industry, prevention is almost always more cost-effective than treatment. However, collecting, analyzing and presenting these data-streams in a way that clinicians can easily understand can pose a significant technical challenge.
