Webinar: Three Steps to a More Complete View of your Physician Universe.
November 17, 2011 - 12:00pm - 1:00pm
Without physician-level metrics, medical device sales and marketing teams are forced to use procedure volume and sales-per-unit data for products and services administered in hospitals, clinics and physician offices. But what if there was a more precise way to evaluate and reach untapped market potential?
In this webinar from Health Market Science, we’ll review a case study from a medical device company that resulted in a more complete view of their physician universe and greater market opportunity. First, using metrics from claims data, we’ll uncover physicians, who appear high-volume using traditional methods, but who are, in fact, operating at even greater levels with your competition in other facilities.
You’ll also see how upstream referring physicians impact your bottom line. We’ll track to whom referring doctors are sending patients, the facilities associated with the referrals and how that information broadens the view beyond deciles to real-world networking. You’ll gain a new way to readily identify the point in the patient flow continuum that is relevant to your success and establish a roadmap for more productive resource allocation.
This session offers three immediate steps that you can employ to uncover “hidden” high-value physicians.
1. Assess physician-level volumes and rankings for facility-based care and specialty products
2. Understand the referral pathways of patients flowing from primary care physicians to surgeons and facilities – and how to best influence these pathways.
3. Measure the impact of integrated delivery networks/health systems on the decision-making process for your products and how to influence.
After using our three-step, best-practice approach to physician targeting, you’ll see a more complete view of your physician universe. For example, you’ll find a universe of physicians who once seemed high-volume for your product, but who may, in fact, be operating at even greater levels elsewhere with your competition.
Who should attend?
- VP of Sales & Marketing
- Director of Sales & Marketing
- Sales Operations
- Sales Managers