Medical device sales strategies are incorporating other sophisticated account targeting factors beyond just procedure and diagnosis volumes, including influence mapping, affiliations, referral patterns, and reimbursement analysis.
Reps are moving beyond just communicating product features and are focusing on data-driven value messages highlighting economic and patient outcomes.
DRG’s industry-leading data repository and market experts help medtech teams make this commercial evolution easier and more effective:
The best-fit targets beyond just volume metrics
The right sales team structure and territories
Medical device sales strategy and marketing efforts
Field reps with accurate intel and powerful communications
DRG's data has affected sales planning and territory alignment meaningfully in the form of better informed segmentation, targeting, metrics, and territory sizing … our ability to track market share at a granular level is markedly improved. Data was also able to be integrated with other internal data to maximize its impact and reliability.
- Vice President of Strategy at Leading Medtech Company
Medical and pharmacy claims
Electronic health records
Purchase order data
Encounter-level hospital device usage data
Healthcare provider and affiliations directory
Custom data analysis
Advisory and consulting
Value dossiers and slides
Communication tool kits
Budget impact calculators
Relying on volume-based analyses alone can miss the most influential accounts in today’s markets.
DRG has the industry’s largest, most diverse and linked healthcare data assets, enabling you to see a more complete view of provider, facility, and network influences and make better decisions to drive sales effectiveness.
Targeting efforts risk falling flat without the right therapeutic and market expertise to put the data in context.
DRG has a uniquely deep bench of disease, market, and reimbursement experts to ensure you get the most accurate data analysis and target lists, so you have the highest confidence in sales resource allocation and territory design.
Every brand and company is at a different point in its sales evolution. Whether you have a robust CRM or are just exploring options, we have solutions that meet you where you are.
And while other vendors may offer piecemeal products, we provide true end-to-end commercial targeting solutions, from data acquisition to customer engagement.
Mapping healthcare data sets and finding the right answers is really hard – you need to have an intimate understanding of the data sets, therapeutic area, market context, and reimbursement dynamics. For example, in logging a procedure like FESS with balloons, physicians may under report balloon codes as they are not reimbursed separately. Not accounting for this could throw off your targeting efforts.
DRG simplifies the targeting process for our clients – we have the right experts to take care of the vetting and analysis, so you can worry less about data headaches and focus more on helping your sales team achieve success.