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Volume-Based Targeting Alone Doesn’t Cut It Anymore
Medical device sales strategy and commercial analytics solutions that keep you ahead of evolving medtech markets
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How We Help
Data and Services
Why We’re Different
Case Studies and Resources

Boost your commercial effectiveness with the industry’s most advanced data stack and methodologies

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:

Prioritize and Profile

The best-fit targets beyond just volume metrics

Design

The right sales team structure and territories

Optimize

Medical device sales strategy and marketing efforts

Prepare

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

How We Help

Account segmentation and targeting

As a sales or account manager, you need evidence to feel confident you’re spending your time where it’s needed most.

You can rely on our wealth of data, advanced analytic methodologies, and focused analyses to show you where the greatest potential lies among specific health networks, facilities, and providers.

KOL identification and profiling

Despite its enormous potential value to manufacturers, the task of identifying must-reach KOLs is often performed with underwhelming rigor.

We take a multi-pronged approach to KOL tracking, ranking by network affiliations, digital and social influence, and peer-to-peer status.

Account penetration tracking

We help you get the most ROI out of your account strategy by showing you where to enter, expand growth, maintain presence, and ignore.

Our experts map your client sales to our proprietary insights to highlight procedure opportunity by account, and make recommendations around where and how to prioritize your efforts.

Tableau and Salesforce custom integration

It’s critical for targeting insights to be concise and digestible and fit into the workflow of each rep.

DRG will work with your team to incorporate our data with your specific CRM database set up, enabling your sales team to take action on key opportunities.

Sales enablement

We prepare commercial teams to communicate value effectively across a variety of clinical and non-clinical stakeholders.

Our capabilities range from building your evidence generation strategy to creating compelling value propositions, collateral and interactive tools to preparing your sales team with right strategies and skillsets to tailor conversations to resonate with each account stakeholder.

Data and Services

DRG offers end-to-end sales effectiveness solutions tailored to your unique needs.

Data
Data

Medical and pharmacy claims

Electronic health records

Purchase order data

Encounter-level hospital device usage data

Healthcare provider and affiliations directory

Social intelligence

Custom Analytics
Custom Analytics

Real-world evidence

Market research

Custom data analysis

Advisory and consulting

Sales Trainings and Tools
Sales Trainings and Tools

Training workshops

Value dossiers and slides

Communication tool kits

Detail aids

Budget impact calculators

Why We’re Different

Data accuracy and diversity

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.

Robust market expertise

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.

Comprehensive, tailored solutions

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.

Ed Park

Director, Solutions Architect, DRG

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.

Case Studies and Resources

Talk to us today about your sales strategy and commercial analytics challenges