India's largest platform and marketplace for GCC & AI leaders and professionals

Sign in

India's largest platform and marketplace for GCC & AI leaders and professionals

3AI Digital Library

Assess the effectiveness of the Digital Channel

3AI August 13, 2020

Leading US Pharmaceutical Company

Problem Statement

  • With the launch of a competitor drug in Q2 2012, brand is planned to get reduced effort from the sales force channel. Company would like to understand
  • the effectiveness of the digital channel in brand’s current promotional mix

Analytics Led Approach

  • conducted three separate test-control analyses to measure three different aspects of digital channel effectiveness
  • Identified physicians are grouped based on the exposure to various promotional channels to set up the impact assessment analysis
    • Physicians reached by Rep Channel
    • Physicians NOT reached by Rep Channel
  • Digital channel was tested in terms of impact on the following basis
    • Incremental
    • Supplemental
    • Substitutional

Business Impact

  • Incremental impact of digital channel on Brand’s prescribing is found to be significant in specific groups of physicians
  • The profile of physicians where the digital channel is found to be impactful is:
    • Low Value (Long Tail HCPs)
    • High Affinity to Brand (Physicians who prefer branded drugs over generics)
    • Med/Low value CARDs
  • The digital channel is not an effective supplement for any reduction in REP effort for High value/Crestor Leaner physicians
  • However, consistent with the incremental impact, digital promotion appears to be able to adequately supplement reductions in REP effort for Brand long tail HCPs and for physicians who have a higher affinity to branded drugs
  • Matched test physician set was too small for a meaningful impact assessment

Critical Success Factors

  • Identification of the right placement of digital channel within promo mix (incremental / supplemental, not substitutional) and focused targeting based on customer profiles (Incremental : 5000 Low value Dr.s & 2000 High Affinity to brand Dr.s)

    3AI Trending Articles

  • Is your Enterprise AI Ready: Strategic considerations for the CXOs

    Author: Sameer Dhanrajani, CEO at AIQRATE advisory & consulting | AI advisor, business builder | Author | Speaker |Columnist| President at 3AI | Ex-CSO: Fractal, Global Business Leader: Cognizant, Country Head: Fidelity National Financial At the enterprise level, AI assumes enormous power and potential , it can disrupt, innovate, enhance, and in many cases totally […]

  • Way to make object-recognition models perform better

    Adding a module that mimics part of the brain can prevent common errors made by computer vision models. Computer vision models known as convolutional neural networks can be trained to recognize objects nearly as accurately as humans do. However, these models have one significant flaw: Very small changes to an image, which would be nearly […]

  • Process Mining and Task Mining fuels Automation across the Enterprise

    Featured Article: Author: Prakash Narayanan, Head of RPA & Intelligent Automation, Cyient Every business is a collection of core processes. Processes are the foundational infrastructure and form the basic element of business operations. In 1911, Frederick Winslow Taylor became the first person to study and optimize workplace productivity. His monograph ‘The Principles of Scientific Management’ […]

  • Emerging role of Generative AI for Businesses

    Featured Article: Author: Rajan Gupta, VP & Head of Research & Analytics, Analyttica Datalab Artificial intelligence (AI) has revolutionized the way businesses operate, and Generative AI (GAI) is quickly becoming a hot topic in this field. Generative AI is the technology behind applications that can produce new content, such as images, sounds, and even text. […]