How Drug Manufacturers Can Evolve their Provider Engagement Model to Drive Brand Performance

6-Company News

Evolving healthcare provider (HCP) needs and expectations have disrupted conventional customer engagement methods. The traditional reach and frequency model that had long been successful for pharma companies no longer delivers on brand goals.

Several factors are driving this change. The transition to value-based payment models and growing emphasis on technological solutions have drastically altered workflows within healthcare practices. This shift is further compounded by health insurer-driven drug utilization management policies, such as prior authorization (PA) and step therapy. These requirements have introduced additional administrative burdens that impact patient care and contribute to HCP frustration and burnout.

These changes, paired with staff shortages, constrain medical practice workflows and have significant implications for commercializing branded retail and specialty-lite therapies. As HCPs navigate these hurdles, there’s a risk that they may seek alternative therapies if they perceive difficulties in securing patient access to recommended treatments. In fact, one study found that more than 8 out of 10 providers avoid prescribing certain medications over half the time due to utilization management requirements.

The bottom line is that today’s healthcare providers want more personalized, omnichannel interactions tailored to the needs of their entire practice in order to help them improve patient outcomes. To drive brand performance more effectively, life science brands should consider the following three approaches:  

1) Consider a digital hub to engage HCPs across the prescription journey 

Providers expect life science companies to offer omnichannel solutions that lighten their workloads and assist them in meeting their patient’s needs. In one survey,  2 out of 3 physicians shared that they want more information about patient support from sales reps. Another survey found that about 60% of HCPs consider digital tools from pharmaceutical manufacturers important to support patient education, provide physician support, and manage patient care.

These expectations represent a significant opportunity to build trusted relationships with HCPs by providing tools across various channels to facilitate patient access to therapy. A digital hub that integrates seamlessly into the prescriber’s workflow, modernizes the patient access experience, and helps patients get started on prescribed therapy quickly and affordably goes a long way toward engaging HCPs in the prescription journey for your brand.  

Your field team will be instrumental in driving scripts through the digital hub. That’s why optimizing the field team by educating them on how the digital hub facilitates success and benefits them and their customers while incentivizing them to promote hub engagement is crucial. 

2) Equip your field team to deliver more value in every interaction 

Studies show that 89% of HCPs prefer personalized interactions with pharmaceutical companies. By tailoring information to address the specific needs of each healthcare stakeholder, field reps can position themselves as strategic partners in their customer’s decision-making process, bringing more value to every interaction. 

Equipping your field team with data is essential to making this happen. Here are two examples: 

  • A PA has stalled due to missing data on a form. With the right data available from the brand’s digital hub, the field team steps in and assists the provider before frustration sets in, expediting the patient’s access to the branded retail therapy. 

  • Each insurance company has its own coverage criteria for retail and specialty-lite brands, which often differ between plans within a specific payer, and the coverage rules are also subject to change at various times – a significant source of frustration for HCPs. Field reps can alleviate this by sharing data from the digital hub about how payers respond to your brand. 

3) Employ dynamic segmentation for more meaningful engagement 

Life science manufacturers can use dynamic segmentation to engage more effectively with healthcare offices by leveraging data analytics and predictive modeling to continuously adapt their engagement strategies based on real-time insights into practice behaviors and preferences. 

This data-driven approach makes interactions with HCPs more meaningful and impactful, which can drive sales growth. However, most target lists are static and outdated. According to an IQVIA analysis, target lists are typically updated every 12 to 36 months even though up to 40% of HCPs change segments within six months. This lag can translate to lost engagement and sales opportunities.  

For retail and specialty-lite brands, real-time insight into how often and which providers are taking action to secure coverage such as PAs, appeals, and exceptions, is essential to identifying target lists and helping field teams take strategic steps to engage more effectively with practices. 

Optimize brand performance with a strategic partner

Empower your marketing and sales teams to evolve their HCP engagement models to deliver more value with every customer interaction, engage more HCPs in the prescription journey, and employ more effective targeting strategies. To accomplish these goals, consider an integrated digital hub that offers retail and specialty-lite therapies a modern, alternative channel solution.

The PhilRx Digital Hub seamlessly blends technology with proactive engagement to streamline the entire access journey for patients and HCPs. With comprehensive visibility into the drug channel, we equip commercial and access teams with tools, actionable insights, and real-time data to optimize brand performance. 

Request a demo to learn how to optimize provider engagement, field team enablement, and patient outcomes with PhilRx.

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