Network Analysis

Situation: One of the global leaders in the pharmaceutical sector developed a new drug for a special indication area. The disease appears for the first time during infancy or juvenile age and can persist lifelong. Approval of the pharmaceutical was imminent. Target group are child psychiatrists. 
Challenge: At the moment of approval the company possesses experience neither in this indication nor with this target group. The newly formed sales force is to visit the prescribers as soon as possible, to introduce and to inform about the product to achieve market penetration as soon as possible. To achieve initial market entry and support sales and distribution it is essential to identify the network of paediatrician and child psychiatrists in Germany. Additionally, questions about early and late adopters have to be asked as well as investigating the number of inflicted patients.
Solution: MEDITEL uses KOL.select and a market survey to analyse the networks within the target group. Further important potential data e.g. Early or Late Adopters or the number of patients in the indication area is collected. The questions are formulated together with the client and the project is accomplished in two steps:
1. step: Determination of the physician networks via questionnaire (mailing) within the complete target group
2. step: Additional phone interviews to increase the response within a defined target group
Result: The client receives reliable information about its target group and thus about potential prescribers. By means of identified multipliers and potential data the sales force can systematically prepare its visits to the potential prescribers. Thus a fast and systematic market penetration of the newly approved product is achieved. The obtained data can be used for the planning and the execution of regional or national events. The Key Opinion Leader (KOL) will then be closely bonded to the company via various activities. This gives the client a significant head start over his competitors and allows him to systematically plan and implement his marketing and sales activities.