Commercial Effectiveness

Case Study 10 -

Measured the effectiveness of the speaker bureau program for an immunology product

Business Problem

Client ran ~150 speaker bureau programs annually which were a large expense for the commercial team. Sales reps saw value in the speaker programs, but the value was not analyzed effectively.

ProcDNA’s Approach

Database Development

Developed a database working with the speaker bureau vendor to track performance and link it back to new patient starts

Quarterly Report

Developed a quarterly report to track speaker bureau performance (nation, region, district & territory).

Testing & Analysis

Analyze a 6-month ROI on speaker bureau performance using a test-control approach.

Client Impact

Success Strategy

Based on our recommendations the client established a national goal for ratio of prescribers to attend the SB, and speaker utilization was closely monitored and adjusted as DMs managed territory level variation in SB programs.