Empowering Rep Call Planning by Integrating Veeva Data Cloud insights into CRM

Background/Challenge/Objective:

Client was having difficulty supporting a rare disease brand used in late-line cases and aimed to provide the field with actionable insights directly within their workflow to support data-driven call planning and customer management. Client wanted to empower their field team with an entrepreneurial approach to HCP engagement and provide comprehensive data to enable them to build their own strategies.

Approach:

• Integrate and Manage Data: Leveraged Veeva Compass Prescriber projected claims data for a more complete understanding of this rare disease market. Compass Prescriber was integrated with client systems to create a single, unified source of truth for all relevant metrics.
• Reporting and Analytics: Built out business rules to identify HCPs of interest based on how they care for patients. Determined initial and future treatment patterns to create distinct HCP archetypes from Compass Patient and projected with Compass Prescriber to create simple, actionable scoring metrics.
• Deliver and Automate Insights: Leveraged the connectivity of Compass Prescriber with Veeva Vault CRM X-Pages (formerly Veeva CRM MyInsights) to display actionable insights and KPIs directly to the field team. This automated the daily delivery of up-to-date data, empowering reps to make data-driven decisions while removing the manual burden from the operations team.

Impact:

• Enabled Reps to Make Data-Driven Decisions: Contextualizing data and making it available to the field team, empowering them to track progress and make informed decisions.
• Scaled a Growing Sales Team: Successfully supported a massive increase in the sales force, growing from 42 to 136 reps over two years.

Top Differentiators/Benefits:

• More Complete Data for Rare Disease: Compass Patient’s multi-sourced network of open and closed claims offered strong coverage and visibility into client’s rare disease patient journey – which was then projected using Compass Prescriber.
• A Unified, End-to-End Solution with Veeva: The seamless integration of Veeva Compass products and Veeva CRM created a powerful and cohesive solution. This modular approach ensured that the entire tech stack worked together, providing a single source of truth for the field team.
• Automated Workflow: This solution replaced the client’s old methodology of using manual Excel workbooks, which suffered from data lag and required significant effort from the operations team. Insights are now dynamic, updated daily, and available in one location.