Understanding Indication Specific
Utilization with Projected Data

A global pharma company wanted to understand sub-national usage of a blockbuster IV infusion oncology therapy across >5 indications. The company sought a partner to better contextualize the opportunity and improve field planning and performance reporting. Veeva leveraged longitudinal patient claims data (Veeva Compass Patient) and projected patient claims data (Veeva Compass Prescriber) to uncover detailed insights of usage patterns by indication, indication-level product performance vs. competitors, and understand the true market landscape and patient opportunity

Approach:

• Develop Rules and Endpoints: Aligned on indication specific patient cohort definitions and qualification criteria, and identified key business endpoints to guide analysis
• Construct Patient Cohorts in Compass Patient: Applied business rules to Compass Patient data to construct patient cohorts across the indications
• Allocate to Projected Data: Optimized the allocation algorithm (Bayesian Model) to leverage insights from Compass Patient to project indication onto the Compass Prescriber data at an HCP / HCO level across indications
• Determine Indication Level Projections: Outputs included Indication level breakouts for the client’s product and competitors at the HCP, HCO and Zip level

Impact:

• Enhanced Field Planning & Performance Reporting: Better contextualization of market opportunities and improved effectiveness of field planning and sales performance reporting
• Projections for Non-Retail Products: New visibility into market behavior and trends at the prescriber level for a product which projections previously did not exist given non-retail status of company’s product and competitive products
• Improved Market Analysis and Visibility: The ability to accurately understand and analyze market share across each specific indication for the product and competitive market basket, providing a competitive advantage

Top Differentiators/Benefits:

• Retail + Non-Retail: for the first time, customer had a complete view of the market projections in a competitive landscape that included retail and non-retail products through Compass Prescriber
• Unlimited Access: allowed the team to better understand prescriber patient population and prescribing behavior for improved accuracy of allocation models
• Speed: Veeva’s proprietary data and standard projection and allocation methodologies enable rapid deployment of analyses, allowing clients to act with speed and agility