The Challenge
A mid-sized, growth-oriented biopharmaceutical company develops ready-to-use therapies. With a mission to simplify treatment experiences and make a difference in patients’ lives, the company needed to better understand their sales force effectiveness:
- Identify which sequences of sales rep to customer interactions most strongly correlate with generating new sales
- Analyze historical interaction data combined with sales data to uncover patterns
- Determine which interaction sequences lead to successful new sales
- Provide sales representatives with recommended next best actions based on current customer engagement state
The Solution
Aspect developed RepSense, a predictive analytics solution that identifies which sequences of sales representative interactions most strongly correlate with generating new prescriptions.
Aspect’s industry-experienced data science team employed a proven four-phase approach over a six-month engagement:
- Phase 1: Initial Data Discovery & Assessment – Analyzed historical sales rep interaction data combined with prescription data across the client’s national territory structure.
- Phase 2: Analysis and Behavioral Insight – Identified patterns and commonalities across successful provider engagements, examining interaction types, timing, and frequency.
- Phase 3: Predictive Modeling & Machine Learning – Built models utilizing advanced algorithms to uncover the top interaction sequences leading to prescribing behavior.
- Phase 4: Deep Learning & Interaction Recommendations – Developed a “next best action” engine that provides real-time recommendations based on each provider’s current engagement state.
Results
RepSense transformed the client’s sales approach by providing:
- Data-driven recommendations: Field representatives now receive specific “next best action” guidance tailored to each provider’s engagement history
- Optimized call sequencing: Sales teams focus efforts on interaction patterns proven to drive therapy adoption
- Higher targeting accuracy: Resources directed toward high-probability engagement sequences
- Strategic visibility: Leadership gained clear insights into which call strategies work and which don’t
Features & Benefits
- Predictive Pattern Recognition: Analyzes historical interactions to identify sequences most strongly associated with successful prescribing
- Next Best Action Engine: Provides real-time, provider-specific recommendations based on current engagement state and proven success patterns
- Integration-Ready Analytics: Supports CRM systems, call planning platforms, and sales alignment tools used by the field force
- Resource Optimization: Focuses sales efforts on high-probability sequences, improving ROI and supporting the company’s growth objectives
Aspect has delivered multiple predictive analytics solutions for this growing specialty pharma client, demonstrating our ability to scale across their evolving needs.
Learn more about how predictive analytics can optimize your sales force effectiveness – Contact us.