The Challenge
A mid-sized, growth-oriented biopharmaceutical company that develops ready-to-use therapies needed to optimize their sales resource allocation. The company sought to:
- Identify healthcare providers with a low chance of purchasing over different time horizons
- Analyze previous purchasing patterns and commonalities across multiple providers
- Build models that learn patterns more likely to be associated with future sales
- Identify providers less likely to make purchases, enabling more effective distribution of sales resources
The Solution
Aspect developed SmartFocus, a sales probability prediction model that identifies healthcare providers with low purchase likelihood across multiple time horizons, enabling strategic resource allocation.
Aspect’s data science team deployed a four-phase engagement approach over six months:
- Phase 1: Initial Data Discovery & Assessment – Gathered and consolidated historical prescribing patterns across the client’s national provider base.
- Phase 2: Model Design & Development – Analyzed commonalities across providers to identify indicators of purchase probability, examining prescribing history, specialty, practice patterns, and engagement responsiveness.
- Phase 3: Scenario Simulation & Insight Delivery – Tested predictions across different time horizons (30, 60, 90+ days) and validated probability scores against actual prescribing behavior.
- Phase 4: Training & Enablement – Equipped commercial teams with actionable probability scores integrated into territory planning and call routing systems.
The model learns patterns associated with future prescribing by analyzing previous behaviors, identifying providers unlikely to prescribe so resources can be strategically redirected.
Results
SmartFocus enabled the client to focus field efforts where they would make the biggest difference:
- Strategic resource distribution: Sales force efforts directed toward high-probability providers based on data-driven predictions
- Improved targeting accuracy: Field representatives spend time with prescribers most likely to adopt therapies
- Reduced wasted effort: Low-probability accounts identified early, allowing proactive strategy adjustments
- Data-driven territory planning: Coverage decisions based on prescriber potential rather than assumptions
Features & Benefits
- Multi-Horizon Prediction: Identifies low-probability providers across 30, 60, and 90+ day timeframes, enabling both tactical and strategic planning
- Pattern Learning: Discovers commonalities across provider characteristics that predict future prescribing likelihood
- Resource Optimization: Enables strategic allocation of sales force efforts, supporting growth objectives for a mid-sized organization
- Early Risk Identification: Flags accounts unlikely to convert, allowing sales leadership to adjust strategies and redirect resources proactively
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.