A 4 minute read
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May 3, 2020

For clients working in the biotechnology and pharmaceutical spaces, there are unique legal and clinical barriers to overcome before bringing a therapy to market. Whether a biotech or pharma firm is in the research, clinical trial, or go-to-market stages of development, their teams can find the data they need most in the Definitive platform.

To give you insight into common tasks executed by your peers and competitors, we’ve compiled a list of the data most commonly pulled by Definitive Healthcare clients in the pharma and biotech markets. 

1. Patient populations by region

For our clients, sizing their market starts with finding treatment-ready patients. Our biotech and pharma clients create sales territories and narrow patient cohorts by focusing on specific geographies, like the Northeast or the West Coast.

Some other ways Definitive clients segment their markets include by CBSA (core-based statistical area) and by state. CBSA is the region surrounding a specified metropolitan area. They are smaller and more specific than narrowing by state, but more comprehensive than narrowing patients by county.

2. Affiliations and relationships

Understanding hospital and facility relationships can help our clients track patient flow and identify where there may be network leakage—and, therefore, revenue loss.

Pharma and Biotech clients find particular use for system-level integration data. Knowing whether an integrated delivery network (IDN) is vertically or horizontally integrated can inform sales strategies and enables discovery of decision-makers within an organization.

Vertically integrated health systems include facilities that offer a full range of healthcare services, from preventative and family care to post-acute care. This makes them valuable for pharmaceutical or biotech firms that have developed treatments that can be applied to a wide range of patients.

Horizontally integrated systems generally include facilities that operate in similar spaces, i.e. physician groups. These would be valuable for firms with treatments that apply to specific patient cohorts, like those receiving post-operative care.

3. Centers of Excellence

A center of excellence is a care facility where patients return for treatment and primary care—which is often distinct from the initial place of diagnosis or treatment. This facility is an epicenter of care provision and is where clients can often find a physician influencer, key opinion leader, or other specialist.

Whether a care facility is a center of excellence varies from one firm to another. A pharmaceutical company developing a seasonal flu vaccine would be targeting very different care centers than a firm developing a new treatment for Parkinson’s Disease.

4. Key opinion leaders at hospitals and PGs

Key opinion leaders (KOLs) are physicians and healthcare researchers that have specialized experience in one or more clinical areas and are influential within the medical community. These experts are often approached by pharmaceutical and biotechnology firms to offer insight during various phases of drug or therapeutic development.

Some of the most critical feedback key opinion leaders can offer is often during the clinical trial and go-to-market phases of development. KOLs can act as consultants on how to best position a drug or therapy within the market, as well as publish articles about its effectiveness.

Not all key opinion leaders will be tagged as such in a database or intelligence platform. Depending on the need of the client, an ideal influencer might be a physician leader, high-volume physician, high-referring physician, or a published clinician or researcher.

5. Executive and physician contacts

Once a firm has developed a therapy, they need to find the decision-makers to buy it. Our clients have access to the names, titles, and contact information for physician leaders, department heads, and executives—making it that much easier to close a deal.

Often, when approaching a sales conversation, our biotechnology and pharmaceutical clients start by pinpointing the physicians treating their patient cohorts. Leveraging a tool like PatientFinder enables these firms to first define their target patient populations, then identify the physicians treating them.

After a client finds a physician champion, it’s easy to identify where they work and, by extension, who the final decision-makers are in their organization. The executives clients target could be the Head of Oncology or the CFO of a hospital. Regardless of which titles our clients need, they have access to the right information.

6. Diagnosis and procedure volume

How can clients find patient cohorts without diagnosis and procedure patterns? Searching the right combination of primary and secondary diagnoses—or diagnoses and comorbidities—can be the easiest way to find treatment-ready patients in their target regions.

Clients use our medical claims database to find the hospitals and care facilities diagnosing and treating the highest volumes of patients that would benefit most from their therapies. These insights date back to 2016, so clients can analyze how patient cohorts and interventions have changed over time.

Learn More

Are you looking for more information on how your business can leverage these essential insights? Contact us today to start your free trial and access healthcare industry intelligence and analytics, including:

  • Drug density and prescribing frequency
  • Referral patterns and facility networks
  • Medicare and all-payer medical claims

ABOUT THE AUTHOR

Alanna Moriarty

Alanna Moriarty is a healthcare industry writer and content strategist. As the Content Marketing Manager for Definitive Healthcare, she most enjoys connecting the dots between data and care delivery. ...


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