Improving Targeting and Call Plans with Inclusion of Managed Care and Health System Considerations


In order for pharmaceutical companies to achieve favorite formulary position, they are providing more discounts and rebates to payers. In addition, the key account management (KAM) team is also investing significant effort with HS/IDNs for influencing treatment guidelines. Manufacturers must consider the influence of payers and providers on treatment decisions and reconfigure their strategy and operations. The objective of this webinar session is to provide an overview of the HCP scoring and segmentation approach based on payer and IDN influence, and how HCP scoring can be leveraged to optimize call plans.


  • Rakeshkumar Shingala, Associate Director, Axtria
  • Anuj Sheoran, Senior Manager, Axtria

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