---
title: "Know Your Customer, Session 1: The ABCs of IDNs – Systems of Care Case Study"
description: ""
url: "https://pmsa.org/webinars/webinar-archive/item/know-your-customer-session-1-the-abcs-of-idns-systems-of-care-case-study?category_id=20"
date: "2026-06-14T21:27:58+00:00"
language: "en-GB"
---

#  Know Your Customer, Session 1: The ABCs of IDNs – Systems of Care Case Study

### Description

Today’s health care landscape is comprised of highly complex, layered Integrated Delivery Networks (IDNs), which has led many life sciences organizations to shift toward account-based sales models. In this webinar, participants will:

Explore how the powerful combination of claims intelligence and provider demographic, affiliation and relationship data can help simplify and clarify markets made up of complex IDNs.

Hear a case study of how a major pharmaceutical company gained visibility into complex IDNs for a specialized market, resulting from promising capabilities that represent the future of life sciences market penetration strategies.

Presenters:

- Don DeStefano and Kelly Sborlini, LexisNexis Health Care

### Sponsored by:

LexisNexis

### Back to:

[Webinars](https://pmsa.org/webinars/webinar-archive) | [LexisNexis](https://pmsa.org/webinars/webinar-archive/category/lexisnexis)

## Schema

```json
{
    "@context": "https://schema.org",
    "@type": "BreadcrumbList",
    "itemListElement": [
        {
            "@type": "ListItem",
            "position": 1,
            "name": "Home",
            "item": "https://pmsa.org"
        },
        {
            "@type": "ListItem",
            "position": 2,
            "name": "Webinar Archive",
            "item": "https://pmsa.org/webinars/webinar-archive"
        },
        {
            "@type": "ListItem",
            "position": 3,
            "name": "LexisNexis",
            "item": "https://pmsa.org/webinars/webinar-archive/category/lexisnexis"
        },
        {
            "@type": "ListItem",
            "position": 4,
            "name": "Know Your Customer, Session 1: The ABCs of IDNs – Systems of Care Case Study",
            "item": "https://pmsa.org/webinars/webinar-archive/item/know-your-customer-session-1-the-abcs-of-idns-systems-of-care-case-study"
        }
    ]
}
```

```json
{
    "@context": "https://schema.org",
    "@type": "Article",
    "mainEntityOfPage": {
        "@type": "WebPage",
        "@id": "https://pmsa.org/webinars/webinar-archive/item/know-your-customer-session-1-the-abcs-of-idns-systems-of-care-case-study"
    },
    "headline": "Know Your Customer, Session 1: The ABCs of IDNs – Systems of Care Case Study",
    "description": "Today’s health care landscape is comprised of highly complex, layered Integrated Delivery Networks (IDNs), which has led many life sciences organizations to shift toward account-based sales models. In this webinar, participants will: Explore how the powerful combination of claims intelligence and provider demographic, affiliation and relationship data can help simplify and clarify markets made up of complex IDNs. Hear a case study of how a major pharmaceutical company gained visibility into complex IDNs for a specialized market, resulting from promising capabilities that represent the future of life sciences market penetration strategies. Presenters: Don DeStefano and Kelly Sborlini, LexisNexis Health Care",
    "image": {
        "@type": "ImageObject",
        "url": "https://pmsa.org/_resources/images/zoo/webinars/2017/05-03-17-Know.jpg"
    },
    "publisher": {
        "@type": "Organization",
        "name": "Pharmaceutical Management Science Association",
        "logo": {
            "@type": "ImageObject",
            "url": "https://pmsa.org//images/gsd.png"
        }
    },
    "author": {
        "@type": "Person",
        "name": "Paul Scarnegie",
        "url": "https://pmsa.org/webinars/webinar-archive/item/know-your-customer-session-1-the-abcs-of-idns-systems-of-care-case-study?category_id=20"
    },
    "datePublished": "2017-05-03T00:00:00+00:00",
    "dateCreated": "2017-05-03T00:00:00+00:00",
    "dateModified": "2025-10-27T13:36:51+00:00"
}
```