De-identified Medical Claims Data can Inform Healthcare Provider Targeting

Boost Sales with De-identified Medical Claims Data 

As 2024 draws to a close, it's time to finalize your health care provider (HCP) outreach strategy for the year ahead. For pharmaceutical and medical device companies, proper sales planning is a critical driver of growth. One of the most powerful resources at your disposal is updated and de-identified medical claims data – an essential tool for optimizing HCP targeting and boosting sales.

Pinpoint high-value HCPs with data-driven precision

De-identified medical claims data goes far beyond traditional sales reports or prescription data. It offers a more expansive view of your marketplace, enabling you to identify high-value physicians and organizations that align with your product’s market. You can quantify physician volumes, locations where they see or treat their patients, and procedures performed. The data not only highlights key decision-makers but also reveals patterns that exist from practitioner-to-practitioner and practitioner-to-facility. 

Leverage de-identified medical claims data to: 

• Evaluate your sales territory alignment
• Determine market segmentation
• Forecast based on competitor performance
• Target high-value physicians and facilities 

By leveraging these insights, you can not only refine your sales strategy but also help maximize your reach in the most lucrative market segments. 

Answer critical questions with claims data 

Every life sciences company wants their therapy or device to be a physician’s first choice. Any advantage you get can make significant difference in your revenue. De-identified medical claims data gives you an edge by providing valuable insights not available through traditional data, answering critical questions such as:

• WHO is providing care in your therapy area?

  Identify the providers in your market who are treating patients and the volume of patients they’re seeing. See their patients’ diagnoses and what type of treatments those providers are performing. With de-identified medical claims data, you can pinpoint specific patient populations and prioritize outreach to those providers most likely to drive sales.

• WHERE are those providers treating patients?

  With sales calls to primary care physicians costing between $178 and $210, and to specialists ranging from $267 to $285, the cost of in-person visits adds up quickly.¹ You can’t afford to have your sales reps waste time visiting physicians who aren’t seeing patients in your target market.
  
  You also don’t want them stopping by practices when the provider isn’t there. Many physicians split their time between practice locations or conduct telemedicine visits offsite. You want to know where these practitioners spend the majority of their time so you have the best chance of a productive, face-to-face meeting. 

• WHEN are they providing care?

  The ideal time to influence a treatment decision is before it’s made. Claims data, which can be paired with real-time alerts, can tell you about newly diagnosed patients seeking care. Early notice allows action in the crucial window of opportunity between diagnosis and treatment. Just one such opportunity could be worth millions in future sales. 

• HOW are patients being shared?

  De-identified medical claims data can show affiliations among and between physicians and facilities. It can quantify the volume of shared patients between physicians for a given service line or specific set of medical billing codes. Specialists, surgeons and even hospital systems may all be key players in patient care decisions, making them good targets for outreach. 

• WHICH providers refer patients to your targets?

  De-identified medical claims data can help you identify referral patterns to better understand which specialties are referring patients to your targets. Uncovering referral relationships between providers can also reveal additional decision-makers and key opinion leaders (KOLs) who influence treatment decisions and might otherwise be overlooked. 

Plan smarter for 2025 with actionable insights from de-identified medical claims data

Relying solely on internal data limits your perspective. Incorporating an external data source can provide fresh insights and a more comprehensive understanding of the market that makes accurate planning for the future easier. 

When selecting an external data provider, be sure they offer:

• Access to real-time comprehensive data on billions of medical claims 
• Insights into practitioner relationships, physician connections and referral patterns 
• The ability to project future trends based on concrete data to help guide sales strategies
• Tools for filtering to pinpoint your treatment areas

Begin planning now for 2025. In the fiercely competitive life sciences industry, reaching the right physician at the right time with the right message is critical to your success. Reliable, actionable market intelligence found in de-identified medical claims data is key to help guide your sales strategies.

What can de-identified medical claims data do for your organization? Check out our webinar below. Or request a Counts Report on the Contact Us form to see how much data we have in your therapy area. 

¹ https://www.bluenovius.com/multichannel/pharma-marketing-sales-reps/