A French multinational pharmaceutical company used an inflexible and unscalable legacy MDM solution to manage their healthcare provider (HCP) and healthcare account (HCA) data. As a result, they had incomplete understanding of their customers leading to derailed go-to-market plans and delayed product launches. They needed an enterprise-wide MDM implementation to support their US commercial sales operations and multi-channel digital marketing for growth.
Reltio Cloud was used to deploy a HCP 360, HCA 360, KOL 360, Payer 360, and Location 360. It helped them completely restructure their account master by leveraging the power of affiliations and the organized customer groups (HCPs, HCAs, integrated delivery networks (IDNs), key opinion leaders (KOLs), and Payers). Customer 360 built on top of the Self-learning Data Platform supported them with account-centric field operations, personalized engagement, compliance initiatives, and ingesting non-traditional data sources.
They witnessed 80% drop in ‘new physician add requests’ saving significant time for the field sales reps. With Reltio’s agile data model and speed to value, they could consolidate 16M+ affiliations and 12M+ locations from 77+ systems in less than 26 weeks.
“We wanted to bring in new data sources quickly and easily. Our old customer master would not allow us to do that. We are talking like $0.5 million in 9 months to bring in a new data source. That’s not going to work.”
