Managed Care Account Analytics

When a top-5 Pharma company was restructuring their managed care sales force, they also decided to refine their managed care strategy. As they were reviewing this strategy, a number of questions, as well as conflicting theories, about how managed care accounts work began complicating strategy definition. This company turned to Everest to help navigate the data in order to find the best strategy to move forward.

In order to get a better understanding of the customer’s data, Everest analyzed hundreds of accounts and products in dozens of markets, all over a 5-year window of data. During our analysis, we performed advanced data mining on a custom data warehouse of account sales and tier change observations. We were also able to perform iterative data transformations; correlation and regression models; segmentation models; decision trees; neural networks; and clustering algorithms – all of which allowed us to see exactly how the data was acting.

Our analysis provided the customer with a wealth of information that they were able to use to help shape their managed care strategy. First, the customer was able to define influential accounts that drove business regionally. Additionally, the customer gained account insights to either prove or disprove long-held theories. These insights allowed for a more efficient deployment of resources to focus on influential accounts.

Technologies used: SQL Server Analysis Services (SSAS), SQL Server 2008, SQL Server Integration Services (SSIS), Data Mining, SQL Server Reporting Services (SSRS), Tableau, SPSS

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