Digital Transformation

Context: a major top 10 Pharma company, needed a digital approach to connect with HCPs in a new modern way.
Objective: From sales to partnership with HCPs

4 Steps:
Sprint
Positioning
Validation
Build & Launch

Sprint 

Get a clear view of the problem
Sketch solutions separately
Choose and develop the best
Build your prototypetest with customers

Positioning

Run a deep-dive research in the industry and comparable industries
Fine-tuning of the solution direction based on validated customer problems
Development of concept in terms of content, target audiences, technologies, business models, competition, brand positioning & storytelling

Validation

Validate the solution through multiple experiments with real customers and online & offline campaigns.

Build & Launch

Build a first minimal version of the product
Generation of the traction and growth of the customer base

Strategy:

Develop together with the customer a strategy focused on the biggest challenge of the team:

get more digital touchpoints with HCP’s

Validate the customer journey: where are they?

Are they on the dedicated Pharma platform? Which touchpoints to they touch?

Optimize

Optimize the pathways of the journey of the targeted physician

Develop

Develop dedicated content for the targeted HCP

Validate

Validate the content together with the HCPs and sales reps

Develop in CRM

Develop a closed loop marketing approach for sales and marketing

in the CRM system

Train

Train sales representatives to get information from the HCP:

how to create a partnership

Develop in CRM

Develop a closed loop marketing approach for sales and marketing

in the CRM system

Train

Challenge the journey with a growth marketing approach

where we find new smart ways to connect more effective with the target audience

RESULTS

  • Teams digital ready

 

  • Sales and Marketing working together in creating new validated content
45
MORE FEEDBACK FROM TARGET GROUP
100
MORE DIGITAL
 

Artie Debidien - Directeur NIBC IT

“MakeSense hielp ons geweldig om een sterke doelgerichte campagne neer te zetten op een compleet vernieuwende manier. We zijn als IT afdeling niet alleen innovatief maar kunnen toekomstige werknemers laten zien wat het betekent om echt impact te maken bij onze bank.”

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