Marketing Continuity During COVID-19: Enabling Remote Rep-HCP Interaction

Situation

 

The COVID-19 outbreak has sharply restricted sales rep access to HCP offices. Most pharma and biotech companies have already standardized on Veeva Commercial Cloud as the foundational partner that enables (among other things) HCP-rep interactions. This POV provides a brief overview of existing Veeva capabilities that clients should lean on more heavily in this new environment.

FCB Health has deep expertise on creating and deploying content using Veeva Commercial Cloud, and we stand ready to support clients who want to ramp up their efforts in this area. 

Veeva Engage Meetings

 

How does it work?

  • Reps invite HCPs to meeting via link in an approved email, then conduct detail via video chat or phone for audio
  • Interactions are captured and integrated into Veeva reporting  to provide data for future call planning

 

Why should I consider it? 

  •  Compliant video detail solution that yields sales calls with an average  duration of 14.5 minutes. Can be used by traditional reps or inside sales 

Veeva Engage For Portals 

 

How does it work?

  • Reps send HCPs a Veeva Approved email with a link to content customized for the specific HCP
  • HCPs access links and explore online material at their own pace
  • Rep gets a record of the content the HCP has reviewed, which can be used to customize future call planning

 

Why should I consider it? 

  • Effective, compliant way for sales reps to extend relationships with HCPs between or even instead of sales calls 

 

 

Veeva Approved Emails (Rep-Triggered Emails)

 

How does it work?

  • Rep can set up and send MLR approved emails from phone or iPad
  • Dashboard shows emails sent, and open and click rates

 

Why should I consider it?

  • Effective, compliant way for sales reps to extend relationships with HCPs between or even instead of sales calls 

 

 

Veeva Suggestions

 

Aktana Veeva Suggestions

AI-driven Pre-call Planning Efficiencies

  • Key insights from multiple data sources in one unified view
  • Allows reps to quickly digest relevant information from each resource
  • Easily identifies the most valuable information for each HCP

 

How does it work?

  • Reduces the amount of time spent collecting and analyzing data
  • Aktana AI provides the most value to those who might not know what data to look for, where to find it, or how to interpret it

 

Why should I consider it?

  • By modeling the natural decision-making process of your most seasoned team members, Aktana helps less-experienced reps cultivate the skills they need to build  consistency and expertise

 

 

DMD AIM (Audience Identity Manager) Precision HCP Targeting

 

  • Reaches more than 90% of physicians, 75% of NPs/PAs, and  400k nurses
  • Targets by specialty, prescribing data, claims, data and more
  • Analyzes physician-level website data reported by AIM for  real-time insights into specific audiences

 

How does it work?

  • DMD’s AIM reports real-time data about your website visitors, without requiring a login
  • Know the name, NPI number, specialty, and geographic location of all tagged HCPs who visit your site

 

Why should I consider it?

  • Use this physician-level data to create website content that meets the current needs of specific groups of visitors
  • Connect AIM website data to the HCP profiles in your email  database to uncover new insights and hone future  email campaigns

 

Please contact your account leads or ross.quinn@fcb.com if you have any questions or would like to discuss any of the above.