Equipping a Sales Force to Identify Customers

• US 20150088610A1
• Filed: 09/24/2013
• Published: 03/26/2015
• Est. Priority Date: 09/24/2013
• Status: Abandoned Application

• Current Assignee: IQVIA, Inc. (IQVIA Holdings, Inc.)
• Original Assignee: IMS Health Incorporated (IQVIA Holdings, Inc.)
• Inventors: Bayles, Christopher R., Connery, Glenn, DeWitt, Steven L.
• Application Number:
  US14/034,911
• Publication Number:
  US 20150088610A1
• Time in Patent Office: Days
• US Class Current: 705/7.34
• CPC Class Codes: G06Q 30/0205 Location or geographical consideration

Abstract

The disclosure generally describes computer-implemented methods, software, and systems for identifying a preferred next best customer for pharmaceutical sales representatives to contact to promote a pharmaceutical product. A customer can be defined as any health care practitioner, health care facility, health care hospital system, or health care plan.

Claims

1. A computer-implemented method comprising:

identifying an opportunity to contact a customer to promote a pharmaceutical product;

accessing customer dynamics data, wherein the customer dynamics data is descriptive in part of the customer prescribing, purchasing, or reimbursement behavior for the pharmaceutical;

accessing geographical location data;

generating a methodologically-produced customer score based on the customer dynamics data and the geographical location data; and

identifying one or more customers to contact based on the customer score.

2. The computer-implemented method of claim 1 wherein generating a customer score based on the customer dynamics data and the geographical location data comprises generating a customer score based on a weighted average of one or more factors of the customer dynamics data.

3. The computer-implemented method of claim 1 wherein identifying an opportunity to contact a customer comprises identifying an absence of an appointment in a schedule.

4. The computer-implemented method of claim 1 wherein generating a customer score based on the customer dynamics data and the geographical location data comprises generating a customer score by weighing a relative importance of the customer dynamics data and the geographical location data.

5. The computer-implemented method of claim 1 wherein accessing geographical location data comprises accessing the geographical location of one or more customers.

6. The computer-implemented method of claim 1 wherein generating one or more customers to contact based on the customer score comprises generating a ranked list of scored customers.