.........................RiddleA Pharma Marketing Riddle & Solution

Q: When is 9 greater than 9?

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Riddle

Stumped?Think market share…

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Riddle

A: When reps leverage the most influential doctors of Decile 9 to generate greater market share.

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How?

Learn 2 tactics - that your reps aren’t using now - to help solve this riddle in your prescriber population.

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LocationWould you rather target a physician with many connections or a physician with fewer ties?

vs.

Tactic #1:

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LocationCompare these two physicians by looking at their network of connections. Which one would you rather call on?

Physician A, in a central location with many connections

Physician B, on the periphery with few connections

Tactic #1:

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LocationNow, compare these two physicians by looking at their network of connections. Which one would you rather call on? Physician A, in a bridge position with

connections to other networks

Physician B, on the periphery with no connections to other networks

Tactic #1:

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Location

How does this result in greater market share?

Although both physicians are in Decile 9, Physician A’s center and bridge positions have the ability to accelerate the spread of behaviors throughout networks of prescribers.

By first converting physicians in these influential positions, you will reach more prescribers through their network of connections than you would by targeting a less connected physician.

Tactic #1:

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ValueValue. It doesn’t only matter HOW MANY connections a physician has. WHO they are matters too. Would you rather target physicians with many high-volume connections or few high-volume connections?

OR

Tactic #2:

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ValueCompare these two physicians and the value of their first degree ties. Which one would you rather call on?

Green indicates other top-tier physicians.

Physician A, with many 1st degree ties to other high prescribers

Physician B, with one 1st degree ties to a high prescriber

Tactic #2:

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ValueCompare these two physicians and the value of their 2nd and 3rd degree ties.Which one would you rather call on?

Physician A, with many strong 2nd and 3rd degree ties to other high prescribers

Physician B, with few 2nd and 3rd degree ties to other high prescribers

Tactic #2:

Green indicates other top-tier physicians.

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ValueTactic #2:

How does this result in greater market share?

Although both physicians are in Decile 9, Physician A has stronger 1st , 2nd and 3rd degree connections to other high-volume prescribers.

By prioritizing your targeting on Physician A, you can optimize productivity. Converting Physician A’s behavior will create a multiplier effect through connected physicians and accelerate market share growth.

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Riddle: How do you get the most market share out of Decile 9 and other high volume prescribers?

Solution: Prioritize prescribers based on their location in their network and the value of their connections for accelerated results.

“Social networks have value precisely because they can help us to achieve what we could not achieve on our own.”- Nicholas Christakis, MD, PhD

Solution.........................

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Activate Networks can reveal the true influence of relationships within your prescriber population.

Through groundbreaking social science research, we can:

Map and analyze connections and social networks of all providers within a community

Quantify the influence of each provider using Activate Networks’ Influence Index™

Identify and rank Physicians in “Communities of Practice,” or clusters of providers who naturally share patients or practice patterns

Deliver highly customized, targeted reports and easy-to-use online tools to best act on the insights generated

Stumped?.........................

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Contact

Steven WardellVP Marketingswardell@activatenetworks.net

If you’re interested in how Activate Networks

can help drive market share in your prescriber population,

visit our website or contact me directly.

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