The number of reps in the United States has doubled from 50,000 to 100,000 in just four years—and the rising healthcare requirements of an aging population require physicians to see more patients in less time. This has caused physicians to reduce the time they are spending with reps—with the average detail lasting only 90 seconds and two out of three physicians refusing to see reps altogether.

As such, it is more important than ever to deliver the right information, at the appropriate time in a way that resonates. Providing reps with the tools they need to achieve this critical formula for success can maximize, and even extend, face time for more effective selling.

Real-time Message Optimization for Targeted Interactions
Delivering targeted, relevant and timely information to physicians is the hallmark of Closed Loop Marketing, and Proscape 6 ensures fully optimized messages are reaching physicians on 100% of sales calls. Before each detail, Proscape 6 reads the physician’s information directly from the SFA or CRM system, interprets the profile and recommends one or more appropriate presentations that a rep can easily select and launch. Additionally, feedback from the physician is collected during the presentation via interactive features, such as survey questions, screen utilization tracking and sample and order fulfillment. Then, the system uses this feedback to align messages to the physician’s preferences in real time for a more relevant interaction.

Multi-channel, Bi-directional Message Delivery for Greater Impact
Previously, Closed Loop Marketing has been associated with the Tablet PC. While this is an integral method of delivering the interactive details that enable Closed Loop Marketing, Proscape 6 is the only solution that adds new dimensions to message delivery with additional channels. Reps can deliver details on SmartPhones and physicians can go online at their convenience and learn on their own or with the assistance of a call center rep.

Ongoing Customer Insight to Continually Improve Marketing Strategies
Understanding the attitudes, beliefs and prescribing behavior of physicians is key to effective marketing. Proscape 6 enables companies to identify critical information from physician interactions and, during the content creation process, tag corresponding data collection points in the presentation. Data captured may include the marketing messages and materials used, length of time spent discussing specific materials and topics, and responses to direct survey questions. This data is transmitted back to headquarters and aggregated with other data sets for comprehensive, accurate and customizable reporting to help evaluate the success of various marketing tactics. The end result is meaningful customer insight that is used to further align marketing strategies to physician preferences for greater effectiveness.