CASE STUDY

Rare disease company needing help finding patients and increasing reach

• Very low disease awareness – patients commonly misdiagnosed
• Relatively small sales force
• Very large potential target list despite rarity of disease (multiple specialties could see these patients)
• COVID-19 access restrictions

• Pilot program began with 4 Tele-Sales Representatives working with 5 field districts to generate awareness of this disease and help identify potential patients
• Offices with potential patients or interest in learning more would be passed on to the sales force immediately following the call
• The program elements included tele-detailing and email

The early results of the program encouraged the client to expand and extend the program, adding two additional Tele-Sales Representatives to the program and adding 8 months to the length of the program. The Tele-Sales team was able to generate opportunities in just under 1,000 offices over a 12-month period, (the majority of which were previously unknown to the sales force) and these leads were able to generate 10 start up forms.