Case Studies

Putting The 'Smart' In Smart Deployment

The solution:

• Mitigated risk by assembling an outsourced, specialty chronic kidney disease sales force with a build-to-hire option.
• Recruited, hired, and trained 50 experienced, high-performance specialty sales representatives.
• Flawlessly executed Publicis Strategic Solutions Group's Educate/Motivate/Differentiate strategy.
• Accelerated the impact of the primary care physician expansion with Publicis Selling Solutions Passport to Success recognition program.
• Educated primary care physicians in the pilot territories on chronic kidney disease, National Kidney Foundation Guidelines, and screening tools.
• Gained a commitment from primary care physicians for early intervention with the client's product.

Recorded diagnoses increased to 44% in the pilot territory vs. 20% in the control, pre-expansion group. Recorded treatments increased to 46% in the pilot territory vs. 26% in the control group.

Annualized cost for the client's pilot initiative with 50 PSS specialty representatives was only $7.5 million, just 20% of the annualized cost of the competitor's budget of $37.5 million for its full deployment of 250 sales reps.

The client determined that the proof of concept was viable for 24 territories in key metropolitan areas. The biotech company employed a regionally targeted expansion to these metro areas-and hired 24 PSS specialist representatives for the effort.

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