Professional Documents
Culture Documents
October 2013
Contents
Introduction 3 Moving from static to dynamic 4 Creating a dynamic messaging program 5 Optimizing measurements and results 8 Epsilon recommendations 9 Conclusion 9 Epsilon solutions 10 Our approach 10
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Introduction
The job of the Healthcare Professional (HCP) has changed drastically since the days when the general practitioner treated the medical issues of an entire family.
An increase in insurance paperwork and other administrative requirements, heavier patient caseloads due to payer requirements, and an inux of communications via multiple channels have placed signicant constraints on HCPs time and have complicated your ability to capture their attention, let alone effectively market to them. While face-time via sales representatives continues to be the most impactful driver of the HCP relationship, incorporating multiple channelsemail, direct mail, the Web, and mobileinto your marketing campaigns will boost your chances of reaching more HCPs. But reach is only part of the equation. You must also command the limited attention of HCPs and engage them with unique and relevant content. By gathering data about each HCPs engagement with your brand or brands, you can begin to develop dynamic messaging across channels that will speak to each customer and prospect to achieve stronger and more enduring relationships.
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Physicians and HCPs today are inundated with messages. Theyre often so preoccupied with caseloads and administrative work that they have little time to meet with sales reps. Case in point: only 20 out of 100 reps that visit physicians ofces actually speak to a doctor, according to eMarketer 1. And with the proliferation of mobile devices and the accessibility of online information, the new reality is that HCPs are using many different channels to stay engaged. To be effective, you must begin to leverage data and insight to support an approach to omnichannel engagement that delivers the most relevant and compelling messages through the channels that physicians are most receptive to using. By nature, healthcare companies tend to be conservative and risk-adverse, qualities encouraged by the FDA and other government agencies they work with. This is one reason why many in the industry have been slow to move from static marketing to dynamic messaging.
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However, now that other industries like retail and nancial services have proven the effectiveness of dynamic messagingusing a recipients preferences and responses to tailor subsequent messages and boost engagementhealthcare companies are beginning to follow suit. That means you should implement a dynamic strategy, or risk losing market share to those that already have. Its a matter of optimizing sales rep touch points by layering on relationship marketing activities, says Joyce Nichols, VP/GM, Healthcare Sector, Epsilon. Companies need to build a relationship with healthcare providers and engage them so that theyre continuing to think about their brands, especially when budgets are constrained and sales reps are focused on top tier accounts only. How do you do this? You need to augment the sales force. There are two ways to achieve this. First, you can optimize sales rep touch points, such as extending the rep call. Secondly, you can supplement the sales force by leveraging digital programs to reach hard-to-see or no see HCPs. Both programs when used together produce strong ROI.
Physicians and the Internet: Where They Go and What They Do Online, eMarketer, Jan. 2013
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Amount that HCPs decreased spending on printed sales material While the prospect of transforming a relatively simple contact strategy into a dynamic messaging, omnichannel marketing program may seem daunting, it can be broken into three stages:
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STEP 1
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STEP 2
STEP 3
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If a brand has three core messages to deliverlets say efcacy, safety, and affordabilityto support a dynamic messaging platform, the marketer needs to think about the various ways in which to communicate each core message and think about the creation of modular content assets that allow him or her to dynamically generate the most relevant and impactful messages, Raiche says. Its important to think through the desired sequence of message delivery and how to adapt your
messaging platform as HCPs engage with it and you learn more about them. Much like your personal relationships, a dynamic messaging strategy is an organic program that evolves and changes over time. Dynamic messaging, when done properly, and when based upon known HCP insight and preferences, will resonate with and create a stronger dialogue with each HCP, differentiating itself from the typical batch and blast messaging.
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Once youve implemented your marketing efforts, the dynamic aspect of your campaigns becomes even more important. And as you monitor response, you must continually modify your messaging strategy to improve effectiveness. You must start by setting attainable goals for your program. Do you want to increase prescribing? Do you want to correct dosing issues or get more HCPs to use the savings card program with their patients? These goals should be dened at the beginning of any program and then followed with a well-designed measurement plan.
Since you cant improve what you dont measure, establish from the beginning Key Performance Indicators (KPIs) for each element of your campaign, and determine how to measure them. Improved customer satisfaction may be a worthy goal, but how will you measure it? What about email open rates or time spent on your website? Without tangible, easy-to-track metrics, you will lack the ability to determine how well your program is working or whether you should implement changes during the program. These changes can be a matter of optimizing the messages themselves. If email response falls short of expectations across all database segments, consider reviewing the creative and testing changes in the design, the copy, or the call-to-action. If the response to certain messages varies wildly within several segments, reevaluate how youve segmented your database or assign certain customers to new segments so they receive different messaging. The beauty of a dynamic messaging program is that it goes far beyond one and done. If one particular message results in a disappointing response, use the learnings to improve subsequent messaging.
Much like your personal relationships, a dynamic messaging strategy is an organic program that evolves and changes over time.
Stacey Raiche, SVP, Strategic & Analytic Consulting, Epsilon
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Epsilon recommendations
As you adapt your existing marketing program to a more sophisticated, more effective dynamic messaging strategy, you should:
1 Think big, start small. It takes time to create a fully dynamic system. But you can start introducing dynamic elements into your current marketing now. If your platform can only handle A/B splits rather than multivariable segments, start with A/B segmentation. Also, consider testing dynamic messaging in a single channel (e.g., email) and with a single content asset (e.g., call-to-action). Test, learn, and work out any kinks before you entertain a larger roll out. 2 Partner, partner, partner. Successfully designing, implementing, and managing a dynamic messaging platform requires the coordination and alignment of
several key stakeholders. Brand marketers, agencies of record, the sales force, media partners, IT, etc. must work together to ensure that the strategy, content creation, business rules, and supporting infrastructure are in place to support a dynamic engine.
3 Establish performance metrics, and track response avidly. Determine how to measure the success of the program and each of its components before implementation. Rather than simply setting an end goal, develop incremental goals to gauge the effectiveness before the program concludes. By getting a read on response quickly, you can optimize your efforts faster to achieve better results.
Conclusion
HCPs have more media and channels competing for their attention. Fortunately, you have those same outlets at your disposal to grab their attention. By compiling and organizing information about HCPs individual engagement history and preferences, you can create dynamic messages that will resonate with and engage each. If you know how individual HCPs interact with your messages across multiple channels, you can then determine subsequent interactions, strengthen your companys relationship with them, and build a better dialogue between HCPs and your brands.
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Epsilon solutions
Epsilon is the proven leader in creating, executing, and managing dynamic messaging needs. With our world-class, data-driven digital marketing capabilities, we offer the strategic, creative, and analytic services you need to design, create, and manage your dynamic messaging strategy. As your data expert, we can combine proprietary and third-party data sources to help you better understand your customers and prospects. Through Agility Harmony, Epsilons next generation digital messaging platform, we provide the technology that drives omnichannel dynamic messaging. Our full-service agency teams can help dene the strategy behind your relationship marketing programs and develop the creative platform for them. And our advanced analytics expertise helps us dive deep into results and interactions to ensure that your efforts are as effective as possible. As your partner, we can help you act on HCP behavior instantaneously, strengthening your engagement opportunities and driving improved business results. To learn more, please call Steve Messina, Business Development Manager, Epsilon, at 905.425.0440.
Our approach
Creating effective connections that drive tangible business results
About Epsilon Epsilon is the global leader in creating customer connections that build brand and business equity. A new breed of agency for a consumer-empowered world, our unique approach harnesses the power of rich data, world-leading technologies, engaging creativity and transformative ideas to ignite connections between brands and customers, delivering dramatic results. Recognized by Ad Age as the #1 U.S. Agency from All Disciplines, #1 World CRM/Direct Marketing Network and #2 U.S. Digital Agency Network, we employ over 5,000 associates in 60 ofces worldwide. Epsilon is an Alliance Data company. For more information, visit www.epsilon.com, follow us on Twitter@EpsilonMktg or call 800.309.0505.
By Jeff Tomaso, VP/GM, Healthcare, Epsilon Jeff brings more than 18 years of experience crafting and executing data-driven, multi-channel marketing strategies and programs for industry-leading healthcare companies, including AstraZeneca, Genentech, Biogen, Pzer, and GlaxoSmithKline, as well B2B and B2C brands such as Fidelity Investments, Federal Express, Diet Coke, DIRECTV, Bank of America, and General Motors. Prior to joining Epsilon, Jeff held leadership roles at brand, digital and direct response agencies including Digitas, Arnold Worldwide, and Euro RSCG Edge.
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