Pharma Company Sees $50M In Incremental Sales Growth
By combining data and behavioral science, we helped a major pharmaceutical company increase the effectiveness of their incentive program.
Our experts combined data and behavioral science with design thinking to re-imagine loyalty through the lens of participants. We gathered and analyzed data on program members and pharmaceutical products, but we saw beyond the data.
We found program potential through perspective-taking. With a focus on program improvement, we hosted a two-day interactive Persuasive Design Lab designed to better understand physician partners and identify key motivators.
We discovered physician partners are highly motivated by scarcity and social status. By adding bonus rebates, an elite Top 50 tier and a leaderboard to the company’s loyalty strategy, we could drive program participation by appealing to the physician’s sense of urgency and competitive nature.
With a better understanding of their partners, our client could optimize the value of existing rebates without violating regulations.