Connection that Counts: Opening the Door to Key Opinion Leaders

Key opinion leaders (KOLs) look to medical science liaisons (MSLs) for a deeper understanding of how a drug will help patients, whether it’s already available on the market or pending regulatory approval. But lengthy face-to-face conversations – long the industry’s typical method for communicating with physicians – are increasingly difficult to secure. And according to Center Watch, KOLs want and need more transparent and comprehensive information than what an MSL can provide during one-on-one meetings.

MSLs can extend their reach and communicate more effectively with the integration between Approved Email and Veeva Vault MedComms. This increased flexibility introduces a world of new options for interfacing with KOLs – here are a few of the changes set to have the biggest impact on the industry landscape.

1. Email medical content directly to KOLs—MSLs can send content to physicians from the repository of approved content in Vault MedComms through Veeva CRM or iRep. Having this content at their fingertips in Veeva CRM dramatically raises MSLs’ chances of a more thorough and productive dialogue with a KOL, without relying on limited time during face-to-face meetings.

2. You control the content—You can configure the system to make content available based on users’ roles, reusing the existing alignment rules you’ve already configured in Veeva CRM. This means that field medical teams can access a broader scope of content than sales representatives. Ultimately, you have the efficiency of a uniform CRM system for all users along with the flexibility to implement more granular controls. The solution is designed so that the right content is available to the correct internal teams, and external recipients can only view the latest approved version of any content distributed via Approved Email. If content has been removed, a notice that the link has expired is displayed. How’s that for compliant?

3. Track all interactions—All sent emails, clicks, and downloads are tracked so MSLs can see that the content has reached the KOL and follow up appropriately. Through reporting and dashboards in Veeva CRM, companies can monitor KOL receptivity of email outreach and use these learnings to guide future communications.

Despite limited time with KOLs, MSLs can extend value beyond the in-person discussion with Approved Email. Learn more about Approved Email or Vault MedComms, or visit the demo center.