A cutting-edge global medtech company that provides instruments, software, services, and consumables for laboratories was expanding into the oncology space and needed its newly-formed team of medical science liaisons (MSLs) to quickly establish a network of key opinion leaders (KOLs). With only a few contacts to reach out to, the team took to LinkedIn to find oncology thought leaders. However, the sheer volume of social content was overwhelming. It took hours upon hours reviewing news feeds, daily, which still wasn’t enough. The medtech company needed to change and leveraging technology was the only way to keep up with the speed of the oncology market.
The global leader became the first medtech company to implement Veeva Link Key People for MedTech, a data application developed for medtech companies to identify scientific experts, personalize engagement, and map activities across the healthcare ecosystem.
“Leveraging Link Key People for MedTech, the team was able to identify more than 100 new oncology KOLs, including contact information and their network all in minutes versus hours.”
Embracing Data-driven KOL Engagement
When choosing a KOL engagement platform, team looked for a solution that could:
“MSLs gained back 20% of their time by leveraging technology to identify and get real-time insights on KOLs”
Personalizing KOL Interactions
A medical science liaison expert uses Link Key People for MedTech to create more authentic relationships with KOLs. “Now, I know if someone is an established expert or an emerging leader in a field from the moment I build my list – and I use that information to tailor interactions to their interests.” For example, the medical affairs team recently planned a webinar with a physician speaker and used Link Key People for MedTech to create a list of prospective attendees. They found the speaker’s profile, then filtered through his network to find experts with similar interests. “You can get extremely focused and find the right people to attend any initiative you’re planning, whether it’s a webinar, an ad board, or a conference” Medical Science Liaison, explained.
Improving Congress Planning
As they prepare for medical congresses, the medical affairs team uses Link Key People for MedTech to keep their finger on the pulse of online discussions. Before a conference, a list of KOLs that may be at the conference is created so MSLs can be prepared on how to engage them. “In Link Key People for MedTech, you can see whether someone is attending, presenting, or speaking at a conference. If there’s somebody I really want to talk to, I can find them on social media beforehand, so our interactions are more natural.” Throughout the congress, Link Key People for MedTech mobile app can be utilized to look up profiles for KOLs not met before. When you only have a split second to introduce yourself, taking a quick look at someone’s profile to refresh your memory can make all the difference. The medtech company is now able to better prepare for events and engage KOLs with more relevant conversations based on the real-time data at their fingertips. They’re able to build contact lists in more than 85 countries and quickly identify and prioritize relevant leaders. Leveraging Link Key People for MedTech has the ability to accelerate adoption of a new product by targeting the right experts, identifying new engagement opportunities, personalizing outreach, and tailoring messaging to the HCPs interests and clinical practice.
To learn more about real-time insights and Link Key People for MedTech visit veeva.com/medtech/link