How does tracking indications impact CLM strategy and Product Metrics?

Tracking indications doesn’t just happen on the Call report, it also affects how you build data-driven strategies across Vault CRM. Let’s take a closer look.

CLM strategy

By tracking indications, you can see which content is making an impact and how you can personalize your CLM strategy.

Let’s look at our product, Restolar, which has indications for both Asthma and Acute Sinusitis, to see some of the benefits:

  • Organizes Content - A rep prepares to meet with an HCP who treats both conditions. By tagging CLM Presentations in PromoMats with the Asthma or Acute Sinusitis indication, the rep can quickly filter their media library to find the exact presentation for the call.

  • Manage Multi-Indication Content - Let’s say you have a presentation on the general safety of Restolar that applies to both indications. Rather than duplicating the file, you can assign both indications to the single presentation. This syncs to Vault CRM as separate records, allowing you to track usage for each indication individually while only managing the single file.

  • Content Optimization - After a few months, CLM metrics show that Asthma content is resonating with HCPs, but the Sinusitis content is rarely used. You can analyze what messages are working, adjust your content strategy and focus efforts to improve the underperforming indication.

Product Metrics

If you don't track by indication, your Product Metrics are telling an incomplete story. Tracking each indication separately gives you a much clearer picture of your product's performance.

Let’s stick with our Restolar example. Without indication tracking, you only see one generic number for the product. But by using a method, like Detail Groups, to separate the indications, you can reveal the full picture and see how Restolar performs as a whole and by indication.

  • Real Performance Data - You can see that an HCP is in Segment A, meaning they are strong users and advocates for Restolar-Asthma, but fall into Segment D with Restolar-Sinusitis, meaning you’ve just pinpointed an opportunity for growth that was previously invisible

  • Equip Your Team - Build custom dashboards to instantly provide your reps with the HCP’s engagement with both indications. They can then tailor their entire conversation on the spot to act on the right opportunity with the right information.

  • Supercharge Your Coaching - As a sales manager, you can review a rep’s performance on their ability to engage HCPs on specific indications. This allows you to set KPIs meaningful to the individual and offer coaching opportunities that lead to real results.