Case Study
Pharmacy Sales Accelerator Disrupts Selling Cycle

>>Pharmacy Sales Accelerator Disrupts Selling Cycle
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Abstract

The Pharmacy sales and strategy group within a national health plan wanted to help their new and existing ASO clients make faster, better decisions when choosing the right pharmacy program for their needs.

The payer’s decision support process was inefficient, making it more difficult for their customers to determine the potential savings of alternative pharmacy plans.

SDLC Partners designed and built an application that offers instant analysis of pharmacy product options, showing the per member, per month (PMPM) savings value in dollars, as well as the potential impact on a member’s pharmacy network.  Now, payer sales representatives can demonstrate the plan features and cost savings quickly, helping ASO pharmacy customers make more informed, efficient decisions.

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The Challenge

The health plan had a lengthy process for ASO clients to determine potential savings and effect on members when making changes to their pharmacy plan.

When ASO clients asked for additional options or analysis for making decisions on cost savings and network impact, they would have to wait weeks for information to be collated from various sources.

The pharmacy team didn’t have the right tools to simplify complex statistical modelling or to facilitate real-time discussions on program options and pharmacy choices.

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The Solution

SDLC Partners built a tool that allows real-time analysis of pharmacy plan options, demonstrating the savings value in dollars, as well as the overall effect to members and their pharmacy options.

The new application helps the salesperson or account manager navigate through an intuitive interface, developed using a human-centered design approach, which can illustrate all available options in an interactive user experience.

In addition to streamlining the data analysis into simple data visualization, sales can now provide analysis information as a leave-behind or email as a reference.

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The Results

This pharmacy team client has re-imagined their sales and account management because of this tool. The health plan’s ASO customers can determine which plan options best fit them on-the-fly.

Previously, this process could take several weeks, including communication with outside vendors.  Because of the new software tool, this analysis takes just minutes. Now, they can see evidence of potential savings, as well as how a new pharmacy plan choice could affect members.

ASO customers can make changes on-demand and see alternatives easily, making more timely and effective health plan decisions.

Highmark Inc

“We collaborated with SDLC Partners to expedite and simplify our ASO sales and renewal process. Their agile team engaged with us to deliver quick and transformational results.

Now, our ASO sales team can engage clients through interactive dashboards that simplified complex information — like pharmacy benefit design, network disruption, and utilization management programs — into actionable insights.

The software tool that SDLC Partners designed and developed will revolutionize our ASO sales management process.

They got the job done and helped us create a solution that was a quantum improvement.”

 

Janae McAfee

Pharm.D Director of Client Strategy and Support
Highmark Inc.

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“With ever-growing customer demands and market competition, it has become paramount that we improve our delivery lifecycle and SDLC has ensured that
we have done that.”

Casi Johnson, Chief Operations Officer/Innovations Leader, M3 Accounting + Analytics