Case Study: Leading Pharmaceutical Company achieves rapid off-season flu vaccine sales growth with IQVIA

IQVIA used data and analytics to place experienced reps in target markets, helping our customer sell more doses

Leading Pharmaceutical Company, a manufacturer of a flu vaccine, needed to replace its inside sales supplier with an innovative partner that could lower cost per interaction, maximize commercial ROI, and ensure a fast, smooth transition without disrupting promotions. They engaged IQVIA to provide a tenured virtual and hybrid inside-sales solution backed by data, analytics, and remote engagement technology.

IQVIA identified the top ten metropolitan markets for flu vaccine distribution and deployed a team of 10 reps (six virtual, four hybrid located in the Northeast, Southeast, Texas, and West Coast) equipped with telephonic technology integrated into the customer’s CRM and virtual training. The team — averaging 25+ years’ sales experience — deployed within four weeks, hybrid reps worked 50–60% virtually, and IQVIA’s approach drove immediate sales outside the traditional buying season; the customer reported IQVIA’s team sold more doses in one month than the previous vendor sold all year.