Case Study: Halyard Health achieves 278% ROI and $500K in new opportunities with LexisNexis Risk Solutions

Breaking New Ground with a Next-Generation Segmentation Solution

Halyard Health, a medical products division, needed to boost sales and market share for a pain-management device but relied on incomplete internal sales data and rep knowledge for physician targeting. With limited sales resources and no objective way to identify which physicians performed the target procedure or which locations offered the greatest opportunity, the associate director of Global Strategic Marketing sought a reliable physician- and organization-level dataset to prioritize efforts and meet year-end revenue goals.

Partnering with LexisNexis, the team refined procedure codes and received physician- and organization-level claims data with projected patient volumes and decile rankings, plus privileges and practice settings. Integrating the data with their sales automation allowed real-time lead tracking; within 30 days the sales force generated new orders, payback was reached in 45 days, and by 60 days Halyard achieved a 278% ROI and roughly $500,000 in additional opportunities, informing future sales structure and call planning.

Halyard Health