Case Study: Leading Pharmaceutical Manufacturer achieves 30% more top targets and cleansed, complete provider data with LexisNexis Risk Solutions

When almost 50% of your business records are inaccurate or incomplete, can your sales team be effective

Company X, a pharmaceutical manufacturer selling a high‑end gastroenterology therapy, discovered its commercial efforts were hamstrung by poor provider data: sales reps relying on an internal database faced incorrect or missing contact details, unreliable HCP–HCO affiliations, and a call list of 62,000 with roughly 10% bad records (including 3,277 inactive, 1,045 deceased, 267 duplicates and 761 with sanctions). A LexisNexis data quality health check also found nearly 50% of records were incorrect or incomplete and that 19,834 high‑value providers were missing from the call list, including more than 1,500 targets in the top four deciles.

LexisNexis recommended and executed a three‑part solution—cleanse (using Provider Data MasterFile), enhance (Provider Data Enhancements) and maintain (quarterly updates and data governance)—and applied analytics to uncover missed targets. Results included validation of 7,645 NPIs, address enhancements for up to 40% of records, removal/flagging of bad records, and the addition of 1,500+ high‑value targets (a >30% increase in top‑tier prospects), enabling more precise targeting, improved rep efficiency and better allocation of commercial resources.