Case study

How a top 20 pharma company improved congress outcomes with SpotMe Life Sciences

congress excellence

+31%

HCP interaction

3X increase

in recorded touchpoints

+15%

consent captured

Situation

Pharma companies heavily invest in medical congresses, with expenses ranging from $500,000 to over $5 million per tier-one event. Despite the significant investments, pharmaceutical companies face a critical challenge: the inability to measure and maximize the return on their congress participation effectively.

A top 20 pharmaceutical company, leader in the X market approached SpotMe to help them get more value from their congress participation. They were looking for an end-to-end solution that ensured HCP interactions were captured before, during, and after the congress, generated first-party data to equip their reps with insights and next best actions, and fully integrated into their CRM system for congress effectiveness measurement.

Challenge

The primary issues faced by the pharmaceutical company included:

  • Decentralized Operations: Each congress utilizes different methodologies, tools, and third-party agencies, leading to inconsistent data collection and management across medical, commercial, and business operations.
  • Lack of Measurable Outcomes: Relying on aggregated and anonymized metrics such as heatmaps or hospitality unit usage, which do not provide actionable insights or effective measures of ROI.
  • Defend the spend:  Increased budgetary pressures, with no accurate measure of ROI to defend the effectiveness of Congress investments.

These challenges resulted in a lack of visibility over congress activities, making it difficult to assess the impact of their participation and to plan strategically for future events.

"It is so crucial for us with the speed at which things happen on site to be able to seamlessly do updates without our participants even noticing. The experience needs to be personalized regardless of how many attendees you have."

Global Congresses Platform Lead in top 20 pharmaceutical company

Solution

To address these challenges, the pharmaceutical industry turned to SpotMe, a life science event management platform that offers a robust solution tailored for congress excellence.

The SpotMe life science platform provided a solution for:

  • Consistent Methodology and Tools: Standardized processes are implemented across all congresses, regardless of location or third-party agency.
  • Enhanced Engagement Layer: Ownership of engagement data throughout all HCP interactions at various congress stages, including booth lead capture, symposia, HCP hubs, and on-site appointments.
  • Tailored Experiences: Personalized agendas for HCPs to increase engagement and participation.
  • Integrated Data Management: All interactions are captured on a single platform, enabling real-time data analysis and integration with CRM systems for follow-up actions.

Implementation

The SpotMe solution was rolled out across multiple top-tier congresses. It involved setting up a standardized operational framework for all events, training and certifying third-party agencies, and integrating the platform with existing CRM systems to ensure seamless data flow and accessibility.

"We used SpotMe for personalized agenda creation, sharing conference logistics, in-session interactivity, gamification, networking enablement, participation tracking, real-time communication, and data collection. It truly powers our entire conference experience and is the backbone of how our participants successfully navigate the event."

Global Congresses Platform Lead in top 20 pharmaceutical company

Results

The implementation of the SpotMe life sciences platform transformed congress management, providing them with:

  • Increased HCP Engagement: HCP interactions at congresses increased by 31%, with attendance rates at specific sessions like satellite symposia rising to 65% and activation rates at HCP hubs reaching 80%.
  • Actionable Insights: The platform provided a dashboard for real-time monitoring of congress activities, allowing the company to make data-driven decisions.
  • Enhanced Feedback Collection: Comprehensive feedback was gathered from various touchpoints, significantly improving the quality of interactions and attendee satisfaction.
  • Strategic Goal Setting: The company could now set and monitor goals across all congress teams, enhancing overall strategy and execution.

Conclusion

The SpotMe life sciences platform has proven to be an invaluable tool for pharmaceutical companies in managing and optimizing their congress investments. By providing a unified method to manage engagements, collect data, and analyze performance, SpotMe has helped to not only improve their immediate congress outcomes but also refine their overall event strategies for future success.

Solution

SpotMe Congress Excellence Suite

Capabilities

Field Force Congress Hub, HCP Congress Hub, Symposium Web App, pre- & post-congress webinars, Veeva integration, Salesforce integration

Company size

50'000 -100'000 employees

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