IMS Health data for Territory Planning?

[Anonymous]

Can anyone provide feedback on IMS Health date for territory optimization? Is it worth it?

I'm working with a client on developing a territory alignment strategy using GIS tools (mapping) and a variety of data sources, such as their existing sales data by ZIP code, Hoovers, geo-demographics, psychographic clusters and NIH, WHO data sets.

I was considering using IMS Health for prescription data related to Plavix and 5 other drugs. However, IMS refused to give me a price quote for licensing data unless I reveal my client first. This was so oddly invasive, that I researched IMS Health on CafePharma and here's what I'm reading on CafePharma:

> CVS, Walmart, Target, Costco and others don't report to IMS - (CVS is 25% of Scripts)
> Data is consistent but not accurate - 20% to 70% at best
> Data isn't reliable enough when you try to apply it to territories
> IMS has lost several big clients
> Data is primarily based on projections to fill in gaps
> Data is expensive - 6-figures
> Customer service not very responsive - a monolithic monopoly
> Wolters Kluwer is more customer and consultant friendly

In essence, it would be a waste of time and money to consider using IMS Health data for territory definition at the 5-digit ZIP code level. I've also read from another consultant that IMS Health doesn't like to work with consultants. I doubt they will sign a non-compete agreement with me.

I've been passed to three sales reps at IMS Health, and the one I'm communicating with doesn't provide any marketing materials, pricing lists, or encouragement. I feel as though I'm dealing with a department of motor vehicles clerk instead of a sales rep. Is this unusual for IMS Health?

 

[Anonymous]

Remember neither IMS nor SHA (WK) own the data, rather through contracting they purchase the data, assemble it, and re-sell it. Knowing the end user is a contractual requirement of "renting" the data. An option would be to have your client purchase directly and then make available to you via a TPA. Another thought worth exploring is a company named Activate Networks. They do some cutting-edge mapping work using existing data.

 

[Anonymous]

Can anyone provide feedback on IMS Health date for territory optimization? Is it worth it?

I'm working with a client on developing a territory alignment strategy using GIS tools (mapping) and a variety of data sources, such as their existing sales data by ZIP code, Hoovers, geo-demographics, psychographic clusters and NIH, WHO data sets.

I was considering using IMS Health for prescription data related to Plavix and 5 other drugs. However, IMS refused to give me a price quote for licensing data unless I reveal my client first. This was so oddly invasive, that I researched IMS Health on CafePharma and here's what I'm reading on CafePharma:

> CVS, Walmart, Target, Costco and others don't report to IMS - (CVS is 25% of Scripts)
> Data is consistent but not accurate - 20% to 70% at best
> Data isn't reliable enough when you try to apply it to territories
> IMS has lost several big clients
> Data is primarily based on projections to fill in gaps
> Data is expensive - 6-figures
> Customer service not very responsive - a monolithic monopoly
> Wolters Kluwer is more customer and consultant friendly

In essence, it would be a waste of time and money to consider using IMS Health data for territory definition at the 5-digit ZIP code level. I've also read from another consultant that IMS Health doesn't like to work with consultants. I doubt they will sign a non-compete agreement with me.

I've been passed to three sales reps at IMS Health, and the one I'm communicating with doesn't provide any marketing materials, pricing lists, or encouragement. I feel as though I'm dealing with a department of motor vehicles clerk instead of a sales rep. Is this unusual for IMS Health?

Unfortunately, your experience is not unique. You are better off having your client purchase the data and having them share it with you. IMS may make you sign a NDA but they typically won't prevent clients from sharing data with consultants they hire. Don't expect to get a price list anytime soon. It does exist but it is fairly meaningless. Part of the problem is that you are dealing with a virtual monopoly that feels no compelling need to embrace customer service. Morale is extraordinarily low which doesn't help customer service. IMS likes to say that their data is compensation grade but try getting that into a contract and then getting IMS to stand behind it.

 

[Anonymous]

Another thing to remember is that IMS Consulting offers Sales Force "Territory Creation/Optimization" as a service for their Clients.

That may have had something to do with them wanting to know who YOUR client was.

 

[Anonymous]

Can anyone provide feedback on health services companies posing as reps or industry consultants in the hopes of providing disinformation to distract from their known shortcomings.