Claims story: Where patient claims data is getting used in commercial analytics - 07/24

During my tenure at ZS, my primary role involved Incentive Compensation (IC), making targeting a rare task. When targeting did occur, the market data provided by the client was deciled to identify targets. Around 2020, I began working with patient claims data for targeting, and I found it to be the most valuable dataset for this purpose.

Patient claims data is a rich source of information for commercial analytics in the US market. Providers such as IQVIA, Symphony Health, Komodo, Truven (IBM Watson Health), Optum, Clarivate, Cerner, Allscripts, Health Catalyst, and Cegedim collect, aggregate, and analyze healthcare data, particularly from insurance claims.

Now, Claims data is widely useful for identifying target healthcare providers (HCPs) for new drug launches. For example, if Merck were launchingKeytruda in the non-squamous non-small cell lung cancer (NSCLC) space, they would identify HCPs prescribing Opdivo as an analogous drug (if analogue is not considered, then the targets may become too generic).

However, relying on a single drug like Opdivo could result in missing non-Opdivo prescribers treating NSCLC patients. Therefore, it’s important to also consider all HCPs prescribing drugs in the NSCLC market. By applying a weight of 70% to Opdivo prescribers and 30% to market TRx, deciles can be calculated for the HCP universe, thus creating a targeted list for Opdivo (Decile 3-10).

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