To capture opportunities among 24,000+ small hospitals in India, IQVIA MedTech developed a predictive, Excel-based typing tool. By assessing infrastructure, clinical, operational, commercial, and behavioral attributes (e.g., bed count, accreditation, patient demographics, purchase behavior, IT adoption), the tool categorized facilities by business potential. This enabled tailored targeting strategies, improved sales efficiency, and expanded reach in underserved Tier 1–2 cities. The client reported significantly improved engagement, higher success in untapped segments, and better alignment of marketing with growth opportunities.

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