Case Study: Sales Education (Clinical Trial Updates)

Client

Top 20 Pharmaceutical Manufacturer

Target Audience

180 Lung Cancer Franchise Sales Representatives

Objective

  • Educate sales reps on latest clinical data and treatment advances in lung cancer
  • Strengthen engagement of sales reps with multidisciplinary panel of KOLs via a live, interactive format versus previously used radio programs and pre-recorded web programs

Approach

  • 3 Pando programs in one studio day
    • 4:00 pm (East)
    • 5:30 pm (Central)
    • 7:00 pm (West)
  • Multidisciplinary physician panel
    • Platform allowed for live Q&A between sales reps and KOLs
  • U-shaped studio set design encouraged face-to-face discussion
  • Sessions were videotaped and edited for continuing education beyond the
    Pando events

Results

89% of respondents rated their overall impression of the Pando platform as Good or Excellent

Client committed to quarterly Sales Education Pando meetings

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$ 244
Average Cost Per Sales Representative

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