The COVID-19 pandemic thrust life science organizations into the digital era almost overnight and the imperative quickly became to leverage the power of data and technologies.
The response of life science organizations was immediate, accelerating the application of many innovative technologies.
However, the path forward remains uncertain and “CIOs will need to develop a technology strategy that is adaptable, scalable and resilient to meet new business requirements on demand”, according to Gartner Hype Cycle report*.
For this reason, the report aims to provide CIOs relevant input for their strategic planning, helping them to better engage customers, grow revenues and reduce costs.
Specifically, this Gartner Hype Cycle report recognizes Sixth Sense as a Sample Vendor for the Advanced Decision Support for Sales (ADSS) technology.
“ADSS tools apply predictive and prescriptive machine learning algorithms to interpret data, identifying best possible actions that will meet the objectives of both brand teams and their customers. Life science companies use these tools to guide their sales representatives in achieving consistent operational excellence and goal attainment by providing personalized and actionable insights”, the report explains.
For life science organizations that aim to improve their sales execution, it is essential to deliver the right message to the right healthcare (HCP) at the right time. Unfortunately, sales reps are often flooded with a massive amount of data, disseminated across reports, statistics and dashboards. They have to data-mine in order to find relevant HCP insights, in a time-consuming, not efficient, repetitive process.
Instead, ADSS tools, to which Sixth Sense’s solution Lyriko belongs, enable life science organizations to:
- Identify the best period to visit HCPs and deliver the most relevant message based on HCPs’ preferences and behaviors
- Monitor sales reps’ performances
- Learn from best practices of top-performing sales reps
According to the report, “Gartner expects ADSS capabilities to increasingly become foundational because CRM technology always gravitates toward higher levels of automation to improve sales effectiveness.”
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*Gartner, Hype Cycle for Life Science Commercial Operations, 2021, Animesh Gandhi, 14 July 2021.
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