Driving commercial launch success with physician expert identification and development

An oncology medical device company preparing for commercial launch lacked the market insight to identify key opinion leaders and build an expert physician network, needing an efficient way to segment its addressable market and target physicians by procedure volume. It used ClaimsMx and Medicare claims data with specific procedure codes, plus ACE projections for market visibility, and applied KOL search filters to identify physicians with research, clinical trial, speaking, and executive experience, analyzing detailed profiles on affiliations, trial history, payment data, and referral patterns. This identified "900 key opinion leaders," significantly reduced the time needed to consolidate market and physician data, and improved targeting accuracy, establishing a foundation for a strong sales pipeline through top-tier KOL relationships.

The customer is anonymised in Definitive Healthcare’s own case study — not withheld by us.

Definitive Healthcare is a claims and provider-reference data platform used by pharma commercial teams for go-to-market planning and sales targeting.

This sits in the Data Providers stage of the AI use-case lifecycle: Named examples from the real-world-data, claims and competitive-intelligence providers pharma AI systems are trained on, benchmarked against, or run inside of.