Tracking customer inter-relationships can be a competitive advantage - Incentius Blog Home - Incentius - Enable Digital Transformation [![Logo](/img_astro/incentius-logo.svg)](/) Solutions About [Case Studies](/portfolio/) [Blogs](/blog-posts/) [Career](http://aurochs.freshteam.com/jobs) Open main menu ![Menu icon](/img_astro/menu1.png) [Get In Touch](/contact/) Solutions [![](/img_astro/generative-black.svg) ![](/img_astro/brain-green.svg) Voice AI](/voice-ai/) [![](/img_astro/product-development-black.svg) ![](/img_astro/product-development.svg) Product Development](/product-engineering/) [![](/img_astro/generative-black.svg) ![](/img_astro/brain-green.svg) Generative AI](/generative-ai/) [![](/img_astro/data-black.svg) ![](/img_astro/database-green.svg) Data Engineering](/data-engineering/) [![](/img_astro/mvp-black.svg) ![](/img_astro/rocket-green.svg) Data & Analytics](/data-analytics/) [![](/img_astro/cloud-black.svg) ![](/img_astro/computing-green.svg) DevOps & CloudOps](/devops-and-cloudops/) About Us [![](/img_astro/product-black.svg) ![](/img_astro/product-green.svg) About Us](/about-us/) [![](/img_astro/team_black.svg) ![](/img_astro/team_green.svg) Team](/team/) Solutions ![](/img_astro/dropdown-arr.svg) [ ![](/img_astro/generative-black.svg) Voice AI ](/voice-ai/)[ ![](/img_astro/product-development-black.svg) Product Development ](/product-engineering/)[ ![](/img_astro/generative-black.svg) Generative AI ](/generative-ai/)[ ![](/img_astro/data-black.svg) Data Engineering ](/data-engineering/)[ ![](/img_astro/mvp-black.svg) Data & Analytics ](/data-analytics/)[ ![](/img_astro/cloud-black.svg) DevOps & CloudOps ](/devops-and-cloudops/) [Blogs](/blog-posts/) About ![](/img_astro/dropdown-arr.svg) [ ![](/img_astro/product-black.svg) About Us ](/about-us/)[ ![](/img_astro/team_black.svg) Team ](/team/) [Case Studies](/portfolio/) [Career](http://aurochs.freshteam.com/jobs) [Get In Touch](/contact/) Tracking customer inter-relationships can be a competitive advantage Amit Jain 1. Mar 21, 2017 2. 4 min read ![](/_astro/Tracking-customer-inter-relationships-can-be-.width-1000_Z282JXt.webp) ![Tracking customer inter-relationships can be a competitive advantage](https://incentius.com/wp-content/uploads/2017/03/Tracking-customer-inter-relationships-can-be-a-competitive-advantage-scaled.jpg) Customer Hierarchy management is of key importance to organizations. This information may be available to HQ through third-party data sources. However, it is important to corroborate this information with the help of other organisational stakeholders responsible for managing the relationship with these entities. A web-based multi-level hierarchy management interface is desirable to manage such a customer hierarchy. Such a system must be able to upload master lists of various entities at all levels of the hierarchies, allows for quick reassignment capability across hierarchy levels and intuitively supports multi-assignments. Additionally, this system must be able to track each change made to the hierarchy, provide detailed analytics to internal [stakeholders](https://www.techtarget.com/searchcio/definition/stakeholder#:~:text=A%20stakeholder%20is%20a%20person,can%20have%20no%20official%20affiliation.), and provide a high-level summary of entities pending review to support the customer hierarchy review process. There are several potential applications for such an interface in different industries. Some of these are: * MD-Hospital-Organization-Network affiliations for the Healthcare Industry * Advisor-Team-Organization affiliations for the Asset Management Industry * Reporting relationships for unstructured/indirect sales channels * Stockist-Distributor-Retailer relationships Let’s delve into more detail with the help of an example from the healthcare industry. With the industry's evolution in the last few years, it has been observed that most blockbuster pharmaceutical products have gone off-patent while the primary focus has been moved to the commercialization of speciality products. There is also a movement towards consolidation in the industry, with several single MD practices being brought under larger formularies of larger chains to improve purchasing power. This paradigm shift has resulted in the increased importance of gathering field intelligence to understand better the various relationships between stakeholders in the customer ecosystem. Some of these are: * Prescriber – Prescriber (Key Opinion Leader) * Prescriber – Account * Account – Organization * Organization – Specialty Networks * Nurse Practitioners / Clinicians – Account Our hierarchy management system can track multi-level hierarchical entities and manage their relationships. It also allows key attributes of such relationships to be captured, such as primary affiliation, influence levels, types of relationships, etc. The intuitive UI allows field representatives to quickly and easily manage their target prescribers and review all their relationships to ensure accurate alignments. Accurate alignments are essential to achieve accurate sales credits, marketing promotion targeting, and physician outreach programs within a healthcare organization. Additionally, these alignments allow organizations to gauge the true value of entities in their customer hierarchy and devise strategies to support that entity. The accuracy of these alignments is critical to empowering analytics to support such decision-making. ![](https://incentius.com/wp-content/uploads/2017/03/Tracking-customer-inter-relationships.png) figure 1: A sample alignment management screen ![](https://incentius.com/wp-content/uploads/2017/03/competative-advantages.png) Figure 2: Hierarchy visualization, including sales, and flow weights across entities aggregated information at the higher hierarchy level, can help the organization understand the true value of that entity and devise strategies to support the entity. For more information, reach out to us at [Incentius](https://incentius.com/). About Author ![](/_astro/amit.width-300_1ShEhs.webp) Amit Jain ![](/img_astro/thumb.png) ### See What Our Clients Say ![](/img_astro/left-chevron_1.svg) ![](/img_astro/left-chevron_2.svg) ![](/img_astro/mind-gap-crop.svg) Mindgap Incentius has been a fantastic partner for us. Their strong expertise in technology helped deliver some complex solutions for our customers within challenging timelines. Specific call out to Sujeet and his team who developed custom sales analytics dashboards in SFDC for a SoCal based healthcare diagnostics client of ours. Their professionalism, expertise, and flexibility to adjust to client needs were greatly appreciated. MindGap is excited to continue to work with Incentius and add value to our customers. Samik Banerjee Founder & CEO ![](/img_astro/trusted-by-businesses/worldatwork_coloured.webp) World at Work Having worked so closely for half a year on our website project, I wanted to thank Incentius for all your fantastic work and efforts that helped us deliver a truly valuable experience to our WorldatWork members. I am in awe of the skills, passion, patience, and above all, the ownership that you brought to this project every day! I do not say this lightly, but we would not have been able to deliver a flawless product, but for you. I am sure you'll help many organizations and projects as your skills and professionalism are truly amazing. Shantanu Bayaskar Senior Project Manager ![](/img_astro/trusted-by-businesses/gogla_coloured.webp) Gogla It was a pleasure working with Incentius to build a data collection platform for the off-grid solar sector in India. It is rare to find a team with a combination of good understanding of business as well as great technological know-how. Incentius team has this perfect combination, especially their technical expertise is much appreciated. We had a fantastic time working with their expert team, especially with Amit. Viraj gada Gogla ![](/img_astro/trusted-by-businesses/humblex_coloured.webp) Humblx Choosing Incentius to work with is one of the decisions we are extremely happy with. It's been a pleasure working with their team. They have been tremendously helpful and efficient through the intense development cycle that we went through recently. The team at Incentius is truly agile and open to a discussion in regards to making tweaks and adding features that may add value to the overall solution. We found them willing to go the extra mile for us and it felt like working with someone who rooted for us to win. Samir Dayal Singh CEO Humblx ![](/img_astro/mind-gap-crop.svg) Transportation & Logistics Consulting Organization Incentius is very flexible and accommodating to our specific needs as an organization. In a world where approaches and strategies are constantly changing, it is invaluable to have an outsourcer who is able to adjust quickly to shifts in the business environment. Transportation & Logistics Consulting Organization Consultant ![]() Mudraksh & McShaw Incentius was instrumental in bringing the visualization aspect into our investment and trading business. They helped us organize our trading algorithms processing framework, review our backtests and analyze results in an efficient, visual manner. Priyank Dutt Dwivedi Mudraksh & McShaw Advisory ![](/img_astro/mind-gap-crop.svg) Leading Healthcare Consulting Organization The Incentius resource was highly motivated and developed a complex forecasting model with minimal supervision. He was thorough with quality checks and kept on top of multiple changes. Leading Healthcare Consulting Organization Sr. Principal ![](/img_astro/mind-gap-crop.svg) US Fortune 100 Telecommunications Company The Incentius resource was highly motivated and developed a complex forecasting model with minimal supervision. He was thorough with quality checks and kept on top of multiple changes. 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