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Amit Jain 1. Feb 21, 2017 2. 4 min read ![](/_astro/Are-you-converting-your-localized-field-intel.width-1000_1HjcKe.webp) Increasingly organizations understand the importance of health information exchange and increased collaboration between headquarters and feet-on-street field representatives. Often, data collection and analytics are functions of the headquarters where they either use in-house secondary data sources or third-party data sources to perform analysis, share market insights and create an action plan for the field representatives. Once the field receives this information, there is a constant tussle between both the stakeholders due to several reasons: * The credibility of input data sources * Lag in the data collection process. * The discrepancy of data across various sources due to identifier mismatches, duplication, and other data issues Headquarters wants the field to accept the information and take relevant actions while due to perceived gaps in information, there is a hesitation on the field representatives side to take required actions. Additionally, this issue does not seem to have a widespread diagnosis for the headquarters however is revealed on a case-by-case basis when individual instances are analysed. From the field representatives perspective, even a moderate inaccuracy rate is perceived as “the data is wrong, the insights are useless”. In such scenarios, the best practice is to develop and deploy a platform to gather field intelligence and acknowledge the wisdom of the feet on the street. This provides credibility to the whole analysis exercise, improves data used for the relevant problem statement and gains early buy-in from field representatives for the action plan resulting in timely actions post-rollout. This Deploying such a collaborative approach with your field representatives allows HQ to corroborate information procured from various internal and external data sources with field knowledge. Let’s consider an example from the pharmaceutical industry. There is a prevalent practice in the industry where HQ shares a specific target list of doctors with each individual salesperson. These target lists are critical because the salesperson’s quotas are often determined based on this target list and its potential. Salespeople constantly complain about the movement of doctors out of their territory or restricted access to certain doctors/prescribers. Deploying a field intelligence platform in this situation can help HQ give control to salespeople to validate their target list (add, and delete based on certain pre-defined constraints) along with providing additional profile information about the prescriber. This web-based platform can also allow salesforce to confirm prescriber attributes and provide other relevant intelligence about the prescriber based on either their local market knowledge or their last few discussions with the prescriber. ![](https://incentius.com/wp-content/uploads/2017/02/Target-list.png) Incentius’ Field Intelligence platform can enable HQ to perform the above functions and additionally to gather extra field intelligence with the help of survey questions about the prescriber on various topics. Some of the questions can be along the lines of: * Is this prescriber a Key Opinion Leader? * Are there any access restrictions with this prescriber? * Is this prescriber a competitor product loyalist? * Is there a need to reach this prescriber using other marketing channels? * Should this doctor be invited to specific congresses/conferences etc.? ![](https://incentius.com/wp-content/uploads/2017/02/Target-list-2.png) The survey questions are only representative and completely customized to address specific client needs. In addition to this, the salesperson is able to see the near real-time impact of changes he has made, giving him insight into the impact and ensuring that it is in line with expectations. ![](https://incentius.com/wp-content/uploads/2017/02/Target-list-3-1024x482.png) You can access a prototype of the [Incentius](https://incentius.com/) Field Intelligence platform at - [Demo Link](http://demo.incentius.com/target_validation_demo/index.html#/): This collaborative approach allows HQ to corroborate the information they have received from various data sources with field knowledge and use that for downstream analytics, making the outcome much more credible and resulting in timely actions from the [salesforce](https://www.salesforce.com/in/?ir=1). 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. Incentive Compensation Sr. Director Most Read [ ![](/_astro/ChatGPT_Image_Apr_2_2025_12_06_35_PM.width-1000_ZUChn3.webp) Optimizing Large-Scale Data Exports: FastAPI, GraphQL, and AWS S3 Struggling with slow, inefficient file downloads in your application? Generating and handling large file downloads can be a nightmare—UI freezing, server overload, and endless waiting. ![](/_astro/Vinay_Chaudhari.width-300_1QPJnB.webp) Vinay Chaudhari 1. 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