Pull-through

After a formulary or access win, the change in prescriptions at the accounts whose access opened, less the change at comparable accounts whose access did not, split by whether the field called them in the window. Territories where access opened and nobody called are the list. An association, stated as one.

DefinitionAfter a formulary or access win, the change in prescriptions at the accounts whose access opened, less the change at comparable accounts whose access did not, split by whether the field called them in the window. Territories where access opened and nobody called are the list. An association, stated as one.

Needs the call log

Pull-through without the calls measures the win and not the field's part in it.

Message recorded

A call that never mentioned access is not a pull-through call.

How it is computed

After an access win, the change in prescriptions at the accounts whose access opened, minus the change over the same months at comparable accounts whose access did not change.

Example

At forty accounts that gained access, share rose 3.1 points in six months. At comparable accounts it rose 0.9. Pull-through is 2.2 points, and it is concentrated in the twelve accounts that were called.

Where it goes wrong

The win is announced and never followed account by account. Access changes nothing unless the field is redeployed.

Articles that use this term

AI and self-service analytics

Association and cause: what the company's own data can say, and the sentence that says it

Why every effect measured from a company's own history, samples and prescriptions, onboarding milestones and renewals, first-touch latency and first-year revenue, delayed installs and non-renewal, is an association and not a cause, the selection that makes it so, the comparison group that removes most of the noise, the sentence that reports it honestly, associated with rather than caused, why it is still enough to direct effort, and the two claims that are never made from it.

16 Sept 20263 min read Forecast and pipeline · Pharma

Pull-through after a formulary win: did the prescriptions follow the access?

How a pharmaceutical commercial team measures whether a formulary or payer win turned into prescriptions, from the access file, the prescription data and the call log: the accounts whose access opened on a date, their prescriptions before and after against accounts whose access did not change, the calls made to them in the weeks after the win, the territories where access opened and nobody called, and the honest statement of what the difference is and is not.

16 Sept 20262 min read Coverage and territory · Pharma

Ten questions a pharma commercial head asks, and the table that answers each

The ten questions a pharmaceutical commercial head puts to the field and market access teams, what is reach and frequency among accounts that can prescribe, which calls went to blocked accounts, did the formulary win pull through, which territories are balanced on writable potential, which samples moved anything, which accounts have open access and no call, what did the cycle plan say against what happened, where did access change this month, which reps are off plan, and what changed, each with the table from the call log, the access file and the prescription data, and the answer to send back.

16 Sept 20263 min read Alternatives and comparisons · Pharma

How to choose analytics software for pharma: questions, data and traps

How to choose analytics software for Pharma: the questions, the data, ten vendor questions and the traps.

24 Sept 20264 min read Board and management reporting · Pharma

Commercial KPIs for pharma sales teams: ten measures that matter, each with its formula and the export it comes from

The ten commercial KPIs a pharmaceutical sales organisation should run on, each with its formula, the export it comes from and what it tells you: reach and frequency among accounts that can prescribe, calls on blocked accounts, access-weighted territory potential, pull-through after a formulary win, call plan attainment by plan version, sample to prescription relationship, target list currency, new prescriber activation, share within accessible accounts, and off-plan call rate. Also the three measures most teams miss, the figures to drop, the identities, and who owns what.

17 Sept 20264 min read