Why Tiering Matters Not all KOLs are equal. A global thought leader who chairs international conferences requires different engagement than an emerging researcher. Tiering helps you:
Allocate resources effectively : Focus time and budget on highest-impact relationshipsCustomize engagement strategies : Different tiers need different touchpointsMeasure portfolio health : Ensure balanced coverage across influence levelsAlign cross-functional teams : Give everyone a common language for prioritization
The 4-Tier Framework Tier Definition Typical Profile Engagement Strategy Tier 1 Global thought leaders Top journal authors, international conference chairs, guideline committee members 1:1 strategic partnership, personal relationship with senior leadership Tier 2 Regional experts National society board members, active researchers, frequent speakers Advisory boards, speaker programs, investigator meetings Tier 3 Local influencers Hospital department heads, high-volume practitioners, regional opinion shapers Educational events, peer-to-peer programs, local symposiums Tier 4 Emerging voices Early-career researchers, rising clinicians, digital-native physicians Content engagement, early access programs, mentorship opportunities
Tiering Criteria Use these factors to classify KOLs:
1. Scientific Influence Factor How to Assess Data Sources Publication record H-index, citation count, journal impact factors PubMed, Google Scholar Guideline involvement Authorship on clinical guidelines Society websites, guideline documents Grant funding PI on major research grants NIH Reporter, institutional profiles Patent activity Inventor on relevant patents USPTO, patent databases
2. Clinical Influence Factor How to Assess Data Sources Procedure volume Number of relevant procedures performed Hospital data, claims databases Referral network Physicians who refer patients to this KOL Network analysis tools Training role Fellowship director, residency faculty Institutional websites Adoption behavior Early vs. late adopter of new technologies Field intelligence, sales data
3. Professional Influence Factor How to Assess Data Sources Society leadership Board positions, committee chairs Society websites Conference presence Speaking roles, session chairs Conference programs Media presence Quoted in press, social media following News searches, social platforms Peer recognition Awards, named lectures CV review, institutional announcements
4. Engagement Potential Factor How to Assess Data Sources Past collaboration History with your company CRM records, MedStrato activity log Competitor relationships Engagements with competitors Field intelligence, disclosure databases Availability Willingness to participate Direct outreach, response history Alignment Fit with your therapeutic focus Research interests, clinical practice
How to Apply This in MedStrato Step 1: Create Tiering Criteria for Your Context Customize the framework for your therapeutic area:
Example: Structural Heart Devices
Tier 1: Performing 100+ TAVR procedures/year, guideline author, international speaker
Tier 2: Performing 50-100 procedures/year, national speaker, active researcher
Tier 3: Performing 20-50 procedures/year, regional influence
Tier 4: Early career, fewer than 20 procedures/year, digital presence
Step 2: Assess and Classify KOLs
Go to KOL in MedStrato
Open a KOL profile
Review available data:
Publications count and H-index (if available)
Specialties and expertise areas
Past event participation
Engagement history
Set the Tier field: Tier 1, Tier 2, or Tier 3
Set the Engagement Level : High, Medium, or Low
Tier reflects potential influence. Engagement Level reflects current relationship status. A Tier 1 KOL might have Low engagement if you haven’t worked with them yet.
Step 3: Use Tiers for Planning Filter by Tier in the KOL list to:
Plan advisory board composition (mix of Tier 1-2)
Identify Tier 3 KOLs for regional speaker programs
Find Tier 4 KOLs for early career development initiatives
Use AI Insights to:
Get product alignment recommendations per tier
Identify event opportunities for specific KOLs
Suggest engagement strategies
Step 4: Review and Update Regularly KOL status changes over time. Review tiering:
Annually : Full portfolio reviewQuarterly : Spot-check top KOLs for changesEvent-driven : Update after major publications, role changes, or collaborations
Common Tiering Mistakes Mistake Why It’s a Problem How to Avoid Over-weighting publications Clinician KOLs may have fewer publications but high procedure volume Balance scientific and clinical criteria Static tiering KOLs rise and decline in influence Schedule regular reviews Ignoring engagement potential High-influence KOL who won’t engage is less valuable Include availability and alignment factors Too many Tier 1s Dilutes focus and resources Limit Tier 1 to top 5-10% of your database Subjective classification Different team members classify differently Document criteria, train team, calibrate regularly
Portfolio Health Metrics Track these metrics across your KOL database:
Metric Target Why It Matters Tier distribution 10% Tier 1, 25% Tier 2, 40% Tier 3, 25% Tier 4 Ensure balanced portfolio Engagement coverage 80%+ of Tier 1-2 with recent activity High-value KOLs should be engaged Tier mobility 5-10% tier changes per year Shows portfolio is dynamic Geographic coverage Aligned with market priorities Ensure regional representation
Template: Tiering Scorecard Use this template to standardize tiering decisions:
Criterion Weight Score (1-5) Weighted Score Publication impact 20% Clinical volume 25% Society leadership 20% Conference presence 15% Engagement potential 20% Total 100%
Scoring guide:
Score 4.0+: Tier 1
Score 3.0-3.9: Tier 2
Score 2.0-2.9: Tier 3
Score below 2.0: Tier 4
KOL Management Overview Complete guide to managing KOLs in MedStrato.
KOL Engagement Workflow End-to-end workflow from discovery to relationship.
