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 relationships
- Customize engagement strategies: Different tiers need different touchpoints
- Measure portfolio health: Ensure balanced coverage across influence levels
- Align 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 review
- Quarterly: Spot-check top KOLs for changes
- Event-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% | | |
- 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
