Profound Healthcare Services - Credentials

© Profound Healthcare Services, 2014This document is solely for the use of client personnel only. No part of it may be circulated, quoted or reproduced for distribution outside of client’s organization without prior written approval of Profound Healthcare Services

Company Profile & Service Offerings

MARKET INTELLIGENCE. PROCESS SUPPORT.

2 Profound Healthcare Services - Credentials

Contents

Introduction

Offerings and projects done

−Strategy Consulting

−Market Intelligence

−Process Management

−Pharma Chronicle

Team


Contents

Introduction





−Pharma Chronicle

Team


Profound Healthcare Services assists pharma companies in taking informed decisions through a basket of services

About us

− Profound Healthcare Services was started in June 2012, by ex-IMS consultants, with an objective of providing spread of services to pharma industry

− We cater to various types of clients in the healthcare segment – i.e. Pharma, Med Tech, Healthcare consulting & investors, Specialty chains / clinics

Service segments


Clients

In a short span of two years, we had the opportunity to serve some of the leaders from various segments of Pharma market

Partner Point

SHARDA CHEM INTERNATIONAL


Our four offering segments are targeted at assisting you in strategic and tactical measures in complex business environment

Contemporary business environment

External Business Environment - Macro

Political

Economic

Social

Technology

Legal

External Business Environment

- Micro

Competition

Value chain

Consumers

New launches

Regulations

Internal Business Environment

Business processes Employees

Process Management

Market Intelligence

Pharma Chronicle

Str

ateg

y C

on

sult

ing


Our strategy consulting and market intelligence offerings assist clients in growth in different ways

Our services mapped on the Ansoff’s growth matrix

Market IntelligenceStrategy Consulting

Market development

Diversification

Market Penetration

Product Launches

GrowthMarket

ProductExisting New

Existing

New

Market entry strategy

Growth strategy & CI

Portfolio optimization

Portfolio design

Portfolio design

Market assessment

Market sizing

Brand growth driver

assessment

Market assessment

Benchmarking1

NOTE: 1) Benchmarking for field force, brands and company level strategies


Our team profile, robust methodologies / models and industry network help us deliver high quality outputs

Why us?

Exclusive Healthcare focus and experience

• We focus exclusively on the healthcare sector• Experienced in multiple therapy area assessment across acute / chronic segments

Strong Industry Network• Strong network of highly experienced professionals from Indian pharma industry• Established access to KOLs across major therapy areas

High quality insights

• We take a solution oriented approach to go beyond pure data generation • Provide high quality insights and implementable recommendations• Personal involvement in insight generation leads to highest quality of market

intelligence

• Blend of market research and consulting experience• Total experience of 7+ years in Healthcare Consulting, including 5 years in IMS

ConsultingStrong Team Background

Robust methodologies and frameworks

• Robust analysis based upon internally developed analytic models• Scientific methodology customized as per project need • Specific models (e.g. forecasting model) are shared with client as a deliverable


Our earlier experience in healthcare consulting also spans across a very broad spectrum of delivery areas

We have been a part of multiple consulting engagements in each of the following areas

• India entry strategy for new MNCs entering Indian market

• Growth strategy for large Indian companies

• New therapeutic area entry strategy for existing players

• Portfolio optimization for existing players

• Portfolio selection for new entrants and forecasting with P&L

• Qualitative primary market research for market size estimation MNCs

• Brand awareness primary market research for international brands

• Pricing and market access studies

Overall Experience

• Super-specialty –

Neurology, Oncology,

Diabetology, CVS,

Rheumatology,

Gastroenterology,

Nephrology, Infertility, etc.

• Specialty – Internal

Medicine (CP),

Gynaecology, Paediatrics,

Surgery, Orthopaedics,

Ophthalmology, GP, etc.

Therapy areas experienceDelivery areas experience


Contents

Introduction





−Pharma Chronicle

Team


Strategy consulting usually involves a scientific approach leading to strategy recommendation supported by financials

Strategy Consulting – typical approach

• Typically 12-16 weeks duration1

• High involvement of client essential at each stage

NOTE: 1) Timelines are rough estimates, actual timeline would be defined based upon the scope of each engagement and would differ for each engagement

Illustrative

Recommendation with financial analysis• Financial analysis• Client meetings• Final recommendation

Detailed market assessment• Ongoing desk research• Building DGs• Pilot research• Primary market research• Validation & bridging

gaps from experts

Validate internal aspirations• Internal meetings• Basic desk research

as needed

Analysis and strategy framework• Data collation• Analysis through existing

/ customized tools• Developing strategy

framework• Identification of strategic

options

Identify issues• Analysis of findings

from internal meetings


Case studies

Nature of Engagement Client What we did? Benefit to client

Market entry strategy for own marketing of Gynec manufacturer in India

Case study

A leading Indian manufacturer of hormones and contraceptives

• Provided detailed understanding of market dynamics through desk research and data analysis

• Recommended product portfolio based on a detailed market research & internal tools

• Forecast for the products under consideration based upon doctor feedback

• End to end entry strategy with implementation plan, field force requirements, organization structure and P&L

• Identification of operating segments

• Dynamics of a completely new market

• Implementable recommendations for market entry

• Detailed financial analysis with P&L

• “Go-no go” recommendation

Optimize the women’s health portfolio for a additional division

Case study

A Global leader in Gynecology

• We did secondary research, discussions with KOLs, looked at new launches, pipeline, clinical trail data, molecules available in international markets

• Identified new opportunities for portfolio for immediate launch

• Identified futuristic opportunities, with qualitative feedback from KOLs

• Detailed KOL feedback on 65 products

• Dynamic forecast model for the same

• A differentiated & customized portfolio of 50 molecules

• Directional inputs for BD and R&D teams through 17 prioritized, futuristic products focusing beyond 3 years

We have delivered one entry strategy and one portfolio strategy engagement


Contents

Introduction





−Pharma Chronicle

Team


Market intelligence projects usually involve a combination of desk research, stakeholder discussions and forecasting

Illustrative Market Intelligence – typical approach

Stage II (2 weeks)Qualitative research for treatment detail, awareness, attitude, etc.

Stage IV (2 weeks)Baseline forecasting, market sizing and final report

Stage I (2 weeks)Target market landscaping – desk research and expert discussions

Stage III (2 weeks)Quantitative research for current / future usage, potential patient pool, etc.


• Medium involvement of client essential at each stage



Select case studies

We have successfully delivered market sizing / potential estimation projects across various segments (1/3)


Market potential estimation for an existing cancer drug in a new indication

Case Study

A global leaders in the Oncology segment

• Secondary research on epidemiology of the disease

• In-depth discussions with 55 KOLs and 2 industry experts

• Analysis and triangulation of the data generated to derive insights

• Identification of actual patient pool for client’s brand

• Patient split across all stages of disease / types of treatment centers

• Dynamic forecasting model for future use

In depth assessment of Rheumatology market to estimate potential for second line biologics usage and reasons for sub-optimal Rx of their brand

Case study

A leading MNC • Secondary research for current treatment options

• In-depth discussions with KOLs and Industry experts


• Understanding about realistic opportunity & future growth drivers

• Refining their existing go-to-market strategy

• Knowledge about competitive activities and their future plans

• Support in deciding a revised sales target


Select case studies



Market sizing for client’s Albumin, IVIG and FVIII brands – as it’s pre market entry assessment

Case Study

One of the major suppliers of blood plasma products globally

• Detailed desk research and pilot interviews across 9 specialties

• In-depth discussions with >120 doctors and some distributors, patient bodies / NGOs, competitors and industry experts


• Operating dynamics of the target markets

• Competitive scenario

• Market size for client’s brands

• 5 year detailed forecast

• Foundation to develop India entry strategy

Market assessment and sizing for a new patented technology product for patient positioning during MRI / CT to reduce movements and resultant artefacts in images

Case Study

An Indian company into marketing of devices

• Developed basic understanding about the radiology products market in India

• Qualitative research with ~10 Radiologists / lab technicians

• Quantitative research with ~ 50 Radiologists / lab technicians

• Expert interviews from leading players in imaging / radiology products

• Analysis and report generation

• Relevant patient segments where product can be used

• Market share projections

• Pricing and price sensitivity feedback

• 5 year baseline forecast


Select case studies



Market sizing for client’s automated systems for specialized tests in pathology laboratories & blood banks

Case Study

One of the major suppliers of blood product diagnostic systems globally

• Detailed desk research and pilot interviews across pathologists from laboratories and blood banks

• In-depth discussions with >70 pathologists and some distributors, competitors and industry experts


• Operating dynamics of the target markets

• Competitive scenario

• Market size for client’s brands

• 5 year detailed forecast

• Foundation to develop India entry strategy

Market sizing for chronic constipation drug across three countries

Case Study

Japanese company, headquartered in Singapore, planning to launch new products in ASEAN region

• Conducted desk research to develop in depth understanding about overall pharma market and operating environment in each country

• Undertook online PMR with 40 respondents in each country (GPs, CPs, retailers & patients)

• Analysis and reporting

• Understanding about the target market dynamics in each country

• Doctor response for usage potential for client’s drug along with supporting feedback from patients and retailers to understand the demand-supply dynamics

• Targetable patient pool across two segments – IBS related and Idiopathic chronic constipation in each country with detailed forecast


Select case studies

We have also done quick competitive intelligence & market assessment of niche therapy areas with limited data availability


Study business models of innovators in India (both successful and failed) and recommend a model for a new brand

Case Study

A leading MNC’s regional office

• Data analysis for identification of innovators in India

• Internal brainstorming to study the business models / strategies of various players for their innovator brands vs. generic competition

• Generated qualitative / strategic insights and indicative numbers about impact on sales, growth, etc. through industry expert feedback

• Detailed insights about strategies of innovators in India

• Critical factors leading to success / failure of innovators

• Necessary operating model for an innovator in current scenario


Lastly, we have also worked on an OTC project and sales force related project involving a large sample sizeSelect case studies


Innovative business model design for self-care market based on robust insights generated prescribers leading to a business model

Case Study

Leading Indian Consumer Health company

• Qualitative market research to understand physician perception and unmet needs

• Extensive use of other market frameworks such as positioning using 3Cs approach, segmentation using “Jobs-to-be-done” frameworks

• Facilitated a workshop for internal team to build a business model

• Validation of existing understanding

• Identification of new target segments

• Profiling of customers based upon identified parameters

• Support to build a new business model for this division

Assess the impact of scientific promotion team and recommend improvement areas for that team through KOL Feedback

Case Study

A leading MNC • Qualitative and quantitative market research with top KOLs across 5 major therapy areas

• KOL perception about their local scientific team

• Assessment of it’s impact on Rx

• Competitive benchmarking

• Improvement areas and recommendations to improve


We also have the necessary capabilities and network to undertake such projects in international markets

Illustrative Market Intelligence



• Medium involvement of client essential at each stage

• We have a network of local vendors in developed markets as well as RoW markets for field work

• Also, we have access to experts who have worked extensively in overseas markets


We can provide due diligence services also, which demand a quick turnaround

Illustrative Market Intelligence


Due Diligence

Capability Analysis

- Management

- Operational

- Financial

Portfolio

Competitive Assessment

- Operating model

- Financial details

- Benchmarking

Operating Mkt. Assessment

- Mkt. understanding

- Success factors

- Trends & forecast

- Opp. assessment

Final Analysis & Recommendation

- Action areas & synergies

- Financial analysis

- Final recommendation


• High involvement of client essential at each stage


Contents

Introduction





−Pharma Chronicle

Team


Process management involves owning client’s internal processes and developing process improvement tools

Internal data

Market data

Analysis processStandard output in

dashboard / presentation

• Typically ongoing process• Frequency monthly or quarterly• Client involvement mainly in terms

of providing data

Illustrative

Understanding the requirement & prototyping

Development

Refinements

Process ownership

Process improvement tools

• Typically 6 -10 weeks duration, depending on complexity

• Client involvement medium



Case studies

We have developed a KOL segmentation dashboard and provided an analysis of an internally conducted survey


Develop a new tool for KOL database management & analysis for a new BU

Case Study

A leading MNC

• Developed a customized dashboard and tool based on excel and macros which enabled data entry, editing, viewing, exporting as PDF, etc

• It also showed the analysis of the data entered

• Provided a secure & updated KOL database management system

• Tool for maintaining KOL related data & draw insights about their practice

• Provided results through a simple & flexible tool compared to earlier complex processes

Get a third party analysis of data from a survey done by internal team focusing on the Neuro / CNS market

Case study

A leading MNC

• Data collected during a market research activity done by internal team was provided by client team

• We analyzed this data by deploying scientific methodologies; presented a report of detailed findings

• Validation of internal assumptions

• New insights, which were unknown prior to our analysis

• Significant time / cost savings for internal team

Get a third party analysis of data from a survey done by internal team focusing on the Ophthalmology market

Case study

A leading MNC

• Data collected during a market research activity done by internal team was provided by client team

• We analyzed this data by deploying scientific methodologies; presented a report of detailed findings

• Validation of internal assumptions

• New insights, which were unknown prior to our analysis

• Significant time / cost savings for internal team


Contents

Introduction





−Pharma Chronicle

Team


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Contents

Introduction





−Pharma Chronicle

Team


Girish Korde

− India Growth Strategy for an MNC− Sales Force Effectiveness for MNCs as well as Indian companies− India Market Sizing / Attractiveness Assessment for an MNC− Pricing Benchmarking for an MNC− Branded Generics Strategy for an MNC entering this market in India

Prior experience has always been in Research / Analytics / Consulting through past employers like Franklin

Templeton Information Services and eClerx India

Girish holds an MBA in Marketing from Indian Institute of Planning and Management, Mumbai and a Bachelor of

Engineering (Computer Science) from Mumbai University

Girish has been in the Indian healthcare industry since 2006, 7+ years of experience in

healthcare consulting

He founded Profound Healthcare services in June 2012. He is responsible for Business

development, project management and delivery of strategy consulting engagements

He has worked with IMS Consulting – a leading Management Consulting provider in the

healthcare industry since April 2007 and was primarily responsible for selling & delivering

strategy consulting engagements in India

Girish has worked across a span of engagements covering areas like Growth Strategy, Market

Assessment, Market Sizing, etc. To list a few –

Team


Mihir Ambardekar

Mihir is an Analyst at Profound Healthcare Services

Prior to joining Profound Healthcare Services, he has done his summer internship with Amul

(GCMMF) in the sales department (Frozen foods division)

He holds an MBA in Marketing from MET’s Institute of Management and he is a Bachelor of

Pharmacy from the Mumbai University

During his postgraduate studies he has worked on various academic projects in the field of

research and sales

During his graduation he has interned with Pfizer in the Quality control and Microbiology

department

Team


Sharmila Reddy

Sharmila is an Analyst at Profound Healthcare Services

Prior to joining Profound Healthcare Services, she has worked as a Research Trainee with

Kantar Health, Mumbai

She has also worked in Medwiz Healthcare Communications Pvt.Ltd. with their client servicing

team

She has done her summer internship with Fortis and Breach Candy Hospital with the

administration department

Team

• She holds an PGDM in Healthcare Management from Welingkar Institute of Development, Management and Research,

Mumbai and she is a Bachelor of Biotechnology from Mumbai University

• During her postgraduate studies she has worked on various academic projects in the field of research

• During her graduation she done her summer internship with Haffkine Institute

Girish Korde+91 98197 21479

[email protected]

Thank You!

mailto:[email protected]

© Profound Healthcare Services, 2014This document is solely for the use of client personnel only. No part of it may be circulated, quoted or reproduced for distribution outside of client’s organization without prior written approval of Profound Healthcare Services

Appendix


Case study: India entry and go to market strategy for a new player entering the Gynec market in India

• Understand the growth plans

• Understand key expectations

• Market Assessment – through initial desk research / industry expert feedback

• Develop consensus on next steps and project milestones

• Ratify key portfolio opportunities in line with consensus – through external datasets, KOL / expert feedback

• Evaluate and finalize portfolio – with 3 yr top-line forecasts

• Forecasting for Gynaec BU – overall 3 yr forecast for the Gynaec BU

• Assess other go to market options – S&T strategy, SF structure & FF sizing

• Evaluate findings and recommend entry strategy – Define divisional structure, cost & profitability of that structure. Compare options, prioritize and recommend operating model

• Develop overall implementation plan – across functions with clear responsibilities, timelines & key milestones

• Convert implementation plan into financials, as necessary. Develop consensus

Review growth plans and vision

Assess and Evaluate Portfolio

Opportunities

Align field force and recommend entry

strategy

Develop Implementation Agenda

Benefits for client: Client was able to arrive at a final “go / no-go” decision based upon in-depth financial analysis and subsequent recommendations

Strategy Consulting

Back


Case study: Optimization of women’s health portfolio focusing on KOLs with infertility & pregnancy maintenance practice (1/2)

Strategy Consulting

Benefits for client:

Client was able to get a differentiated portfolio that was tailor made for that division. Portfolio included prioritized 17 molecules that could form a futuristic portfolio beyond 3 years of division launch

Stage I: Studying target market• Understand internal

aspirations• Study external

business environment

• Define the target market

Stage II: Developing long list of products• Analyse existing

portfolio• Assess the initial list• Arrive at long list of

potential molecules

Stage III:Forecasting & final portfolio• Generate doctor

feedback• Build product level

forecast• Recommend final

portfolio

NOTE: Stages II & III are depicted in detail on the following slide

Back


Immediate Portfolio (Phase I) Process

All molecules identified in landscaping

Initial screening for obvious exclusions

and identifying

gaps

Opportunity vs.

operating barriers analysis

Long list of molecules

for final ratification

Doctor feedback

and internal data

analysis

Forecasting

Final short-listed

portfolio

Stage IIStage I Stage III

841

65

126

Depth discussions with 44 Gynecs

58

1. New molecules in IPM2. Novel products identified in stage I&II3. New products of specific identified

companies4. Client pipeline

17

44

21

Legend:

SOURCES• Gynecologist KOLs• Industry Experts• International Markets• Secondary sources

Identified products suitable for various

areas

Shortlisted products for further

study

Additional list of products

36

18 24

Futuristic Portfolio (Phase II) Process

Qualitative feedback from

KOLs

Case study: Optimization of women’s health portfolio focusing on KOLs with infertility & pregnancy maintenance practice (2/2)

Back

Strategy Consulting


Case study: Market potential estimation for an existing cancer drug targeted for new indication by an MNC

Benefits for client:• Client intended to identify the opportunity for an existing products in a new target market• This project provided a market opportunity estimation in terms of target patient pool• Client was able to identify the actual patient pool for all segments and across all stages of the disease and treatment

• This provided accurate opportunity assessment across all treatment channels and patient segments

Market Intelligence

•Awareness levels amongst physicians•Diagnosis and treatment rates •Referral patterns and compliance•Treated patient numbers as per stages

•Existing treatment protocols•Affordability levels for various treatment •Unmet needs through current options•Survival rates

•Physician’s reaction to client’s product•Potential usage of client’s product•Point of shifting a patient from existing treatment to client’s product•Price sensitivity

•Target patient segments•Opportunity estimate•Overall existing market opportunity

Target market landscaping

Treatment pattern

AAU of physicians

Detailed opportunity assessment

Back


Case study: In depth assessment of Rheumatology market to identify potential for biologics usage

Phase I

Phase II

Phase III

Understanding patient segments for RA in

India

Studying the treatment dynamics

and patient flow

Recommend market expansion options for

client’s product

• Various market segments in RA based upon patient profile

• Approximate patients numbers (in %) in identified segments

• Untapped market segments for Biologics within RA

• Existing treatment protocols for each segment

• Rx drivers / hindrances in RA, specifically for biologics

• Critical success factors for higher uptake of biologics

• Means to expand market• Rx drivers / barriers for

biologics as monotherapy treatment

• Market opportunity for biologics• Expansion opportunity for

client’s brand

Benefits for client:• Client was operating in this market – but desired a validation about the future potential of market as well as for their product• This project enabled the client to get a clear perspective about the realistic opportunity and future growth drivers. Project also helped client in refining their existing go-to-market strategy in terms of doctor coverage, promotional activities. Client also got critical insights about competitive activities and their future plans were also generated

• Last but not the least, client was able to review it’s relevant sales target for this product

Market Intelligence

Back

38Profound Healthcare Services - Credentials

Market Intelligence

Background understanding

• Understood client’s internal aspirations towards target market

• Conducted relevant secondary research and expert discussions

Field work• Depth discussions with >120 doctors across

9 specialities regarding usage potential for client products in target market

Opportunity Sizing

• Triangulation of insights generated through market research leading to opportunity sizing for client

• Detailed event based 5 year forecast

Benefits to client:

• Client was planning India entry and had limited information on the target markets

• We provided detailed insights about the market dynamics

• Final potential estimates and market share projections

• Existing data on these markets was very limited and our discussions across 120 doctors provided detailed insights leading to entry strategy plan for client

1) pdFVIII - Plasma Derived Factor VIII (2) rFVIII - Recombinant Factor VIII

Case study: Market dynamics and sizing the opportunity for Albumin, IVIG, pdFVIII1 & rFVIII2 in India

Back


• Expert discussions to develop internal understanding about the MRI market segment and usage of supporting devices

• Detailed market research (qualitative as well as quantitative) across more than 50 imaging / diagnostic centers

• Validation of insights through expert feedback

• Identification of possible patient segments, usage potential & possible market share, price sensitivity analysis for the product

• Detailed forecast for 5 years

Benefits for client:• A global player, with limited insights on Indian devices market scenario, got a detailed understanding about the

MRI segment in India• Provided detailed understanding about existing problem of bad images due to patient movement during MRI

process• Usage potential of client product with forecast in relevant patients

Case Study: Potential estimation for new product, which reduces patient movement during MRI process, leading to better images

Market Intelligence

Back


Target market landscaping

Depth discussions

Competitive assessment

Opportunity estimation

Operating dynamics of the target market studied in detail leading to comprehensive discussion guides

Depth discussions with ~70 labs / blood banks and ~10 other relevant stakeholders1

Detailed understanding about existing competitive scenario

Final projections for opportunity in these niche market segments along with a detailed forecast

1) Distributors, experts, doctors, etc.


• Client – a global leader in diagnostics – was entering India and having limited understanding about this market

• Client got a detailed understanding about the operating dynamics for these specialized tests

• Complete overview on competitive scenario vis-à-vis market share, operating model, strengths / weaknesses, pricing strategy, etc.

• Final report with market potential estimation for client systems in India along with detailed forecast with baseline, optimistic and pessimistic scenarios

Case Study: Market sizing opportunity for automated systems for specialized tests in pathology lab & blood banks

Market Intelligence

Back


1) Malaysia, Thailand, Indonesia (2) GPs, CPs, patients and retailers

Detailed secondary research for

epidemiology data, existing treatments and overall target market dynamics

Online PMR with respondents2 from

three countries through our dedicated

network for online PMR

Feedback generation for usage potential of

client’s drug in individual countries

and expert validation

Final report and 5 year baseline forecast


• Client – a Japanese company – got a detailed understanding about the overall operating environment in these three countries

• Detailed feedback from prescribers, retailers as well as patients on current and future usage of chronic constipation drug

• Potential number of patients that can be on client’s drug, in individual country, for chronic constipation – segmented for idiopathic and IBS related chronic constipation

Case Study: Market sizing & opportunity assessment of chronic constipation drug in three ASEAN countries1

Market Intelligence

Back

42Profound Healthcare Services - Credentials

Market Intelligence

Established a list of innovator products

launched in different disease areas

Segmented these innovators in 4 categories

Studied market characteristics at

launch ,entry strategy and critical success factors

Analyzed the price v/s volume scenario of

innovators

Identified the innovators with generic competition


• A new entrant in India, client was benefited with clear understanding about all possible operating scenarios in which innovators have been launched in India and their relevant entry strategies

• Client got entry strategy recommendations based upon this study

Case Study: Competitive analysis to generate strategic inputs for a new innovator in India

Back


Market Intelligence

Benefits for client:• Validation of their understanding about this market• Identification of new target segments by bridging the gaps through earlier study conducted internally by client• Providing a foundation for an internal workshop – that led a to a new business model for the client in the self care market

Objective Approach

• Conducted depth discussions with 2 competitors & 30 KOLs to generate insights about prescriber’s pain points & latent needs in self care – before, during and after medical care

• Analyzed the findings and arrived at collated and validated insights with list of latent / unmet needs and identified possible target segments

• Had brainstorming and review of an internal client survey leading to assimilated learning and insights through two rounds of study

• Identified a shortlist of opportunities in terms of target segments and relevant strategies / initiatives for client

• Provided a guideline to conduct an internal workshop in order to arrive at a new business model for self care market

Competition Customers

Company

• What are the pain points amongst doctors regarding self care by patients?

• What is being currently done by competition? • How can they

be addressed?

Back

Case study: Assist in designing innovative business model supported by prescriber views about the self-care market


Case study: Detailed study for value added by the local scientific team as a ‘differentiation element’ for the client

Market Intelligence

Benefits for client:• Client understood the current advocacy levels by KOLs for the local scientific team along with the satisfaction levels• Benchmarking against competitors was also provided• Also identified gaps / main improvement areas and means to improve them

Stage IIIAnalyze feedback and develop final report

Stage IUnderstand internal aspirations

Stage IIGenerate KOL feedback

• Understand internal aspirations

• Design discussion guide for KOL meetings

• Finalize sample – mutual agreement on the city-wise specialty coverage for 135 KOLs across India

• Analyze findings – evaluate the generated insights and analyze for their impact on client sales force strategy

• Final recommendations – provide final report focusing on the satisfaction levels of KOLs, scope of improvement and competitive benchmarking

• Conduct KOL meetings –perception towards the impact and differentiation factor provided by local scientific team

• Evaluate prescriber feedback – overall level of advocacy, team approach & scientific communication, gaps, competitive benchmarking

• Generate insights

Back


Case study: a complete KOL database management solution for an MNC’s BU focused on a niche therapy area

Benefits for client:• Client was able to use our tool to maintain the data about KOLs and draw insights about the customers, on an ongoing basis • Client appreciated the simplicity and the flexibility of the tool

Client requirement was to develop a secure & reliable tool for managing KOL information database on an ongoing basis

A- customized Excel-VBA based database management tool was developed for the client.

Process Management

Few options from the tool are shown below

• The tool enabled

A secure & updated KOL database

Easy access for few key executives

Quick overviews and insight generation about the customer data

Easily add, view, edit and delete records

Export data & report generation

Back

46 Profound Healthcare Services - Credentials Back

Case study: Insight generation for client, based upon an survey conducted by client for Epilepsy Management preferences

Benefits for client:• Client was able to validate internal assumptions and understanding through a scientific methodology deployed by us• Detailed analysis of data provided new insights for the client, which were unknown prior to our analysis• Significant time / cost savings for internal team

Client inputs

based upon internal study

Analysis of provided inputs

through scientific

methodology

• Common type of Epilepsy patients seen

• Choice of drugs for Epilepsy treatment

• Preferred dosage and titration

• Plain vs. combination and strength preferences

• AAU for client brand and future potential

Process Management


Detailed analysis of

patient feedbackInsights

and recommendations for

brand communication with customers

Patient survey data from client

side

Analysis of the provided inputs

through scientific

methodology and

representation in graphical format

Benefits to client:• Third party perspective on an internal survey• Insights to develop product communication based upon the findings from survey

Case Study: Analysis and insight generation based upon internal survey conducted by a client

Process Management

Back


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Girish Korde+91 98197 21479

[email protected]

Thank You!

mailto:[email protected]