No documentation Lack of coordination among team members Operational mindset – no focus on insights Broken processes

Issues Identified

Adopted best practices – Created detailed checklists and automated QA/QC framework  Created a single source of truth – Setup AWS-based Common Data Layer across vendors and workstreams  Setup multi-disciplinary team – U.S. + India Integrated Analytics team Cross-trained team members  Established prioritization practices – Created prioritization checkpoints and escalation matrix to resolve any issues

Revamped delivery model

6 consecutive quarters of 99.9% accurate operations across Alignment, Quotas, IC admin, Reporting, and Ad-hoc analytics

Quality

40% product revenue growth backed by a robust commercial and analytics process for a 2-year-old dermatology brand

Measurable Success

Streamlined the commercial analytics processes for a mid-size pharma company

Pharma companies are typically blinded from the rich marketing data. We established data contracts with marketing agencies, PSP vendors, etc. to get access to the right data.

Identify and Own data

Set up a scalable and secure Databricks lake house to host, process, and analyze patient and physician datasets in a cost-efficient way

Empowering Healthcare Insights

Establish tagging mechanism to capture relevant information from digital channels

PharmaTag Insights

Leverage ProcDNA’s AI/ML model libraries to identify digital targets and generate insights to tailor the content, frequency, and timing of the emails

Navigating a 38% Surge in Digital Target Pool Strategies

Optimizing Pharma Success

Precision Pharma Solutions

Achieving a 30% Surge in Campaign Engagement with Expert Consulting Strategies

Boosting Pharma Impact

Adopting a digital first marketing strategy to gain an edge in a highly competitive dermatology market

Developed reasons for abandonment using pharmacy payer claims data and specialty pharmacy data

Abandonment Analysis

Compared client’s abandonment rate to analog products in the market to determine if there are pockets of imbalance

Competitor Comparison

Conducted primary market research to understand the qualitative reasons for high abandonment and the role played by different members of the care team (physician, nurse, office manager) in managing abandonment

Market Research

Set up a quarterly process to track and report on abandonment

Quarterly Process

Provide strategic recommendations for co-pay card design and messaging and direct the overall strategy and role definition of the patient services team

Success Strategy

Set up an operations process to measure abandonment quarterly and report to senior executives

Analyzed reasons for abandonment of new patient prescription for an oral oncology product

Build a 340B Customer Database using client data (such as chargeback and internal sales data) along with the HRSA database

Customer Database

Analyzed the factors that impact 340B sales (such as new 340B Specialty pharmacy contracts, or new covered entities)

Factor Analysis

Develop the account-level forecast for 340B trend

Trend Forecast

Run what-if scenarios to get the range of 340B scenarios based on assumptions on rate of contracting, new enrollments and sales increase in existing 340B customers

Scenario Analysis

Developed a methodology and forecasting process to track 340B sales

Developed a methodology to identify drivers that indicate drivers of new patient starts. The model was developed with a cross functional team including Sales, Marketing, Medical Affairs

Identify Drivers

Develop a model to estimate new patient starts using a variety of data sources (medical & pharmacy claims data, lab test data). Compare the model to actual new patient starts.

Model Development

Developed a process to flag patient triggers in the CRM tool for the client.

Flag Triggers

Tracked the follow up on patient triggers and addressed any gaps in the field follow through on patient triggers.

Data Tracking

Triggers are widely used by the client teams as a key driver of sales team activity

Drive Sales

Increased field activity on triggered physicians by 20% over a 12-month time period.

Developed a process to target physicians for a rare disease indication

The ProcDNA team developed a prediction algorithm to estimate the risk of patient discontinuation based on several factors such as physician and patient profile, physician dose modification behavior, fulfilment trends seen in specialty pharmacy data

Prediction Algorithm

We developed logistic and decision tree regression models using the number of patients discontinued (dependent variable) and different independent variables

Decision Tree

Finally, we developed a risk score “1-5” (5 = high risk) for all patients in specialty pharmacy data, shared scores with field teams

Risk Score

Provide real-time guidance to field teams on physicians with high-risk patients for discontinuation

Real-time Guidance

Developed a model to predict patient discontinuation for an oral drug using specialty pharmacy data

Conduct a comprehensive assessment of MDM and downstream systems for both companies, engaging with Business and IT stakeholders to align on anticipated system changes post-acquisition

Assessment ​

Create detailed Requirement document which capture all the business and technical requirement including the changes required in the downstream system ​

Requirement

Design and implement ETL and MDM pipelines to meet specified requirements, followed by comprehensive System Integration Testing (SIT) and User Acceptance Testing (UAT) to ensure the system's robustness and functionality

Implementation ​

Conduct a thorough analysis and documentation of overall business and field user impacts, communicating findings downstream to facilitate a seamless transition and minimize disruptions

Change Management ​

Improved data consistency and quality across the organization, leading to better​  decision-making, reduced errors, and increased trust in data​

Data Consistency and Quality

A single MDM system reduces complexity, simplifies data maintenance, and improves data governance

Simplified Data Management

Simplified integration of new data sources and easier adaptation to changing business needs due to the standardized nature of harmonized data

Faster integration and Adaption

Easier integration with other systems and applications due to a single, integrated MDM system, reducing integration challenges and enhancing interoperability

Improved Integration

Achieve cost savings by minimizing maintenance and support expenses linked to legacy systems, while concurrently enhancing compliance and governance through alignment with current standards, ensuring steadfast adherence to evolving regulations and data governance requirements 

Legacy System Retirement​

Integrate MDM Systems while maintaining Independent CRM Platforms of two companies post acquisition​

Led sessions with the core team to identify KPIs across cross functional teams (Sales, Marketing, Market Access, and Analytics)

Identify KPIs

Developed a “data to report” roadmap to develop the data sources and business rules to develop the KPIs

Develop Data Sources

Created field-facing reports in a leading business intelligence software

Create Reports

Led the rollout of the reports to the client teams, answered any questions, and ensured high degree of adoption

Report Rollout

Our client was able to rollout the report about 2x faster than the previously discussed timeline

Reports received a high (79%) adoption rate for weekly use by different teams

Developed field reports for a pharmaceutical firm working on diabetes medicines

Set up the business case for sampling and ensure that the sampling target list was created and refreshed regularly

Business Case

Setup a bi-weekly tracking report combining various data sources for review by commercial leadership.

Tracking Report

Analyzed impact of sampling on new patient starts.

Impact Analysis

Provided continual performance analysis by tracking samples by proactive vs. reactive, by geography, by indication, and by dosage. All while addressing any gaps in sample execution.

Performance Analysis

Post execution the business case was refined to develop recommendations for 2021-22.

Set up and measured the effectiveness of the sampling program for an oncology product

Developed a database working with the speaker bureau vendor to track performance and link it back to new patient starts

Database Development

Developed a quarterly report to track speaker bureau performance (nation, region, district & territory).

Quarterly Report

Analyze a 6-month ROI on speaker bureau performance using a test-control approach.

Testing & Analysis

Based on our recommendations the client established a national goal for ratio of prescribers to attend the SB, and speaker utilization was closely monitored and adjusted as DMs managed territory level variation in SB programs.

Analysis showed that the speaker bureau program had a positive ROI and overall program was continued.

Measured the effectiveness of the speaker bureau program for an immunology product

Reviewed and consolidated all reports consumed by the organization

Strategic Synthesis

Created new reports which serve the needs of multiple stakeholders by identifying key KPIs monitored across multiple domains Leveraging ProcDNA’s UI/UX team for a user-friendly design

 Innovative Reporting Solutions

Unified data marts to create a single source of truth and avoid data anomalies

Unified Data Ecosystem

A Pharmaceutical Consulting Odyssey with 18% Surge in Platform Adoption and Usage

Empowering Growth

40% Reduction in data requests and queries saving 35 hrs / month

Optimizing Data Management

Replaced company wide legacy reporting systems with a state-of-the-art central online platform for field and HQ reporting

Identified the right data sources (example – Weekly/Monthly Sales, Call activity, Email engagement, Website, Speaker Bureau etc.) for each suggestion and model training.

Raw Data From Source

Incorporated constraints like rep time-off, call/email capping, HCP consent, etc.

Constraint File

Trained the deep learning model (TCN & FCN) using the past 6 months data like Sales, Call, Email & HCP affinity.

Model Training

An intelligent optimization algorithm – Monte Carlo Tree Search was used to minimize the number of iterations needed to identify the promotion sequence that returns the highest value for an HCP. 

Predict

Predicted alerts were sent as suggestions on Veeva app using Veeva API integration.

Veeva Suggestions

IVA call utilization increased from 75% to 90% post suggestions launch

IVA Call Utilization

Based on control test analysis, product sales increased by ~4% within the first year of suggestions launch

Increased Product Sales

Sales reps were able to have meaningful conversations with HCPs

Meaningful Conversation

Developed an NBA model that recommends the next best actions based on customer behavior

Establish a unified and authoritative data repository to eliminate inconsistencies and duplicates, while simultaneously reshaping the rich, interconnected data to align with the specific requirements of BI applications and analytics

Single Source of Truth​

Accurately track, maintain, and leverage relationships between Healthcare Professionals (HCPs) and Healthcare Organizations (HCOs), while visualizing comprehensive relationships, households, and hierarchies through a 360 graph for enhanced collaborative efforts

Affiliation Management​

Data stewards ensure the maintenance, cleansing, and enrichment of data, with all source attributes accurately mapped to their respective target attributes, facilitated by automated pipelines for efficient loading and quality control of input files

Enhanced Data Quality​

Developing an MDM solution integrated with CRM for an emerging pharma client​

We worked with the team to re-engineer the process, added quality assurance steps and built interconnected workflow in Alteryx

Re-engineered Workflow

To achieve the client’s vision of creating one-click process, we created a layer of Robotics Process Automation (RPA) which acts as orchestrator of the overall process to automatically pick data from various sources, run Alteryx workflows and push data into reporting platform

One Click Process

The trust in the team’s work was restored and the effort saved was redirected to perform more analytics. The team also received an internal recognition for setting up a scalable automation framework for all the reporting engagements.

The overall quality of the process improved significantly, and team saved 2-3 weeks of time every quarter

Last mile automation of a sales reporting process using RPA

Developed a methodology to identify the primary drivers of the alignment (patient potential for the disease, concentration of Rheumatologists in the country, # of approved head count, and travel time within geographies).

New Methodology

Developed the preliminary alignment using a geographic mapping software

Geographic Mapping

Reviewed the alignment with the core team and adjusted to account for feedback

Team Alignment

Led the rollout of the alignment across the field teams

Rollout Lead

Completed the alignment in 2 weeks (vs. a traditional timeline of up to 4 weeks) during a critical phase of the product launch

Designed the alignment for the launch of a diagnostic test for rheumatoid arthritis

Defined the buying process, key stakeholders at each step, and key brand objectives with the stakeholders

Defined Process

Defined the key roles (Sales Rep, Patient Services, MSL) that need to be developed.

Key Roles

Developed a customer universe and segmented customers based on expected profitability.

Customer Universe

Developed the size and structure for the key roles.

Organizational Structure

Provide a data-rich understanding of commercial strategy that was used in other projects at the client (segmentation, field reporting).

Enable the client to hire and train the sales team in time for a successful product launch in ~4 months.