Credentials - Dig Deep Segmentation and targeting, ... • ~3 years experience at IMS health ... - Hospital segmentation through market sizing in different hospital segment

Credentials and company profile, © Dig Deep Solutions 2015

Dig Deep Solutions

Management Consulting, Pharma/healthcare

Credentials

Apr 2015


• Our Offerings

• Our firm

• Our value add

• Team

• Our clients

• Partner Profile

Contents


The strategy consulting projects have been our traditional core area

of expertise Our offerings

Strategy consulting

• Growth strategy, market entry strategy, market landscaping

• Product portfolio strategy, Portfolio design -Identification of new products

• Market assessments for new products –

• Market landscapes, market sizing & forecasting especially in upcoming, new and niche areas where the data

is deficient

• Using robust patient flow methodology, patient journey based on insights from in-depth qualitative

interviewing, Pricing and market access levers


Market research is another strength area that we have

You might need market research for

• Brand tracking, Feedback on field force

• Pre-launch planning, Product positioning and

pricing

• Segmentation and targeting, Unmet need analysis

• Other strategic decision making

We have experts in

• Qualitative market research

• Quantitative market research - large scale e.g.

Field force feedback

• Consumer research

• Pharma and healthcare, in niche as well as

broader therapy areas

Added advantage of

• Consulting approach at design, insight generation,

analysis of data and presentation

Market research


Excel automation tools & dashboards provide a flexible solution for

your repetitive and complex analysis and forecast needs Our offerings

• Integrated dashboards for BU/ Company level P&L

forecast

• Simple MIS, KPI/ performance dashboards

• Database management tools

What can excel dashboards do for you

• Simple yet effective

• Automate your routine tasks such as monthly reports

• Way to organize, manage, analyze and display data

• Reduce manual errors

• Brilliant visualization and charting

• Easily draw business insights

• Generate scorecards

• Allow only few users to edit

• Export data an needed format

• Almost no training required

• Requires no installation or separate systems

Excel Automation/Dashboards


Dig deep solutions is a management consulting firm for pharma and

healthcare

Inception in 2012

JV + Independent

Operation

2012-14

Independent Operation

2015

Organizational development at Dig Deep Solutions

• Brought and delivered 10+

projects in 2 years) with JV

• Including 4 projects in

collaboration with Consulting

companies

• Independently brought and

executed 2 project

• Founded by Dr Balkrishna

Korgaonkar

• A healthcare consultant

with ~5 years of

management consulting

experience

• Doctor and MBA from IIM,

Ahmedabad

• ~3 years experience at IMS

health

• Today, Dig deep is a

network of experienced

strategy consultants and

market research

consultants, focussed

mainly on Healthcare

industry – mainly pharma


Why us? Top reasons for hiring our services

The strong team

• The team has highly skilled

people with extensive

experience in pharma and

healthcare

• Most of us have been a

part of IMS consulting

group

• Most of the team members

have a premier B-school

background

Methodology

• We bring clarity of thought

and depth of understanding

for a optimal project design

• Ongoing refinements to the

methodology after project

starts

• Open ended methods

• Analysis frameworks

• Results in high-quality

output

Networks

• We work on a collaborative

model – wherever required

collaborate with the right

people outside our firm

• We have a extensive

network of preferred

vendors, partners etc

• Though all people we are

well connected to the

industry people


Dr Balkrishna Korgaonkar

Engagement Manager, Strategy & Analytics (Founder) Key Capabilities – Pharma Consulting, India entry, Forecasting for new products, Patient flow

methodology, Product portfolio, Pricing, Hospitals, New Therapy areas, first in class drugs

Summary:

Education: • MBA from IIM Ahmedabad

• MBBS from Government Medical College, Miraj with one year Internship at JJ Group of Hospitals, Mumbai

• ~5 years professional experience; 2+ years as a founder partner at a start-up consulting firm

• Prior to that, ~3 years with IMS consulting group; left as Associate Consultant

• Deep consulting experience in advising pharma and healthcare clients

• Worked on projects across India, Singapore and Bangladesh

Selected

engagements:

• India market landscaping for one of the world leaders in plasma derived products - Landscaped market for niche hospital based products used across eight therapy areas; developed detailed market as well as revenue forecast for each

indication and specialty, based on patient flow methodology

• India entry strategy for one of the world’s largest manufacturers of Gynecology drugs and Contraceptives - The manufacturer was strong in manufacturing capabilities and exports; but was looking for establishing its marketing presence in India

- Project focused on market landscape, competition, identifying potential products, revenue forecast and implementation roadmap

• Prescriber segmentation for India’s leading consumer health company - The client company wanted to segment the prescribers and design targeting strategies, before launching field force for prescribers

- Segmented prescribers based on mapping of demographic and practice profiles of prescribers with the unmet needs, using “jobs-to-be-done” framework

• Portfolio strategy for a new Gynecology BU of a global pharma major in India - The client company already had a Gynecology BU in India, they wanted to launch a new BU focusing on Fertility and Pregnancy

- Analyzed new launches data, clinical trials, prescriber feedback and product portfolio of selected companies to arrive at a list of potential molecules;

based on the prescriber feedback arrived at a high level forecast for shortlisted molecules and recommended final portfolio

• India Entry Strategy for a Japanese Pharma major - The engagement focused on their own patented and pipeline molecules for niche indications; The work-streams included patient flow based revenue

projections with sensitivity analysis, pricing / product launch strategies for the selected portfolio and operating entity in India

• Bangladesh market growth strategy for a Global pharma major - The client company was present in Bangladesh market through an importer; they wanted to explore possibility of growth through own presence

- Developed understanding of market landscape, product portfolio, revenue forecast , evaluated and recommended market entry options

• Assessed the status of healthcare in India for an global pharma industry body - Carried out assessment through secondary literature research and data analysis of paid databases from Government of India; Identified issues and

developed hypotheses to be tested through a massive consumer market research in India

• Growth strategy for a Neurology focused MNC in India - The engagement entailed analogue analysis, impact assessment of market shaping activities, forecast with sensitivity analysis


Dr Dinesh Rijhwani

Engagement Manager, Strategy & Analytics (Associate) Key Capabilities - Pharma product portfolio strategy (including R&D), Product positioning,

Financial modelling, Financial and market due diligence, distribution and supply chain

Summary:

Education: • MBA from IIM Ahmedabad, CFA level 3 cleared (Charter pending)

• MBBS from Seth GS Medical College and King Edward Memorial Hospital, Mumbai

• ~ 2 years in vaccines sales and distribution, improving practices in logistics and customer engagement

• ~ 1 year in global R&D portfolio strategy and project management,

• ~ 2 years in Pharma consulting across Mumbai, Singapore and Vietnam

Selected

engagements:

• Cold chain logistics - Identified pain points in cold chain logistics for delivery to dispensing doctors. Suggested and implemented measures for ef ficient logistics and

information flow

• R&D portfolio strategy and budgeting, project management - Target Product Portfolios based on KOL insights and competitive benchmarking, guidance for clinical trial endpoints

- Prioritization amongst key activities planned for NCE’s and NBE’s, alignment with budget and monitoring of expenditure

• KOL engagement strategy - Benchmarking against competition and evaluation of innovative use of technology to engage KOL’s

• Buy side due diligence - Buy side due diligence for a top 10 global MNC evaluating purchase of a mid sized domestic formulations player

- DCF valuation of the company taking into account synergies and proposed growth initiatives

• India Entry Strategy for a Japanese Pharma major - The engagement focused on their own patented and pipeline molecules for niche indications; The work-streams included patient flow based revenue

projections with sensitivity analysis, pricing / product launch strategies for the selected portfolio and operating entity in India

• Bangladesh market growth strategy for a Global pharma major - The client company was present in Bangladesh market through an importer; they wanted to explore possibility of growth through own presence

- Developed understanding of market landscape, product portfolio, revenue forecast , evaluated and recommended market entry options

• Assessed the status of healthcare in India for an global pharma industry body - Carried out assessment through secondary literature research and data analysis of paid databases from Government of India; Identified issues and

developed hypotheses to be tested through a massive consumer market research in India

• First to market combinations - Constructed a unique model for first to market generic combinations for a global Neurology focused MNC, taking into consideration co-prescription, co-

morbidities, cannibalisation and primary market feedback


Dr Sarang Bhide

Senior Consultant, Strategy & financial consulting (Associate) Key Capabilities – New molecule entity valuation, deal structures, forecasting for new products, portfolio

optimization, Hospital strategy

Summary:

Education:

• ~5 years professional experience

• ~3 years with IMS consulting group; left as Associate Consultant

• Prior to IMS CG worked in equity research departments focusing on Pharma space

• Consulting experience in hospital strategy, in/out-licensing deals and market sizing

Selected

engagements:

• Valuation of potential 5O5(b)(2) formulation - Potential market forecast, potential competing formulation launch, pricing potential, market share forecast, eNPV model for potential out-licensing deals

- PMR across Brazil, USA and Japan

- Suggestion of product licensing strategy outside USA in other countries based on clinical trial requirements, cost of market entry, completion and pricing

• Commercial due diligence of CRAMs player - Forecasting of market potential of molecules in phase I/II/III based on clinical trial results, competing molecular entities, clinical trial time frames, potential

geography's

- Assessment of potential capital expenditure presented by the CRAMs player based in our volume forecast and installed reactor capacity of the target

• Hospital strategy of top pharmaceutical player in India - Prioritization of the molecules from current portfolio of 16-20 molecules

- Hospital segmentation through market sizing in different hospital segment based on bed capacity, ICU/ward split, specialty and hospital type

- Hospital targeting based on clients strengths and vision

- Sales force sizing and deployment plan based on portfolio, speciality coverage and hospital type

- Organization structure recommendation

• India market sizing of self-injectable systems - Patient forecast of diabetes, Osteoporosis, growth hormone deficiency, erectile dysfunction etc.

- Treatment pathway and quantification of potential demand of self injectable system

• India market sizing near patient diagnostic tests - Determination of key near patient diagnostic test in India

- Unmet need identification from provider and patient perspective

- Suggestion regarding opportune tests for Indian market

- Market sizing estimates of the tests

• MBBS, MBA, CFA, FRM


Aarti Dharmadhikari

Engagement Manager, Market Research (Associate) Key Capabilities – Pharma Market research, Qualitative research, Quantitative research

Summary:

Education: • MBA from SIES college of management studies

• Chemistry/Biochemistry graduate from Somaiya college, Mumbai

• ~10 years professional experience; 6 years as a consultant market research pharma/healthcare/medical devices

• Prior to that, 4 years with pharma companies as brand manager

• Deep consulting experience in advising pharma and healthcare clients

• Worked on projects like New drug launch, pricing study, market feasibility study

Selected

engagements:

• Market landscaping (identify potential indications & opportunities in women healthcare) for Gynecology product mainly

hormone related drugs - Assisted Client in understanding the market potential & patient volumes for various indications in focus. Help them understand market trends & treatment

pattern base don doctor & patients feedback

• Recommended Pricing strategy to a Indian pharma client for their time tested brand - Competition compelled the client to reduce the price of their legacy brand, however our study recommended a pricing strategy which assisted them in

maintaining their market share at comparative higher market price than competitors.

- Project focused on competition, their pricing strategies, brand equity in doctor’s mind & revenue forecast based on the price recommended

• Due diligence study for a Venture Capitalist investing in super specialty pharmaceutical company - The engagement focussed on evaluating the pharma company’s equity in the market in terms of awareness, product usage, credibility amongst vendors

& stockists.

• Market feasibility study for medical device (infusion pumps) - Assisted client in decision making to launch their infusion pumps in Indian market. The engagement involved understanding the potential across speciality

hospitals (focused mainly 100 + beds hospitals) based on demand & usage pattern for infusion pumps

• Assessing the effectiveness & devising new communication for an OTC brand in highly fragmented antipyretic segment - The engagement focussed on evaluating the current communication & its effectiveness amongst the target segment.

- And assist client in devising new innovative communication to revive the brand image.

• Devising a marketing plan for a new launch in infertility segment

- The engagement focused on devising & implementing the strategy pan India for a new brand to be launched. Involved conducting CMEs & workshops

to launch our brand to top IVF specialist

• Devising a strategy to increase the market share of a brand by creating awareness for its new usage/indication - Created awareness amongst Gynaecologist intending to practice as infertility specialist through workshops to use HCG & HMG for a procedure(IUI)

Selected

consulting &

brand mgmt.

experience at

Indigene &

Bharat Serums


Sapna Srivastava,

Senior Consultant, Market Research (Associate) Key Capabilities – Pharma Market research, Qualitative research, Quantitative research

Summary:

Education: • MBA from NMIMS, Mumbai

• B. Pharm. from UPTU, Lucknow

• ~6 years professional experience, working independently as a research consultant for 1.5 years

• Prior to that was working as Project Director at Ipsos

• Have experience in primary and secondary market research

Selected market

research

engagements:

• Estimating substitution at point of sales for a pharma major - Aided client to understand substitution and consumer behaviour at chemist outlet to arrive at switch in and switch out for major brands across therapies.

This aided client to understand chemists’ role as ‘influencer’ and thus device strategy for their engagement.

• Understanding drivers of stocking and substitution for a top MNC - Unleashed substitution behaviour and reasons driving it along with drivers for stocking a brand and role of promotional offers amongst both stockists and

chemists thus enabling client to target key stakeholders through right strategy and defend against switching of their brands

• Strategic pathway for an established brand of a top MNC going through low growth phase

- Recommended way forward by understanding doctors, consumers and chemists perception and their point of view on brand extensions and their

proposed names

• Mapping effectiveness of extra-urban initiative

- Gauged effectiveness through tracking prescriptions of regions with initiative and comparing it with regions without initiative. It involved collecting

duplicate prescriptions, coding them and then analyzing them.

• Understanding internet usage among healthcare professionals

- With growing emphasis on digital initiatives, aided client to evaluate its role among healthcare professionals and further design features

• Taking a prescription brand OTC

- Study involved multiple phases which comprised of prelaunch market evaluation, Developing and testing positioning platforms, Communication testing

and Post launch awareness and acceptance of brand


Clients we have worked with -

Scan for website! Scan for vCard! Contact: Dr Balkrishna Korgaonkar

+91 9833 830 611

+91 9975 808 190

[email protected]

www.digdeepsolutions.com

Skype – [email protected]

vCard – goo.gl/bll0UY

Thank you!

mailto:[email protected]

http://www.digdeepsolutions.com/

mailto:[email protected]


Analytics Partner Firm:

Y-Point Analytics

• Y Point Analytics is a partner led firm, started by IIT Bombay Alumni focussing on Big Data

Analytics

– Data Extraction, Data Transformation, and Loading

– Data Warehousing

– Big Data Analytics

– Predictive Analytics

– Data Visualization

– Focussed on HealthCare sector

Expertise area – ETL, Datawarehousing, Large Data Analytics, Pharma Sales, Marketing and SCM Effectiveness

Previous clients

& High Business

Value Delivered:

• Enterprise wide Business Analytics for a mid-size Pharma Company going through low growth phase

- Set up Proprietary Business Analytics / Metrics across Sales, Marketing & Supply Chain Effectiveness

- Delivered solutions for deeper insights into current operations with root cause analysis resulting in interventions for superior business performance

• Predictive analytics model of the drivers impacting uptake of an opioid dependency treatment drug for a top Pharma MNC

- Built an econometric model influencing the usage of opiates in identified cities and suburbs

- Set up a model to predict the behaviour patters of opioid addicts and supported in developing effective marketing campaigns for targeting opioid

addicts

• Market segmentation modelling for a leading brand of a top Pharma MNC to optimize growth opportunities

- Lack of effective segmentation and consequent ill-targeted communication / messaging was resulting in lost sales opportunities

- Conceptualized an effective market segmentation model for precise targeting and focused messaging

- Model ensured that each customer received relevant & influential product messages & optimal sales calls by Medical Reps

• Market entry modelling for a leading medical devices and diagnostics company

- Built on detailed analytics and recursion algorithms, models established that out-of-pocket payments segment might be a better strategy than trying to target reimbursement patients

- Product launch and first six months sales exceeded the expectations despite being an out of pocket approach

• Developing algorithms for assessing future Months of Coverage for an FMCG major

- Helped customer make a quick assessment of future months of coverage to assess Liability and Risk

- Delivered high value solution specifically suited for business needs resulting in significant savings

Key work areas


Analytics Partner Firm:

Y-Point Analytics – their offerings

BIGO™ - Business Intelligence on the Go: Agile Business Intelligence Solution

Documents

Credentials - Dig Deep Segmentation and targeting, ... • ~3 years experience at IMS health ... - Hospital segmentation through market sizing in different hospital segment