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© 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
3 Profound Healthcare Services - Credentials
Contents
Introduction
Offerings and projects done
−Strategy Consulting
−Market Intelligence
−Process Management
−Pharma Chronicle
Team
4 Profound Healthcare Services - Credentials
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
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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
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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
7 Profound Healthcare Services - Credentials
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
8 Profound Healthcare Services - Credentials
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
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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
10 Profound Healthcare Services - Credentials
Contents
Introduction
Offerings and projects done
−Strategy Consulting
−Market Intelligence
−Process Management
−Pharma Chronicle
Team
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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
12 Profound Healthcare Services - Credentials
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
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Contents
Introduction
Offerings and projects done
−Strategy Consulting
−Market Intelligence
−Process Management
−Pharma Chronicle
Team
14 Profound Healthcare Services - Credentials
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.
• Typically 8-10 weeks duration1
• Medium 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
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Select case studies
We have successfully delivered market sizing / potential estimation projects across various segments (1/3)
Nature of Engagement Client What we did? Benefit to client
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
• Analysis and triangulation of the data generated to derive insights
• 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
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Select case studies
We have successfully delivered market sizing / potential estimation projects across various segments (2/3)
Nature of Engagement Client What we did? Benefit to client
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
• Analysis and triangulation of the data generated to derive insights
• 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
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Select case studies
We have successfully delivered market sizing / potential estimation projects across various segments (3/3)
Nature of Engagement Client What we did? Benefit to client
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
• Analysis and triangulation of the data generated to derive insights
• 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
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Select case studies
We have also done quick competitive intelligence & market assessment of niche therapy areas with limited data availability
Nature of Engagement Client What we did? Benefit to client
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
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Lastly, we have also worked on an OTC project and sales force related project involving a large sample sizeSelect case studies
Nature of Engagement Client What we did? Benefit to client
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
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We also have the necessary capabilities and network to undertake such projects in international markets
Illustrative Market Intelligence
NOTE: 1) Timelines are rough estimates, actual timeline would be defined based upon the scope of each engagement and would differ for each engagement
• Typically 8-10 weeks duration1
• 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
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We can provide due diligence services also, which demand a quick turnaround
Illustrative Market Intelligence
NOTE: 1) Timelines are rough estimates, actual timeline would be defined based upon the scope of each engagement and would differ for each engagement
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
• Typically 4-6 weeks duration1
• High involvement of client essential at each stage
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Contents
Introduction
Offerings and projects done
−Strategy Consulting
−Market Intelligence
−Process Management
−Pharma Chronicle
Team
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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
NOTE: 1) Timelines are rough estimates, actual timeline would be defined based upon the scope of each engagement and would differ for each engagement
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Case studies
We have developed a KOL segmentation dashboard and provided an analysis of an internally conducted survey
Nature of Engagement Client What we did? Benefit to client
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
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Contents
Introduction
Offerings and projects done
−Strategy Consulting
−Market Intelligence
−Process Management
−Pharma Chronicle
Team
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Pharma Chronicle provides regular news updates about Pharma industry and allied segments directly to your inbox
What is Pharma Chronicle?
Access on the move
Handpicked, highly relevant updates
Exclusive Pharma Industry Focus
Never miss on anything important
Archives for quick future reference
Save time, jump to your interest area
27 Profound Healthcare Services - Credentials
Contents
Introduction
Offerings and projects done
−Strategy Consulting
−Market Intelligence
−Process Management
−Pharma Chronicle
Team
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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
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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
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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
© 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
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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
34 Profound Healthcare Services - Credentials
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
35 Profound Healthcare Services - Credentials
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
36 Profound Healthcare Services - Credentials
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
37 Profound Healthcare Services - Credentials
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
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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
39 Profound Healthcare Services - Credentials
• 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
40 Profound Healthcare Services - Credentials
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.
Benefits for client:
• 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
41 Profound Healthcare Services - Credentials
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
Benefits for client:
• 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
Benefits for client:
• 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
43 Profound Healthcare Services - Credentials
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
44 Profound Healthcare Services - Credentials
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
45 Profound Healthcare Services - Credentials
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
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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
47 Profound Healthcare Services - Credentials
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
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48 Profound Healthcare Services - Credentials
Regular email will be received by subscribers with top news, categories, categorized index & a main body with brief updates
Pharma Chronicle Elements
Top news & categories list Category-wise index of updates Category-wise brief news
• List of top 3/4 ‘high impact updates’ - directly accessible on website
• List of categories linking directly to your preferred category below
• Index of all ‘news titles’ under each category – allowing you to identify & select relevant updates
• Links directly to the news brief below
• Shows a snapshot of news updates along with source & link for full article
• ‘Read More’ links to the detailed article on www.pharmachronicle.com
49 Profound Healthcare Services - Credentials
Our website ‘www.pharmachronicle.in’ is the repository of all news updates till date and has a dynamic search facility
How it works?Random search
Tag cloud – for tag based search
Category list for
customized search
Monthly archives
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