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Power User Workshop: NavigatorReal World Approaches to Handling 5 Challenging Issues Facing Pharma Marketing and

SalesRyan Marie Killoy

© 2013 Activate Networks 2

Pharmaceutical Navigator

• Scalable and customizable software addressing the unmet needs of pharmaceutical sales and marketing teams

• Common problems to address:―Pressure to increase/maintain sales and control costs for

sales force effectiveness in the field―Decreased physician access ―Resource management for primary care vs. specialist

sales team ―Efficient development of speaker programs invitation

lists―Territory Planning or redrawing for new or restructured

sales forces using Social Networks

© 2013 Activate Networks 3

Increase Sales and Control Costs

• Prioritize targeting and call planning by uncovering high influence physicians within your network

• Identify physicians withcentral roles in the network to accelerateknowledge flow

Marya CenedellaPsychiatryNew England > MEInfluence Index: 95Primary ties: 15Secondary ties: 46

© 2013 Activate Networks 4

Decreased Physician Access“No sees”

• Spread behavior change without ever stepping foot in a target’s office

• Target first degree connections and community behavior overall

Roya MaaniPhysician AssistantCalifornia > LAXInfluence Index: 84Primary ties: 3Secondary ties: 13Community: #263

© 2013 Activate Networks 5

Resource Management for Primary Care vs. Specialist Sales Teams

• Uncover influential PCPs connected to specialist for more effective targeting and use of specialty sales teams and resources

J CookFamily MedicineChicago > ORDInfluence Index: 91Primary ties: 11Secondary ties: 28Switch: 100%

© 2013 Activate Networks 6

Speaker and Invitee List Development

• Locate influential physicians with high influence in both the clinical and research worlds

• Invitation lists generated using 1st & 2nd degree ties

Siri KjosPsychiatryCalifornia > LAXInfluence Index: 72Primary ties: 54Researcher index: High

© 2013 Activate Networks 7

Territory Planning or RedrawingNew or Restructured Sales Force using Social Networks

• Detect communities of practice for territory planning or restructuring for changes in the sales force size

• Use the software to show physicians with connectionsacross communities

Territory: Cape Girardeau MOMultiple communities

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Customized Analytics

• Customized analytics can be incorporated into the software

• Examples from the demo:―Rx decider: Initial treatment decisions, maintain

treatments, mix between the two―Switch Patient (pts) %: # of pts with treatment

changed / # pts treated

―% treated: # of relevant pts / all pts treated

© 2013 Activate Networks 9

Questions?