QlikView for Life ScienceIndustry Presentation

12/2010Visual Data Group

True Business Intelligence TM

NHHS Healthcare Consulting

What if you could answer any question

about your business?

• QlikView Elite Reseller QlikView Level One Support Certified QlikView Developer Certified QlikView Server Certified QlikView Training Certified

• Project Management• Business Process Improvement• All aspects of Supply Chain Management• Deep Experience in manufacturing, consumer goods,

healthcare and retail analysis

• QlikView Elite Reseller QlikView Level One Support Certified QlikView Developer Certified QlikView Server Certified QlikView Training Certified

• Project Management• Business Process Improvement• All aspects of Supply Chain Management• Deep Experience in manufacturing, consumer goods,

healthcare and retail analysis

What really affects profitability?

Putting meaningful answers at the fingertips of operational decision makers is the key to driving performance

R&D / Clinical /Manufacturing / Marketing

Regional

Corporate

• Diverse user communities

• Wide variety of questions

• Unpredictable situations

• Cumulative value

Sales / Physicians / Patients / Payers

Common challenges we hear from our customers

Identify top performing reps and top prescribing physicians and gain better insight into successes and challenges Improve sales forecasting, tracking, and management across departments/groups for marketing reps, MSL’s, contracting, and partners,

pharmacies, hospitals, clinics Control / reduce operating costs – improve sales operations oversight and analytics across regions, TA’s, GPO’s, sales teams, and

physician groups

Sales

Segment and maximize profitable target markets Identify product/market gaps across TA’s and improve product planning and brand management Better analyze Physician & Patient demographics , improve effectiveness and yield of campaigns, promotion materials, DTC, online Assess managed market trends and analytics and improve managed market communications, programs, and relationships

Marketing

Improve data management, sharing and reporting across discovery, preclinical, and clinical development Mitigate risks during the FDA approval process, during audits, and with respect to compliance More proactively manage the product portfolio and pipeline, and understand the competitive landscape Better understand and quickly identify product gaps

Discovery & Development

Better manage and view patient and trial data across sites, partner CRO’s, and systems for EDC, IVR, eDiaries, Labs and EMR Improve trial performance and identify gaps in patient treatments, workflow process, and patient tracking and reporting Improve and streamline trial outcome analysis Decrease trial costs by identifying trial site issues and improving trial site performance or choosing better sites

Clinical

Better manage cash and working capital, gain insight into P&L Streamline planning, budgeting and financial reporting Improve governance, operational risk management, and compliance Improve insight into costs, assets, and markets, for better investing and divesting decisions

Finance & Revenue Cycle

Improve supplier relationships and management from research through manufacturing Improve procurement analysis, identify issues, and assure consistent and redundant supplies of chemicals, API’s, solvents, supplies Measure supplier performance and quality and make better purchasing decisions Simultaneously improve price negotiating position and results in D&D (R&D), clinical, and manufacturing (across operations)

Supply Chain

Provide flexible analysis capabilities within an optimum IT environment Implement & roll out new analysis capabilities – on time and within budget Optimize IT management and control Improve relations across the business partner community and enable better overall data management, reporting, and compliance

IT

Consolidate batch reporting and compare batch analyses Increase reporting speed and frequency for production lots and batch release Improve manufacturing uptime performance, identify downtime issues, and evaluate shifts and staff performance Better manage equipment and instrumentation assets, maintain validated systems, and improve compliance

Manufacturing & Distribution

Addressing these challenges requires the right tool

Business IntelligenceBusiness Intelligence

Operational BI Reporting Predictive Modeling

How would you write a report to answer the following questions?• Who are the best physicians for me to call on today?• Where are my concentrations of manufacturing risk and how do I best mitigate them?• How does our product portfolio and pipeline compare to the industry and how can we be

more competitive?

Traditional BI tools that use pre-aggregated information or pre-defined views do not provide answers to ad-hoc questions

Leading analysts such as Gartner recommend a “best of breed” portfolio approach to BI

How does QlikView provide answers?

Explore and analyze sales & marketing, performance, clinical, manufacturing, & supply chain data as needed based on your unique needs

Explore and analyze sales & marketing, performance, clinical, manufacturing, & supply chain data as needed based on your unique needs

Learn from the results, make associations, and ask follow-up questions

Learn from the results, make associations, and ask follow-up questions

Associative SearchAssociative Search

Utilize across your firm on a daily basis to drive better business performance

Utilize across your firm on a daily basis to drive better business performance

Gain insights you need to make faster, more informed decisions

Gain insights you need to make faster, more informed decisions

QlikView Associative Search• A new paradigm for interactive data analysis that works the way your mind works• Puts analytical power into the hands of ordinary business users• Enabled by QlikTech’s patented in-memory associative database technology• Driven by huge advances in computing power

Where does the real value of an application lie?

+ = Value

• Reduced license cost• Reduced consulting

spend• Reduced systems

maintenance• Reduced development

costs and timelines• Reduced reporting FTE’s

and costs• More efficient training• Improved adoption• Reduced technology risk

• Reduced license cost• Reduced consulting

spend• Reduced systems

maintenance• Reduced development

costs and timelines• Reduced reporting FTE’s

and costs• More efficient training• Improved adoption• Reduced technology risk

Technology Costs

• Increased drug uptake through improved physician sales visibility

• Improved conversion of marketing campaigns

• Increased manufacturing site uptime and production capability

• Simplified, faster, and immediate reporting

• More profitable products• Reduced IT costs and

rapid ROI

• Increased drug uptake through improved physician sales visibility

• Improved conversion of marketing campaigns

• Increased manufacturing site uptime and production capability

• Simplified, faster, and immediate reporting

• More profitable products• Reduced IT costs and

rapid ROI

Business Benefits

ROI is often measured in terms of technology cost reduction. However, the real value exists in improving business performance. This can only be

achieved by matching the right tools to the right types of problems.

Common types of QlikView applications in Pharmaceuticals & Biotech

Customer (Patient & Physician) Analysis & Targeting

Sales Performance Management

Manufacturing Release Process, Uptime Analysis & Report

Legal Response & Compliance Management

Operations Analysis and IT Reporting

Financial Analysis for P&L Management & Reporting

Supply Chain Analysis for Inventory Optimization & Mgmt.

Clinical Trial Analysis and Reporting

Operational BI

Executive Dashboards, Business Overview, & Analysis

Order Fulfillment Analysis and Optimization

The QlikView experience

• Delivers the big picture and deep drill-down

• Consolidates information rapidly from any data source

• Searches data with Google-like ease

• Visualizes data with state-of-the-art graphics

• Forecasts, trends and creates ‘what-if’ scenarios

• Self-service custom apps and dashboards

• Access anywhere: desktop, mobile, cloud

• Complementary to traditional BI and reporting

The proof is in the voice of our customers

Findings from independent survey of QV Financial Services and Insurance customers

BI Initiative Success and Satisfaction• 95% of customers are satisfied with QlikView

ROI (Return On Investment)• 150% Return On Investment

Time to Value21% deployed QlikView in 1 Month

57% deployed QlikView in 3 Months

50% reduction in time to access & analyze data

-100 0 100

The proof is in the voice of our customers

40% decrease in reporting overhead

56% decrease in BI overhead

95% decrease in TCO compared to competition

28% decrease in operating costs

44% increase in employee productivity

26% increase in revenue

38% increase in cash flow

Business Value IT Value

Findings from independent survey of QV Financial Services and Insurance customers

QlikView customers in Pharmaceuticals & Biotech

More than 100 Pharmaceutical & Biotech Companies are Leveraging QlikView, worldwide…

Select customer deployments

• Sales Performance

• Customer Analysis

• Sales Analysis

• Sales Analysis

• Order Fulfillment

• Executive Level Sales Analysis

• Sales Performance

• Global Product Sales Performance

• Marketing Analysis

• Customer Analysis

• Global Marketing Dashboard

• Clinical Trial Analysis & Reporting

• Clinical Trial Analysis & Reporting

• Financial Analysis for P&L

• Financial Analysis & Compliance

• Budget Mgmt.

• Operational Analysis

• Global Financial Analysis & Reporting

• Supply Chain Analysis

• Inventory Optimization

• Supply Chain Analysis

• Inventory Management

• Supply Chain Analysis

• Demand Synchronization

• Manufacturing Release Process (MRP) Analysis & Reporting

SalesMarketingR&D ClinicalFinance Supply Chain ITManufacturing

A LeadingPharma Co.

• Operational Efficiency & Planning

• Operations and Reporting Improvement

• Operational Analysis

• Global IT Data Management

• Executive Dashboards

• Sales Analysis

• Field Sales Updates

• E-Detailing Analysis

• Messaging Updates

• Legal & Compliance Reporting - FDA

• Legal & Compliance Reporting - FDA

• Financial Analysis & Reporting

Pharmaceutical & Biopharmaceutical Leader

$1.2 million saved annually in IT costs alone30 % less time in monthly updates to field sales75 % decrease in cycle time for e-detailing updates

Challenges• Provide field sales with actionable customer and market

intelligence• Rapidly respond to requests from judges and regulatory agencies• Analyze millions of rows of data from multiple sources on-the-fly

SolutionDeployed QlikView to over 300 users (2000 planned) in 8 weeks:• Financial Analysis• Sales Analysis• Marketing• Legal / Compliance

Results• Reduced delivery time for monthly analysis updates to field sales

by 30 %• Added capabilities for business users to conduct self-service ad

hoc analysis • Reduced cycle time for e-detailing analysis and messaging

updates by 75 %• ROI conservatively projected at $1.2 million per year in IT cost

savings alone

Industry leading biomedical and pharmaceutical company that the develops, marketsand sells products for many therapeutic classes.

Merck Sharp & Dohme Netherlands

Simple & improved budget management

Compatible & compliant with systems & policies

Challenges• Analyze financial data from JD Edwards World quickly and easily• Comply with the internally used consolidation rules• Conduct detailed analyses

SolutionDeployed QlikView to over 40 users :• Financial Analysis• Sales Analysis• Supply Chain Analysis for Inventory Management

Results• Complied with Merck & Co.’s consolidation rules• Simplified budget management• Required no specialist knowledge• Proven solution that can be linked to the future ERP system, SAP

A Dutch subsidiary of the US corporation Merck & Co., which ranks as one of the leading pharmaceutical enterprises in the world with $ 22 billion in revenue and 60,000 employees.

Merck Ltd. Japan

Increased sales performance

Improved financial performance

Command central for leadership & management

Challenges• Maintain high-profile standing in an increasingly segmented

market• Monitor operational performance against top and bottom line

measures to ensure financial targets are met• Maximize sales performance against targets and customers

SolutionDeployed QlikView to ~15 users across 4 functions in the Asia Pacific

region :• Executive Analysis and “Health Check” Across Functions• Sales Performance & Customer Analysis• Supply Chain Analysis for Inventory Optimization• Financial Analysis for P&L of Over 100 Businesses

Results• Improved predictability of financial performance• Increased sales performance within customer profiles• Gain overall view of the business and the ability to drill into the

details to identify issues and solve problems quickly

A subsidiary of Merck KGaA, Germany, one of the leading pharmaceutical and chemicals companies in the world with ~$600 million in revenue and ~475 employees.

FFF Enterprises

Immediate and accurate supply & demand figures1 week executive-level adoptionIncreased efficiency & reduced costs

Challenges• Accelerate the availability of lifesaving products and services• Respond – at lightning speed – to rapid market changes• Maintain reputation as a finger-on-the-pulse enterprise with

‘information integrity’

SolutionDeployed QlikView to ~ 65 users across 7 functions in US in 4 weeks :• Executive Analysis• Sales & Marketing Analysis• Supply Chain Analysis• Operational Analysis – Finance & IT

Results• Enabled timely market execution and customer responsiveness

through instant information access• Provided up-to-date figures on demand chain synchronizing

planning by business partners and customers • Adoption and success – within a week, the President and CEO

was pulling out key sales records before meetings• Raised efficiency levels, saving the company time and money

Leading $700 M revenue multidimensional healthcare company, delivering innovative solutions in biopharmaceutical management and distribution, health information management and consumer healthcare services

ALK-Abelló

1-2 month ROICompetitive advantage in a highly competitive market

Challenges• Need for quick and efficient overview of complex clinical database

prior to MRP procedure• Few people with the qualifications to create the needed overview

and to retrieve data from the database – a bottleneck in a procedure with tight deadlines

SolutionDeployed QlikView to ~ 20 users across all departments :• MRP Procedure Analysis & Reporting• Clinical Trial Analysis & Reporting• Expansion into other functional areas for data analysis

Results• Opportunity to make collection of data and information more

efficient in a market characterized by though competition• Eliminates the competence bottleneck• ROI in 1-2 month

ALK-Abelló is a global leader within the development and production of drugs used for the diagnosis of allergy and for vaccines against allergy and with over 1.7B DKK in turnover.

Lundbeck A/S

Reduced over 150 reports to 2 comprehensive reportsEasy comparison across clinical trials

Challenges• Need to provide quickly and effectively an overview of complex

clinical and operational data• Complex reporting practices and tools necessitated a complete

overhaul and a new simplified method of reporting

SolutionDeployed QlikView to users in :• Clinical Trial Analysis & Reporting• Operations• Converted more than 150 reports to QlikView reports in a very

short amount of time

Results• Better basis for planning• Better and more efficient knowledge-sharing• Reduced maintenance• Collected clinical data from Lundbeck’s numerous databases, in a

compatible format, and stored them on an electronic platform, from which users easily obtain overviews

Lundbeck A/S is an international pharmaceutical whose business is research anddevelopment, production, marketing and sales of medications for the treatment ofpsychiatric and neurological illness.

Gen-Probe

Reduced by 92% all backorders55% increase in expedited production ordersImproved sales order fulfillment to 3x the industry standard

Challenges• Data is sourced from multiple systems including SAP, Siebel and

TrackWise• Needed a better understanding of supply and demand and way to

manage inventory effectively

SolutionDeployed QlikView to 9 business functions, 84 users in :• Sales analysis• Operations (over 200 people receive QV reports)• Order fulfillment

Results• Reduced monthly back orders by 92% • Expedited production orders by 55% and “at risk” orders by 86%• Impoved sales order fulfillment (orders complete per missed order)

to 75:1 (far above the industry standard of 25:1)• Instituted enterprise visibility, cross-functional collaboration, KPI

tracking, demand analysis, and proactive identification of issues.

Gen-Probe Incorporated is a global leader in the development, manufacture and marketing of molecular diagnostics products and services that are used to diagnose human diseases, screen donated human blood, ensure transplant compatibility, and aid biomedical research.

Quotes and Testimonials

“We have all of the tools on the market for traditional BI, but we needed to cut across data in ad hoc ways and that is where QlikView fits. We chose QlikView for the analytical power it could provide without having to reinvent our entire BI architecture.”

Director of Information Management, Industry-Leading Pharmaceutical Company

"QlikView is the only BI software that can cope with our set of rules. Scarcely any training is needed. Even a non-professional learns to operate QlikView in no time.“

Willem Bardoel, Controller, Merck Sharp & Dohme

“The pharmaceutical industry can change instantly, impacting how, where and what products we bring to market. It is imperative that people have real-time access to our business systems. With QlikView, we are able to access information anyplace and anytime. That puts us in a position of trust with our customers and partners.”

Chris Ground, Senior Vice President, National Accounts FFF Enterprises

“QlikView dashboards serve as ‘command central’ for the management team, giving them an overall view of the business and the ability to drill into the details to identify issues and solve problems quickly.”

Business Analyst, Merck Ltd. Japan

Quotes and Testimonials

“QlikView brings needed insight into our business and enables levels of analysis impossible until now.”

Jim Beierschmitt, Director for moving from departmental to enterprise reporting, Gen-Probe

“Qlikview’s dynamic and intuitive user interface provides an excellent context for thinking “outside the box,” which fits very well with Lundbeck’s values. QlikView is all about making the planning and execution of our clinical studies faster and more effective – we can, in a word, exploit all the data we possess in a more effective way.”Jack Jakobsen, Application Manager Specialist, Lundbeck

“With the QlikView corporate executive dashboard, management will be able to better see how product sales are faring in various countries and regions at a glance. We have gained a greater degree of freedom as compared to conventional OLAP technology and can dispense with many statistical reports.”

Thomas Lippich, Project Manager for Boehringer Ingelheim

“QlikTech’s motto “seeing is believing” made very good sense in this situation. We implemented a test version in just 14 days and the results where very convincing. Rapidly, we could create an overview of our very complex clinical database and we realized right away that QlikView would be a good investment.”

Lisbet Groes, Director of Biometrics Medical Writing, ALK-Abelló

A new kind of software company

• World’s fastest-growing BI vendor *

• U.S. based company, founded in 1993 in Sweden

• 15,000 customers in 100 countries

• 1,100 global partners

• More than 650 employees across 22 offices in 12 countries

• High customer success rate

• NASDAQ: QLIK

Seeing is believing

In 2-3 days, we will build any company a working QlikView application using its own data

* Worldwide BI Tools 2008 Vendor Shares, IDC June 2009

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