The leader in healthcare professional digital collaboration solutions
EXL Conference – Philadelphia, PAJune, 2015
Virtual Advisory Boards: Retrospective and Trends to the Future
#Within3 @Within3 @PeterMGannon
Advancements in VenuesGetting information from Advisors
3
SurveysSurveys
Live Meeting
Live Meeting
WebConference
Video Meeting
Video Meeting
“Over” Time
Venues
“Real” Time
Venues
Last 50 Years Last 10 Years Last 5 Years
Video Meetings/Live
4
Business Goals
Verbal Communication
Early Relationship Building
“Groupthink”
• In-depth Feedback
• 100% Participation
• Logistics & Scheduling
• Ease of Summation
Our Experience
7
Video Meeting
Video Meeting
Online Discussion
WebConference
We provide modern communication solutions to
improve business outcomes.
A new channel for online engagement
8
• Use compliant social technology to facilitate interactive dialogue
• A new venue for deep discussion to streamline workflow
• An answer to the barriers of geography and time
Primer – Advancements in Venues
9
Live Meeting
Live Meeting
WebConference
Video Meeting
Video Meeting
Online Discussion
“Over” Time
Venues
“Real” Time
Venues
Last 50 Years Last 10 Years Last 3 Years
SurveysSurveys
Online Discussion
10
Business Goals
• Non-Verbal Communication
• Early Relationship Building
• “Groupthink”
In-depth Feedback
100% Participation
Logistics & Scheduling
Ease of Summation
20THERAPEUTI
C AREAS
20THERAPEUTI
C AREAS
Mining the Data50 Online Discussion sessions - 2014
11
28COUNTRIES
28COUNTRIES
568KEY OPINION
LEADERS
568KEY OPINION
LEADERS
50SESSIONS
50SESSIONS
A common practice was to augment existing live meeting programs with virtual sessions.
Augment Strategy: Live meetings with supplemental touch-points throughout the year
JAN APR JULY OCT DEC
TAKEAWAY: Virtual sessions were “right-sized” to fit a variety of insights needs.
13
DURATION (IN DAYS):
7-31DURATION (IN
DAYS):
7-31
# OF ADVISORS
4-19# OF ADVISORS
4-19 AVERAGE # ADVISORS:
9AVERAGE # ADVISORS:
9
TAKEAWAY: Virtual sessions were “right-sized” to fit a variety of insights needs.
14
# OF QUESTIONS:
2-43# OF QUESTIONS:
2-43
PAGES OF TRANSCRIPT:
7-153
PAGES OF TRANSCRIPT:
7-153
AVERAGE PAGES OF TRANSCRIPT:
33AVERAGE PAGES OF TRANSCRIPT:
33
CONVENIENCE:
15* From Insights Suite HCP activity data in 2014
72%
% o
f Log
ins
Dur
ing
over
24
Hou
r Per
iod*
of HCPs participated in Within3 sessions during “gaps” in their busy work day.
SATISFACTION:
17
* Feedback from Healthcare Professionals (HCPs) participating in Within3 virtual meetings in 2014
Agree NeutralDisagre
e
I found the online platform to be easy to use. 93% 6% 1%
The content and questions presented in this virtual advisory board session were appropriate and engaging.
99% 1% 0%
The ability to read and reflect on the posts of other advisors in the virtual advisory board is a benefit.
92% 6% 2%
The virtual advisory board allowed me to perform my role as an advisor effectively and efficiently.
90% 8% 2%
I would be interested in participating in a virtual advisory board again in the future.
93% 7% 0%
of HCPs wished to participate in future virtual advisory boards.
93%
Moderators who took an active role during their virtual sessions drove 30% more feedback.
21
AVG HCP WORDS PER
QUESTION ASKED
PASSIVELY MODERATED
54PASSIVELY
MODERATED
54ACTIVELY
MODERATED
75ACTIVELY
MODERATED
75
30%
Smaller numbers of questions per session promoted twice as much discussion.
22
AVG HCP WORDS PER
QUESTION
> 5 QUESTIONS
70> 5 QUESTIONS
70 1-5 QUESTIONS
140 1-5 QUESTIONS
140
100%
Summary:5 Best Practices for Online Discussion sessions
24
1. Let the need drive the venue, not vice versa
2. Being easier to work with yields highly satisfied KOLs
3. Demographics don’t matter
4. Fewer questions = more discussion per question
5. Moderation is key
The New Normal
Digital Engagement: Supplemented with Live Meetings
* Number of companies seeking to reduce “Live Meeting Footprint” by 10-20% in next 24 months
JAN APR JULY OCT DEC
Expansion of additional Use Cases
28
Custom HCP/KOL Engagement Solutions
Association / 3rd-Party Sponsorships
Clinical Trials
Speakers Bureau
MSL
Pre-Launch Stakeholders
Greater Need for Expanded Cost Savings
29
ESTIMATES
Cost Pool #1(Hard/Direct)
Enterprise Business Value
Cost Pool #2 (Soft/Indirect)
Total Cost Savings
Total Business Value
Brand Enhancement
Main Drivers
• Agency / Venue fee reduction
• Travel cost elimination
• Honoraria savings
• Client staff productivity
• Others TBD
• Ease of use and engagement
• Value-added educational content
• Access to peers
* Assumes 30 live meetings vs. 5 live meetings plus 25 virtual sessions; includes Within3 fees
Sources: Estimated ad board average cost (typical client data), team analysis
$ 1.398 M $ 520 K
$ 1.918 M
Primary Cost
Reduction
Secondary Cost
Reduction ?
$ 1.9M +
The leader in healthcare professional digital collaboration solutions
Thank You!Peter Gannon [email protected]