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Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient www.viihealth.com

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Page 1: Patient as the New Customer - Amazon S3 › efpharma › Philadelphia2016...Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

www.viihealth.com

Page 2: Patient as the New Customer - Amazon S3 › efpharma › Philadelphia2016...Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

22016 © Copyright viihealth, Inc. All Rights Reserved

Patient as the Customer

Page 3: Patient as the New Customer - Amazon S3 › efpharma › Philadelphia2016...Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

32016 © Copyright viihealth, Inc. All Rights Reserved

Moving from Support to Engagement

Engagement = Active and sustained participation in one’s

own care

EXPECATIONS

Patient

CHOICES

Customer

PARTICIPATION

Client

Engagement drives behavior change

Page 4: Patient as the New Customer - Amazon S3 › efpharma › Philadelphia2016...Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

42016 © Copyright viihealth, Inc. All Rights Reserved

CONTENT – CONTEXT – CAPABILITY

Information alone is insufficient to drive behavior change

Information

Motivation

Behavior

SkillsBehavior

Change

Source: Adherence to Long Term Therapies, Evidence for Action, WHO 2003

Key Drivers for Patient Behavior Change

Page 5: Patient as the New Customer - Amazon S3 › efpharma › Philadelphia2016...Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

52016 © Copyright viihealth, Inc. All Rights Reserved

Make Each Interaction Effective to Drive Commercial

Effectiveness

Closing the gaps and empowering patients/HCPs

5

Target

HCPsSales

PatientsMarketing

Page 6: Patient as the New Customer - Amazon S3 › efpharma › Philadelphia2016...Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

62016 © Copyright viihealth, Inc. All Rights Reserved

Patient Engagement to Commercial Effectiveness

Company Customer

Building Turn-key

Custom Template

From

Relevant

Rapid

Repeatable

Tools

To

Key Requirements

Capability Process

Page 7: Patient as the New Customer - Amazon S3 › efpharma › Philadelphia2016...Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

72016 © Copyright viihealth, Inc. All Rights Reserved

State-of-the-Art Technology Enables Multiple Private Label

Solutions

Server SidePlatform

Over 300 APIs enable features

Deep aggregate data and multiple usage options

Reduce Cost - Lower Time-to-Market

Page 8: Patient as the New Customer - Amazon S3 › efpharma › Philadelphia2016...Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

82016 © Copyright viihealth, Inc. All Rights Reserved

viihealth–Building Blocks

for Effective Patient Engagement Solutions

CONTENTMSGS

FEATURESENGAG

E

Multi-stakeholder interfaces;

Mobile/web;

Global rollout;

Integrated business intelligence

Customized/Skinned

Page 9: Patient as the New Customer - Amazon S3 › efpharma › Philadelphia2016...Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

92016 © Copyright viihealth, Inc. All Rights Reserved

In the Palm of Patient’s Hand

Page 10: Patient as the New Customer - Amazon S3 › efpharma › Philadelphia2016...Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

102016 © Copyright viihealth, Inc. All Rights Reserved

Tools, Process and Capabilities:

Content

1Source: Multichannel Closed Loop Marketing: Digitally Transforming the Life Sciences Industry - © 2012 Capgemini

Almost every pharma rep within is equipped with an

iPad1.

iPad

penetra

tion

The majority of sales reps do NOT use CLM digital

content optimally

Costly, cumbersome programming requirements

Page 11: Patient as the New Customer - Amazon S3 › efpharma › Philadelphia2016...Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

112016 © Copyright viihealth, Inc. All Rights Reserved

CRM

Reps

Updates

Creation of CLM

presentations for

• HTML5

• Veeva

• MI

Publish this content

directly into your

CRM without the

programming

Update / Reuse all

content in minutes

at minimal cost

Deploy to sales

teams in minutes

through CRM

1

23

4

Customer

Demand

Enhancing the Experience,

Time-to-market and Impact of Digital Content

Page 12: Patient as the New Customer - Amazon S3 › efpharma › Philadelphia2016...Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

122016 © Copyright viihealth, Inc. All Rights Reserved

Drug Driven

Physicians

Patients Driven

Physicians

Scientific oriented physicians Patient oriented physicians

Example –Targeted Content to Make Each Interaction Effective

No matter which channel is used to reach and engage the target customer, the

segmentation and content strategy drives the overall customer experience.

Page 13: Patient as the New Customer - Amazon S3 › efpharma › Philadelphia2016...Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

132016 © Copyright viihealth, Inc. All Rights Reserved

0 2 4 6 8 10 12 14 16

Regular Production

CLM Buider

Average Development duration for a Digital Sales Aid in weeks

Design Phase Development Phase

Reduction in time and agency hours to develop eDetails

Reduction in cost to localise a global template to local eDetail

More assets available through CRM to support field force

Doing More with Less

…and multi-fold increase in the field sales adoption of iPad CLM content

50%

70%

40%

Page 14: Patient as the New Customer - Amazon S3 › efpharma › Philadelphia2016...Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

142016 © Copyright viihealth, Inc. All Rights Reserved

Page 15: Patient as the New Customer - Amazon S3 › efpharma › Philadelphia2016...Patient as the New Customer: Enabling Field Sales for a Win in the Era of the Patient

152016 © Copyright viihealth, Inc. All Rights Reserved

Integrated

Aligned

Efficient

Mobile

Scalable

Enabling a Win in the Era of the

Patient


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