Veeva Customer Summit 2013: Not you're fathers web portal: Successful approaches for pharma

David Henderson Director

Veeva partner since 2007

Portals…Yeah, You’ve Done ‘Em

It Hasn’t Always Been Pretty

What Didn’t Work

Content Based vs. Self-Service/Transactional

What’s Changed?

Shifting Prescriber Demographics

What’s Changed?

Consumer Web Is Driving Expectations

What’s Changed

Study: Physicians Want Access to Pharma Product Info on Mobile Devices …there is significant physician demand for access to prescription drug information and online promotion programs via mobile devices.* *ePharma Physician® v11.0 Study by Manhatten Research

What’s Changed?

2013 Priorities Multichannel

Cost Reduction

Source:  Life  in  the  New  Normal:  The  Customer  Engagement  Revolu;on  :  Accenture  

Strategic  Priori;es  among  execu;ves  in  2013:  

Cost  Reduc;on  (83%)    

Mastering  Mul;channel  Marke;ng  (70%)  

Improving  Digital  

Effec;veness  (60%)  

Increase  use  of  analy;cs  to  target  spend  and  drive  improved  ROI  

(87%)  

Increase  digital  and  

mul;channel  interac;ons  

(83%)  

Top  ways  to  achieve  cost  reduc;on  objec;ves  in  2013:  

What’s Changed?

Drug Makers Try Cures for Physician ‘Cold Shoulders' 61% of oncologists placed moderate-to-severe restrictions on visits from pharmaceutical sales reps… By comparison, about 47% of cardiologists and only 38 % of primary care physicians restrict rep access to the same degree.* Source: AccessMonitor™ 2012, ZS Associates

What’s Changed?

What do customers want from a portal?

Self-Service

Task Oriented

Personalized

Mobile

eSampling

Whitespace

Mature Products

Rep Fulfilled

Inside Sales

eSampling – Success Factors

Real-Time Validation Eligibility Engine Mobile Support eSignature Unified Activity View

Med Affairs

Medical Inquiries

Med Affairs

Medical Inquiries Maintain History

Med Affairs

Medical Inquiries Maintain History Real Time Chat/Video Conferencing

Med Affairs

Let Customers Use The Familiar in New Ways

Investigator Initiated Trials

Proposal Submission Immediate feedback on sponsor updates Electronic signature

Collaboration Visible, archived conversations

Reconciliation Centralized Approval Process ETMF (Vault) Integration

eDetailing

97% of physicians felt the e-detail was superior to paper-based details for explaining complex issues …strategies that are better suited to low- or medium-level prescribers

Destinations for approved email content

Veeva Approved Email is Here! Where Will Customers Come?

Events

Invitations Travel Speakers

– Contract Management

– Presentation Resources

– Expense Reporting

Patient Support Portals

Physicians – Registration – PA support – Adherence

Monitoring –  ePrescriptions

Patients – Specialty Pharma

Orders – Financial Assistance

Programs

Community

Patient Engagement “New Era of Partnering with Patients for Better Health - A HIMSS Virtual Briefing”

How do we get started?

Questions?