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Business Performance Analytics

The solution uses IMS data to track business performance by therapeutic area, molecules, delivery devices, brands and regions.

Audited volume and sales of products of a particular therapeutic area across geographical regions, drug class, molecules & delivery devices can be tracked along with actual reported sales with internal budget/targets (both on MTD & YTD basis). Bench-marking of current year sales performance with previous year sales (both on MTD & YTD basis) is also possible. The historical trend of average selling price of drugs of a particular therapeutic area can also be analysed across countries and over time. The solution assesses growth rates of major ATC Classes across markets and identifies top companies & brands by revenue and volume.


Prescription Data Analytics

The solution uses IMS data to track the historical trend of prescription sales (both TRx & NRx) of brands across USC Codes. The analysis was based on audited prescription data and sales of branded medicine across USC (Uniform System of Classification developed by IMS) Codes for the US Market. The solution hprovides a competitive overview on the performance of the pharma company's own brands and medicines with respect to competition.


Optimal Site Selection

Effective site selection and patient recruitment practices present key opportunities for accelerating clinical trials.

Traditionally Site selection was based on past recruitment performance and site questionnaire responses. Cost to open and close a site is high and over 60% of sites enroll one or fewer patients impacting timelines. Additional sites need to be opened to make up for the patient recruitment shortfall, adding to the cost.

Using a multi-objective optimization function, our solution recommends optimal site selection balancing historical performance , cost, quality, and existence of Key opinion leaders and leads to cost reduction and improved trial timelines. The algorithm also leverages business rules to apply heuristics for faster execution.


Optimal CRA Allocation

Ad-Hoc CRA allocation does not lead to proper utilization and contributes to increased travel, driving up trial monitoring costs. Over-travel leads to CRA attrition and bringing in new CRAs increase training costs and also increase risks. The solution uses integer programming and other optimization techniques, applying heuristics when possible to speed solution execution. It considers CRA availability and skill-sets, balancing workload and CRA Preferences, and leverages live travel times. Based on this assignments/routes are recommended such that overall travel time is minimized , leading to reduction in monitoring costs. The solution can be used for assigning CRAs to sites for a new study as well as perform an overall re-assignment exercise for your portfolio to achieve true gains in cost reduction. It can also provide recommendations around hiring locations.


Risk Based Monitoring

The goal was to reduce monitoring costs without impacting the quality. This has led to the rise of risk based monitoring. The principle of RBM monitor sites based on risk profile, putting resources where they are needed the most. The solution accounts for study specific and site specific risks and adjusts for dynamic risks based on adverse events, enrollment rates, protocol deviations, etc. The monitoring frequency is based on risk profile, directing resources where they are needed the most.


Clinical Trials Enrollment Forecasting

The solution forecasts the enrollment activity at the site level using simulation based approaches that rely on historical site performance as well as considering the observed performance specific to the trial. The forecasts provide an indication of when the trial can expect to complete enrollments based on the current composition of trial sites. If the forecasted timelines show a delay with respect to plan, the pharmaceutical company can consider changing the site mix.


Clinical Trials Study Start-up Analytics

The goal was to monitor the study start-up performance by tracking cycle times from Protocol Finalization to Regulatory Packet Sent, from Regulatory Packet Sent to Regulatory Packet Approved and from Regulatory Packet Approved to Site Activation. The solution tracks the impact of various factors such as Therapeutic Area/Disease Indication, Phase of the Study, Molecule Type, Country on the various cycle times.


Operational Analytics for Clinical Trials

The dosing material as well as testing kits have to be packaged and distributed based on the expected patient visits at each site.

Over-supply to sites leads to wastage, and the need for re-distribution significantly increases trial costs. Supply short falls lead to delays in clinical trials, which has significant monetary impact. The solution closely align distribution of trial materials with forecasted patient enrollments and visits at trial sites. The solution leverages predictive modeling for forecasting enrollments and subsequent visits taking into account real-time attrition, delays and this leads to optimal supply distribution, thus reducing trial costs and accelerating timelines.


Laboratory Cancellation Monitoring

The solution analyses the data for laboratory testing for samples collected during clinical trials and tracks the test cancellations by different causes and across various test types. Test cancellations have a direct impact on cost of trials and also contributes to timeline delays and proactive monitoring of cancellation rates help drive operational efficiency and cost reduction.


Sales Force Effectiveness

Pharmaceutical companies face multiple challenges in building an effective sales force. These include keeping ahead of shifting market dynamics, rapidly developing and evolving new sales models around physician access, developing physician trust around all aspects of the business, creating alignment across departments during the product launch phase, the need for on-the-fly performance analysis and enabling effectiveness while complying with ever- increasing regulations. Tracking the sales force productivity though actionable KPIs thus becomes imperative for success. The solution helps track pre-launch KPIs dealing with physician behaviour, market activity, and market access as well as post-launch KPIs covering areas such as message input and effectiveness, Rx sales and share, Customer perception, product range. Some examples of KPIs available are Budget, Turnover, No. of calls/rep/day, % coverage, No. of field days, Share of voice, Call allocation rate, Targeting effectiveness, No. of target doctors prescribing the brand, Customer Satisfaction Index, etc.

The solution tracks performance of the sales force across geographies using strategic KPIs and also predicts future performance based on historically observed patterns enabling decisions around re-assignment of sales force. Overall we help in the following highlighted activities in the sales value chain.


Hospital Operational Analytics

The solution uses data analysis to drive operational efficiency such as Increase patient throughput, improve quality of care with real-time intervention during the episode-of-care, improve patient billing recovery, reduce repeated orders and eliminate wasted effort, Improve assignment of indirect costs for better profit management, Improved forecasts, reduce shrinkage on high-value, highly-portable items, reduce excess on-hand inventory and improve assignment and balancing of staff.


Hospital Capacity MANAGEMENT

The solution aims to improve capacity management by better bed utilization. Saving just 2 hours between discharge to admission can lead to an extra capacity of 6 bed days (increase of 1 bed turn). This is done by optimizing latency between discharge & occupancy, by creating visibility at the time of admissions and the discharge process.