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hi everyone we're going to get started in just a couple minutes um to allow for some people to join the line for e hi everyone thanks for joining uh we'll get started in about a minute all right I think we're ready to get started um so good morning or afternoon wherever you might be and welcome to today's Topline webcast sales intelligence for life sciences and healthc Care um we have several speakers today um first up we'll have Ellen Doro uh she's the director of Global Market development of Life Sciences and Healthcare with click viiew and then we'll have um three of our own principal Consultants U Matt Stratton John dumpster and Bob do um so with that I'll go ahead and turn it over to Ellen thank you Mona hello everyone and welcome to today's webinar around um life sciences and healthc care and and sales intelligence for these areas um I'm going to start off today and give you just a little bit of an overview of uh click viw and click Tech um but first I want to start for those of you on the phone that may not know what click viw is Click viw is the product that click provides and click viw is a business Discovery platform uh business Discovery is what is termed user driven bi and you may have heard the term Gartner uses data discovery which also is defined as user-driven business intelligence our our mission in life is simplifying decisions for everyone everywhere and I'm going to share with you a little bit today on how we do that and and how that impacts life science companies but first before I get into that part of the presentation I get really excited talking about click Tech and cl talking about click View and so this is our legal disclaimer um and basically what this says is if you get excited about it too and you go out and buy stock um I'm going to be saying a lot of forward-looking statements and you're buying the stock at your own risk so please do your own due diligence and for those of you who do your own due diligence I just want to make you all aware our earnings call is also tonight so you can actually listen in at 5:00 tonight and hear about how we did in 2013 but up until 2013 we've done very very well and this uh graph represents that we've had a compound annual growth rate of 36% as a company since 2006 we've been steadily grow growing even in years where we've seen Market declines like 2008 and 2009 because click view solves problems for people whether they're making money or they're not making money we help you answer every decision um that you have and we help you answer each each uh question that you have to ask so click Tech in the numbers we have over 30,000 customers worldwide in 100 countries uh 1500 partners and again the 36% compound annual growth rate since 2006 and what clickview really does um that makes us different is we really are tipping the balance uh to deliver maximum decision value so what that means is instead of just being a picture a visualization or a reporting tool um we are an interactive software that allows you to diagnose and analyze and discover in your data uh more information and to continue to ask the next question and the next question and the next question that doesn't just describe what your current state of affairs are but but starts to help you Des discover why you're seeing what you're seeing in your business and the way that's done is through a very unique um patented data Association technology if you look on the left side of this um slide you'll see how traditional business intelligence visualization tools work they they're pretty hierarchical in structure um they're very rigid um it's forced down linear drill paths and when you have a question at the bottom here to get to the next answer you have to first go all the way back up to to the top and then come all the way back down again now you have to go back to it and ask them to modify and to create a new report and it's really hard to do what if and on the Fly analyses it's very limited because the questions are predefined and the structure is predefined but if you look at click view on the right side of the screen you have freedom to explore your data from any point in in the analysis and you don't need to go through a hierarchy or a chain you can actually Jump Around in any direction on on the Fly and in real time you can easily ask any question you wish to ask and then drill in a different direction not just up or down and and very quickly see the connections and what's associated with the selection you made so when you ask a question and you make a selection you'll see what's associated will be in white and what's not associated would be in Gray and the reason that's important is because sometimes you make the biggest discoveries in the stuff that's not associated with the question that you ask because you'll say I wonder why that's not associated you're going to see more of that in some upcoming demos so I'm not going to talk much more about that but I would like to share with you why click viw uh sustains value and has staying power in the current um business intelligence Market business Discovery has a very fast time to value and and it shows everything that you would see in any kind of visualization tool or any traditional bi tool but in addition it a it lets you dynamically share information and collaborate with each other and be able to drill in any direction and see more information that you're not able to see in the other systems so it continues to add value because you're able to ask the next question and the next question some of the drivers of the click view difference is is first of all natural analytics experience and what this means is the ability to drill around and the freedom to move around is is based on the human instinct to want to explore and to look in all different places and to to um wander and and the freedom to do so um and and that's natural what's not natural is when you're forced or constrained into a certain path or a certain way of doing things so the natural analytics experience is very much part of what click viiew delivers because you are allowed freedom to move in any direction you want and ask any question you want the association and visualization yield true uh discovery of your data and the ability to see things that you might even question that that don't associate um the speed the value and rapid prototyping is all about how we've designed our products so that you very quickly can clone things and make new objects and new pages and very quickly prototype uh new um applications and and use cases on the fly it also um has an application development model so that you can reuse all these objects and you that provides agility and focus and we have a strong governance package as well with our acquisition of expressor we have governance in in place so that um in it you're able to very easily manage um your rollouts and implementations and understand how people are using the product and that gives you a lot of flexibility uh for your user users but it also keeps the control at the center so that your data is is monitored and controlled for the regulated Industries like life science and Healthcare now let's get on with a little bit more about life sciences Pharma biotech Med device there's some major Global Trends right now in the marketplace and and these have not changed much and many of you know these Trends much better than I know them uh but I've been watching them now for 30 years and what I've seen is we continue to to consolidate we have mergers and Acquisitions in andout licensing just this week we there was a 25 billion doll acquisition of forest Labs by activists both of which are customers of ours and so we're seeing this continue we also see increased regulation not only in clinical and Reporting compliance but also in sales and marketing and today's uh presentation is going to share with you a lot of different information around sales and marketing many of you are aware with aggregate spend and sunshine laws and acts um to report uh spend per physici this is really um getting more and more important in in our business also Mobility um with with all of our our needs as human beings to have mobile devices in our in our free time and in our personal lives we've been bringing our devices to work and Mobility has increased um tremendously in the pharmaceutical and life science businesses um tablets smaller portable devices phones Etc also we see a lot of new emerging business models in R&D and in sales and marketing to try to uh fit in better and and increased profits and and revenues despite the The increased regulation and some of the challenges that are out there and of of course globalization offshoring Outsourcing and insourcing are all still continuing as we become a more global economy we see extreme and increased price pressure uh with some of the patent Cliff um issues and some of the other things that are happening uh there's always an extreme price pressure and with globalization we see that you can get drugs for different prices in different countries so this has also been something lately that a lot of people have been looking into with click viiew and we have the changing healthc care environment these are your clients your clients and Healthcare are changing funding is changing behaviors are changing and accessibility is a real issue for Physicians so if we look at um some of that data um some of our friends at digitus health and Manhattan research put together a study over a number of years where they looked at uh the Physicians and their their adoption of Technology because most of us in the United States are aware that um many of our um hospitals were on paper based systems for so long until uh some of the meaningful use things came forward with the with the um new acts and new uh legislation in health healthc care um but what we didn't know is and what we always assumed was that may maybe Physicians were laggers in accepting technology but that's not that's that's that's as far as you can get from the truth and that's what this uh data in the study shows this data and study show that Physicians were actually more rapidly adopting technology than than consumers all the way up in 20 until 2010 when Apple introduced some of its more userfriendly technology and then the rest of the consumers got on board and started adopting technology as well um but Physicians were actually adopting technology if you recall the movie catty Shack from the 1980s and Dr beeper um they they've been adopting technology way before most other people so they're actually driving some of the changes in life science companies if we look at the top 10 Solutions in life sciences what we see here are some of the areas where click view is most readily used around executive dashboards and scorecards around Regulatory Compliance and Drug safety specifically around phaco vigilance and Reporting sales automation physician and patient an analysis and targeting these are the big areas we're going to be talking about a little more today um also product and portfolio management clinical trial management financial management supply chain supply or relation management contracting and revenue cycle and Manufacturing intelligence so these are our top 10 solution areas for life sciences and today we're going to explore in a little more detail sales and marketing so if we look at in more detail some of the sales marketing uh use cases we actually have had a lot of our customers using us across the entire pharmaceutical value chain but specifically in sales and marketing around uh patient analysis and targeting physician analysis and targeting product and brand management patient and physician Marketing sales performance management and sales Improvement in terms of um increasing um efficient in the sales organization and sales and revenue analysis as well as contract managing in pricing and territory management and assessment and planning these have been the big areas for us around sales and marketing Effectiveness and just to give you a kind of in summary uh some of the uh companies that are using click VI and this by no way means all of them actually all top 20 of the top 20 pharmaceutical companies are using click viiew and we have over 500 life science clients worldwide um as I mentioned before over 30,000 customers in 100 countries many of which are like science and Healthcare customers and we have dedicated uh click view life science Personnel globally we also have the fastest growing uh user Community with over 990,000 customers on the user Community asking and answering questions every day and helping each other with new use cases and ways to use click viiew so it's a really exciting time for us and um we've been growing uh steadily ever since um I can remember here so it's been really great and uh with that I want to say thank you for your time and we'll be available for questions at the end and so now I'd like to introduce my colleague Matt Stratton who's principal consultant of business and decision North America Matt thanks Alan and hello everyone um as she mentioned my name is Matt Stratton I'm a principal consultant in the business intelligence service line here at B&D and I'd like to further expand on some of the points that uh Ellen was was showing you and also talk a little bit about the typical problems that uh that we see or issues that we see with some of our life science uh customers I also want to share with you how B&D can leverage its experience and uh with life science companies plus also experience with click viiew to help solve a lot of those problems but before I go through the rest of my slides I figured it might be good to kind of give a little bit of background on how I came to be uh involved with click viw and so a couple years ago a few years back actually I was working for a pharmaceutical company who was also a commercial lab and you know I was in the IT department doing some application development doing some business intelligence reporting that kind of thing and we had a click viiew come in and they did what's called a CB uh which is called a seeing is believing session and basically what this is is is a short two three-day type engagement where they literally took the data from from one of our systems and created a quick dashboard and they turned this thing around I think like I said was in two or two or three days and what we saw when they came in presented it was something that was just just blew us away I mean there's no other way to say it you know I was hooked at that moment seeing that you know we weren't going to be spending necessarily months building data warehouses and creating uh you know a bunch of reports there was this great tool in front of us that could pull this data in very quickly and and be able to solve solve the problems that we had so I was I was hooked so much so that we fast forward a couple of years and now uh you know I decided to move on into a consulting firm where I could then share a lot of my experience using click viw in a live science environment to solve problems for for some of our customers so to let me let me give you a quick background on b& d uh the company you know we're more than just qualified uh click view Consultants we're we're actually a leading firm that provid provides Solutions on The Click Click view platform but we and we've also been given the distinction of the click Tech global system integrator partner of the year for 2012 but it's not all we do so you can see on this slide we actually have a few areas that we can provide services um including Erp and Regulatory Compliance which obviously is important for the life science Community we can also provide Managed IT services so that you can focus on the business of your business and let our our company take and host your your your systems and and manage that as I mentioned we're a global consulting firm and we operate worldwide we've got our headquarters in Paris France uh we have our North America headquarters in Wayne Pennsylvania so we're effectively able to provide a follow a follow the sun set of services to life science customers around the world but today I want to narrow it a little bit and talk about some of the successes that we've had here in the US with some of our customers in fact one one customer in particular I'll go over uh my colleagues will go over a few other projects that we've done on with other customers but this particular customer that uh I've been working with for the last I think two or three years it's a medical device manufacturer uh they also sell and distribute their product and you know they're running a healthy business it's you know around $2 billion dollar of Revenue a year they've got 5,000 employees uh they've got seven or more plants around the world manufacturing uh headquartered here in Southern California I'm actually out of San Diego and um you know so they they're doing pretty well but when we came in to help them we were asked to come in and help them with their cck fee deployment you know they they were facing many of the same problems that a company that's been operating for for a few years might have you know uh and this company in particular you know they had they had few mergers and Acquisitions over the years and so what they had ended up having was a collection of information systems that how you know how do I say It was it's a diverse environment you know it's it's not just a a single system that that they they have working there and so when we were brought in um you know what we what we saw we were able to help them with uh was a few things first of all as I mentioned before you know we're we are click we do provide click view Solutions uh and platform uh deployment but we also were because we're a broader company you know we were able to help them uh for example do some some validation on applications also help them with their Oracle data warehouse help them with some of the Microsoft VI stack that would help support not just click viw but other areas of their business and so the slide that I'm showing now on the right hand side this is just a sample of some of the solutions we did provide them inside of Click viiew you know over the two and a half years that we've been working with them I think we've deployed somewhere in the neighborhood of 30 different dashboard type applications and so you know as Ellen was mentioning there are many other common areas that uh that cck viw will be used used is for things like executive scorecards or working with the finance group to provide a dashboard or working with the manufacturing groups or working with regulatory supply chain or what I'll focus on in the next few slides is the is the sales field sales sales off executive reporting or management um but one thing I actually do want to point out on this is you know the power of what the power of clip viw really is you know what we find is when we go into a customer with you know they either they have existing reporting or you know this is a new thing for them we find that there's usually a step one and the step one is getting them to where they're asking to be today which is they want to be able to report on the information they have so we help PE we help customers get there but then this is where the fun really starts we get to go beyond that which is the next step which is not just reporting on the information but literally acting on that information and interacting with so let me give you an example for this customer we provided them a solution that allows them to do lot serial number track and Trace and what this is is basically you know they have inventory out there there may be a field uh corrective action that they have to go through where they're going to pull some product back and they may only have a little bit of information to go on and they may have raw materials that are involved that c are causing some problem and so this particular customer and almost fast forward the next slide this particular customer is not unlike many many larger customers um you know they have all The Usual Suspects of Technology they have multiple Erp systems multiple databases from Oracle or SE SQL Server from Microsoft uh they have cloud-based solutions that they're using so really a big collection of of of different Information Systems so what we were able to do with click view is put that in the middle and be able to pull everything together for them and so within this track and Trace solution we were able to tie together I think it was seven different Erp systems and use that data to help them be able to track this inventory we literally help them go from uh being able to research information which may have taken them uh days two weeks possibly months and we were able to actually with this solution bring that down to hours or even minutes so as you can imagine um if you've got product sitting on a Shelf and it's about to be sold you don't have weeks to find that you know you need to find that now and with click viw we were able to do that we were able to give them a solution that mitigated you know the cost of of having to deal with that but also reduce the risk to Patient Health which is uh ultimately what what I think most life science companies would like to do is reduce that risk so how can you get to that point you know as I mention the it group that I was in I think we were pretty typical you know we were a fast growing company we had um plenty of projects to do many initiatives and probably no time to do that right and I'm sure many of you if you're in the it group you feel you feel that pain you know there's there's plenty to do uh there's usually a diverse set of systems limited budgets scarce staff etc etc so this this is this is where click viiew can help it's it's something that allows users to really drive that bi you know uh whether it's through Wizards or shared objects or the user-driven creation of new new sheets in the in the application they're able to do a lot of self-service for themselves so they can get that information and it can provide them with the basic connections or the information and then let them run with it uh as appropriate of course so click viw it's it's not really I wouldn't say it excludes anything because it doesn't really complements uh the other technology as part of the integral uh road map so let me jump into one of the solutions that we we help them with uh they have had a field Sales Group and they were about to launch a new product and this new product is revolutionary in the heart valve uh industry and and you know the the trouble that they were having from a bi perspective was they're launching new product which meant they don't have any data to report on they don't have the bi tools that they would need to help manage that that roll out and ultimately manage that that product so you know they they they were running into a few a few problems there um one of them being that they needed to have the systems the bi Tools in a very short turnaround time they also needed data that was not available in the traditional data warehouse that they had and also they needed it in a frequency that wouldn't fit within a a Reload overnight reload for a data warehouse and one of the most important things was they wanted to use an iPad uh versus using a laptop so with click viw the great thing was we were able to help them with a dashboard and using what's called clickie publisher to be able to pull in information not just from the data warehouse but but also from a cloudbased uh solution that they had and we were able to pull it all together and we were able to do it in a short short time frame and as we moved through the process we delivered a first release and then iterated to a second and third and and continued with that but we're also able because we weren't strictly limited to the data warehouse we were able to actually do frequent frequent updates and then the last part is just something that click viw gives you out of the box that that that they able to use is collaboration so when I was when I was preparing for this presentation I was looking for screenshots that I could show you know how how to collaborate what click view can do and the moment I saw the one that's on the screen now it hit me you know it was like within one second I looked at the at the map and I had one question and this is showing sales of or um prescriptions uh written prescriptions and what I saw was there was nothing happening on the west side of Manhattan you know it was it was literally within a second I just saw it I wasn't asking the question um I wasn't looking for it I was just looking you know if I was a sales manager I was just looking to see where our sales and how they're doing and that was the thing that struck me and with clickie the great thing is is you can have this spatial analytics you know in this example I believe it just connects with Google Maps but there's actually other add-ons from companies like ezri that allow you to do even more with with with uh with the spatial analytics but the great the other great thing here is that out of the box click view gives you the ability to attach notes to these these charts and not only attach notes but you can take a snapshot basically a bookmark and have that be part of your notes and then you can you know keep it to yourself you can share it with specific people or you can let anybody who can see the application see see the notes and and be able to basically have a discussion on this information so it really allows you to stop having to you know copy and paste information screenshots spreadsheets and email send it around and then have to manage you know what's the latest version and manage all the comments and it definitely reduces the need to have to go and dig into email and find the information again you know it's all encapsulated it sits right here with the information I mean what's better than that and by the way this is the this is the uh click view Pharma sales demo I've provided the link and you'll be able to uh get get a copy of these slides and you can actually go up and interact with this demo on the click view site and see how this actually works so the next solution that we helped them with was with their sales operations team uh you know their primary problem was that they were having difficulty managing the customer consigned inventory this is inventory that they literally keep on a client or a customer side like a hospital and it still belongs to them and when the customer needs to purchase a new a new medical device they can just literally go grab it and go into the operating room and and take care of the patient so as you can tell or you could see if you've got sales reps going out um you know and people pulling stuff from shelves how how do you manage that well they were doing it originally in paper manually but that obviously has some limitations uh and they recently implemented a wavemark for for being able to do RFID scanning of the equipment so they got that level but what they needed now was the ability to see uh you know what that what the inventory levels were on the shelf and more importantly what the expiration of that inventory was so that they didn't have a piece of equipment accidentally get used when it was you know expired by a few months so you know they ran into the same problems La they had a lack of of being able to integrate the data sources automatically so they ended up having to manually pull this information together every day they had to pop it into reports they were creating their own spreadsheets to use the supplementary data so they spent a lot of time preparing reports rather than really analyzing the information and taking care of of the inventory for the sales people so what we were able to do with with click view is a couple of things one we provided them with a dashboard board where they could see the information they could see the expiration dates they could see things that were going to expire soon and they could work with the salespeople to make sure that the next time they were out there they could go ahead and pull uh those pieces of equipment so that they didn't get used the other thing we were able to do is with click viiew publisher and clickview in general is we were able to leverage SharePoint which is the Microsoft uh internet technology where we were able to have them instead of having these spreadsheets all over the place keep them in a document l library and within this document Library which is web-based document Library they were able to maintain control over it and also have uh versioning on on these spreadsheets so that they could see what changes were being made which is great for audit trails and being able to show uh why things are changing or at least who changed it and with click viw because it can connect not only to traditional data sources you also have the ability to connect to webbased data sources in the cloud or in this case to to share point so the benefits of the solution were that you know we were saving them time because we were automating a lot of the work um they had better control of the consigned inventory because they could see it they could see the levels they were pulling in wavemark data that would tell them that and they would also see what was going to expire but they also had this this uh ability to do some self-service or user-driven bi as anen was talking about so what they were what they could do and this is just an example again from the Pharma sales demo is is take an existing chart which I have here on the top and you know we're looking at information by doctor but the team maybe wanted to look at it by ZIP code and so what they could literally do is clone it go into the properties kick out the doctor Dimension put in the zip code and boom they've got the chart that they actually need no new they don't have to request a new feature from it they immediately get what they want they can share it they can use it for themselves and you know boom they're done which is huge the other thing that they could do is they could create whole new sheets create whole new charts they don't necessarily have to clone something but if they're enough of a power user then they can just create their own own Solutions on the Fly and the beauty is of course then they can share it so before I pass this off to John um I want to share share with you one one thing about this particular project is once we finished it we were sitting down with the customer and they had uh some more requirements that they wanted to go through and have us uh go ahead and develop we um we sat in in this meeting and they as as they talked I realized that you know one of the things they wanted to do was remove some of the steps from from a Reconciliation process they were they were doing you know copying information into a spreadsheet you know what you can do with click viw you can export to to excel but what I recognized was all the data that they were they were managing and the way they were changing it was all available within click View and with within a couple minutes I was able to just show them how they could create their own chart and remove this this daily process of 30 45 minutes and to be honest everybody everybody in the room looked around and just Their Eyes Were wide open totally amazed and again you know it just that's another example of the power of Click so what I want to do now is go ahead and pass this off to John Dempster who will go through uh another one of our Solutions John thank you Matt my name is John dener I'm a principal consultant with business and decision and today I want to talk a bit about a pharmaceutical client who's been using click view since about 2012 um the client has a mature quick view deployment with over 10 applications in production uh businesses in decision has been involved in the development and deployment of all 10 of these plus several proof of concept applications uh the client has a user base of approximately 700 employees and plans to expand this number to over a thousand uh in the near future as planned additions in terms of applications and data rolled out today usage is mainly within the sales and marketing teams as applications are focused primarily around the comparisons of market share and share volume amongst products in the market space business's decision has helped this client build out their installations both of Click View and imprinting which we'll talk about the original landscape that the company had looked like it was a very normal landscape of source systems feeding data into a Consolidated uh data warehouse and then present presenting that data through either Oracle business intelligence or a series of over 20 Microsoft Office reports um the while this setup is fine for basic reporting the replacement of the Microsoft reports with click view um provides the uh business Discovery capabilities as opposed to simple reporting the presentation of the data in the form of Microsoft Office reports uh posed challenges in four areas first was the effort um there was time spent on the management of periodic report delivery this required both internal resources and external vendors so the management of Source data whether it was delivering that to the people creating the reports or making sure that the correct Source data was being used in the reports that were being generated and time spent on the management of quality control where the manual nature of the report production required a high level of ongoing scrutiny for cost uh with multiple resources producing reports from the same sources there was a duplication of effort it resulted in a duplication of costs timeliness the manual nature of the reports coupled with a high level of quality control activities created delays in publication and accuracy the manual nature of the reports once again uh increased the risk of errors and data inconsistencies between the reports so the solution uh was focused around replacing the Microsoft offers reporting with a click View and imprinting solution uh click view applications will employed to replace the reporting with a platform that enable users to uh not only report but also be able to analyze the data and discover new trends within the data for presentations that needed to stay within the Microsoft Office Suite this mostly was PowerPoint reports that were being um that were being used in presentations uh imprinting was deployed to replicate those reports while providing a repeatable auditable and efficient mechanism to automate the production of the reports this is a screenshot from the sample click viw Pharma sales application while this is not the application we built for the client it has a simpler but a very similar flavor to it um here we can see that there are multiple metrics such as volume and market share and we describe those by Dimensions such as time Market product and brand this prescriber and call Priority um an application such as this enables field representatives to focus their sales efforts by identifying which products and locations are not producing as they should and focus their efforts on those items also managers are able to look over time and Trends with specific territories uh and prescriber segments to gauge the effect effectiveness of their sales and marketing strategies there were some click view features that we used uh within when we were building these applications and I'd like to talk about three of those the first uh was mention mentioned earlier in the presentation and that is the coloring of selections within click view click view has a built-in function coloring functionality uh that identifies Dimension members that are and are not associated with current selections so upon making a selection you will turn an item green and then members across all the dimensions not associated with that selection will turn gray so here in the screenshot you can see there's one part that's that circled uh the dimension of territory has been selected the item selected is green everything else is gray uh but this happens across the rest of the dimensions so here I can tell by choosing the territory of Yorkshire I can see that it contains no 5% discount Pharmacies down in the very bottom chart you'll see that 5% is actually grayed out to see your current selections you you can always look at a current selections box which is a component within click view um that will show you what has been selected what has not been selected Ed and this really provides the ability to identify relationships in the data what is connected and what is not connected another item I wanted to talk about was search functionality within click view if you're looking for something within click view you can use a search component that will allow you to search across Dimensions here the example is showing you where I've typed in E into the search box you can see multiple multiple dimensions and multiple Dimension members that are displayed that have that start with the letter e what you can also see is the coloring applies here so there are three of those items that are already grayed out because they are not applicable given the current selections that we have within the document and another feature is Fast Change Fast Change is a great feature which allows the user to inter interactively cycle through multiple chart types for a given set of dimensions and facts so I can build a chart once and build it as say a a regular table but I can cycle to a bar chart or to a pie chart or to a pivot table or any of the other types of charts that click view supports this way you don't have to replicate on screen multiple objects showing the same thing you can allow the user to cycle through them saving yourself real estate and development costs I also wanted to show a screenshot of in printing here is a report this is just a sample off of in printing's website but we were able to create several PowerPoint presentations for our client um they produced template uh PowerPoints those were given to us and we were able to populate those those presentations with click view data in such a way that made the tables editable to allow them to enter manually supplemental information that they needed to enter um this uh this as we'll see in the outcome it was a huge time saving for the company so as far as benefits um effort moving the reports to reporting platform reduced the effort associated with the report production um click views refreshed on a periodic basis to an automated process eliminating eliminating any manual report production um it is sourced from the data where Warehouse through click view which eliminates the um the transmission of data for report production and it produces a process that is repeatable auditable and efficient as far as cost internal and external resources were now freed up to work on other projects instead of spending their time on manual report production and uh and presentations it also uh eliminated some of the duplication of effort that was inherent in the report production as reports were being built off the same sources for different purposes as far as timeliness presentations are now ready upon the completion of a refresh process making them available faster than before and accuracy the automated nature of the reports decrease the risk of errors and data inconsistencies between reports as far as the outcome of the project we took 100% of the Microsoft Office reports and retired them in favor of a click view or an imprinting solution um I've got 50% under the next one all of the presentations were actually moved into in printing um with new data additions to the model they are U we will actually be expanding out what is uh what is shown in those reports and what is populated by cck view through hence the 50% um imprinting has cut the field sales time spent creating the reports by an average of 1 and a half hours per field rep there are about 80 field Representatives so this equates to 120 person hours per month with the planed addition of the data to the quick view model this will actually double and save about 240 hour 240 person hours per month um and the click view applications are now tailored to the users in terms of both an analysis and visible data so when a user goes in as opposed to getting a generic report that has everybody's data on it user see only their data the data they need to see inside click view when they log on with that I'm going to turn the presentation over to Bob Doss thank you for your time great thank you John um my name is Bob dos I like John and Matt I am a principal consultant with B&B in North America uh I'm based out out of Philadelphia and have been working with a medical manufacturer for um since 2012 or so so uh I have a couple examples of Sol of solutions that we've provided for this uh much smaller company than than the large Pharmaceuticals that we just talked about our medical manufacturer has less than 250 employees it's uh somewhere between 50 and h100 million of annual revenue um and they create sterile barriers uh for medical devices um they have approximately 25 click view users and they're solution includes both click View and and and printing to distribute reports to additional management that uh are not click view users as a uh smaller company they they have uh smaller Erp in Ford visual um they use SQL Server access excel in their reporting uh they don't have a data warehouse to speak of and they had minimal business intelligence when we came in basically they relied on the reports that came out of their directly from their Erp system so our solution um covered a bunch uh of several areas including sales Finance and Accounting Inventory management and then what we'll talk about today here is material management and Manufacturing planning so in the procurement process uh the the procurement people uh ran material planning reports out of their Erp system which would use uh relatively um uh basic set of rules for planning when work orders would be and sales orders would be completed uh and therefore driving material plans from that process the result was a 100 page green bar report that the uh procurement person would go through with a highlighter and find area find issues when new material would be needed uh it was a slow process it was a tedious process um and not very efficient um and only worked based on having high quality people that knew their business well um our first step with click view was to replicate what the Erp system did for example um the procurement team is very comfortable with their process and would not have any faith in a click view or any business intelligence solution until we could show them data that was matched the world that they know so we started with a simple report simple the table that would show for a given material what what inventory is available what the Safety stock levels are supposed to be um and all the work orders that are and purchase orders in the system that would consume or replenish that material we have projected quantities that we would be we could do the math in our click view scripting that would show after each work order how much material would be left at the very least click viw was able to um use highlighting of a report we could highlight the report for them I.E we could quickly show that it's when the project quantities would would go below their safety stock levels now that's step one was just replicating what they did now with the power of clip VI you can then add intelligence and rather than sifting through every material um we created more we created reports that would show them what they need to show so we since we know when orders would consume materials we could we could look and know how much material we expect to have have at that time we can and we know the lead times available with parts all in the Erp system we can then have a relatively straightforward report that says you're going to need to order this part this first part four months ago so obviously that's a problem they can then drill from this chart into other work order charts to find out what sales orders are impacted uh and what customers need to be notified that uh that their product may be delayed it can work as a tool for the purchasing people to to know what to focus on without having to sit through 100 pages of paper uh and it was met uh with open arms a second challenge um that our manufacturer has was just in scheduling of the work orders um again the Erp system was was somewhat rudimentary with how it could um do planning it of course has an advanced planning module that that um that that can is much more powerful however it's also relatively expensive um to purchase and Implement and based on our our research um may have questionable return on investment based on a high-risk project so as a result they had manual processes and spreadsheets in order to know when work orders would need to be created to fulfill customer demand again the timing this was slow the accuracy was questionable um and customers generally were not happy furthermore it made the manufacturing process inefficient um work orders would be plugged in at the last minute uh salespeople or the the squeakiest wheel would get their work orders um processed faster um jumped into line and Manufacturing will not be able to efficiently manage their uh processes so where we went with quick view uh one of the quickest charts that we were able to make was uh a simple bar chart combination chart to to show the workload uh projected into the future we can we have work we have want dates on our sales orders and and all the work orders associated with them have hours tied to how how long we expect the set up and run time to to be for those work orders it's simple aggregation then to to aggregate by week the number of hours that we expect to have to run through our manufacturing process we gave our customer service people the ability to enter in uh the Target number of hours to work every week based on running five Crews or six Crews or if there's holidays they can adjust it in a spreadsheet it's very easy for them to maintain uh click view is very good at reading in uh data from multiple areas including spreadsheets and we have a simple a simple and elegant chart that basically allows a customer service person to make sure that the bar these the total hours to be worked which they just call the bar um is appropriately stacked against the uh the Target hours to be worked when it's not when there's too many or too few they use click view to drill into the work orders that are in the system so we have a work order details chart this is just the first quarter of it um but this shows uh key information about the work orders that are in whatever selection that they've made so they can see the original want date that the customer had they can see comments that customer service has put into the Erp system they work orders that are flagged as rushes are shown in blue they can see which parts are supposed to be made they basically have all the information that they would need to to deal with scheduling um priority prioritizing really um so that they can go back into the Erp system and update the want dates as needed so as this is really step two as they get as customer service gets work orders into the appropriate week they can then hand it off to the manufacturing process which owns scheduling specific work work orders for the next two to four days uh to specific resources specific machines that they have so we have simple charts that show by day the target number of hours are shown in bullets and the total number number of hours expected to work are in uh the green bars they they can see the specific work orders to the right which shows how many days it is till the want date the WD they can see the status of the work order whether it's been firmed or if it's released they can actually even if a work order hasn't been released to them they at least can have some visibility that it's in the system and may appear urgently into their world every twice a week our customer reviews these charts with a team of manufacturing um and customer services just to make sure that uh they have the PRI priorities set appropriately for their plans uh we can then have simple reports that that mirror what they get out of their visual visual system but are available um and can change immediately with their plans we can show them the material that essentially a pick list the materials and quantities that they need um for their manufacturing runs for given work order we have additional reports that will even show them where the existing inventory is um by serialized numbers so through that process um they they have greatly improved their customer service and communication within themselves we talked first about the procurement process was improved that they're um that they found that they are not running out of materials as much as they have previously they are not having to do Rush orders on materials to get them delivered the next day um and their manufacturing process is is the manufacturing team gets to prioritize work orders within the confines of a couple days so that they can run like materials through their machines in consecutive runs rather than start one material for a specific run go get different materials for another run so there manufacturing processes are more efficient and through this through all this we've seen improved gross margin they they're obviously doing many many things in their operations to to improve their improve their um operations but clicky certainly has helped them see what they need to do uh to to start being more efficient and it's help in their bottom line so with that um we have time for just a couple of questions if if there are out there and uh hand it back to Alan hello yes I have a few questions here um but most of them were regarding connectivity on the system a couple people lost uh audio and I believe that's either been resolved or addressed and if they if it had and they won't be able to hear me anyway so I don't have any other questions right now um but if you have questions if you could please submit them through the question screen that would be great and I will watch as they come in and we'll give it a couple minutes alternatively since I'm I'm not seeing any questions come in if you have any followup questions if you can please send them uh to the folks at business and decision then uh we can triage the questions and get back to you via email and so with that I'd like to say thank you very much for joining today's session on sales intelligence for life science in healthcare I want to thank all the other presenters uh for their work today and and Mona for hosting the call and thank you for the opportunity to join you on this call today and share a little bit about click Tech and clickview for Life Sciences thanks everybody and have a great day bye