Sales automation for pharmaceutical

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all right let's get started thank you for joining us today for today's webinar we are very excited to share with you how we can empower parma sap and sales teams to analyze and improve their performance through automated actionable insights my name is alias garagi and i'll be your host for this event before we begin just wanted to let you know that this session will be recorded and we'll be sending the recording to you post the webinar along with the link to this presentation we'd love to hear from you so please add your questions in the q a section for those of us who has just joined welcome so before we kick off to give you a little context on who we are as a company we freeze is a global technology company that provides ai power business intelligence and reporting automation solutions we equipped enterprises with easy to understand personalized insights in natural language to make well-informed business decisions frazer our patented platform analyzes complex structured data and gives you easy to understand language based insights using national language generation technology it summarizes data into a few bullet points highlighting key insights that are required for making business decisions we enable business decision making at large eminent enterprises through dynamic automated narratives we are also currently working with sap sales marketing analytics and other functions within prominent pharmaceutical organizations i would like you to introduce i would like to introduce the speakers shruti mohandas sales lead india and suhail shawwala lead account management so the agenda for today would be where we will take you through some of the challenges faced in data analysis by pharma companies and how they may be addressed through reporting and insights automation we will also highlight how a global pharmaceutical organization is benefiting from our solution so let's get started you decided to use this visual to represent the current slides current state of data in pharma companies what was your thought behind it right so in my conversations with pharmaceutical organizations data silos multiple data sources and no single source of truth uh have always been some of the top unsatisfactory challenges that have been posed when i hear these challenges i would always think of a highly complex unsolved puzzle which is being pieced up together by multiple stakeholders and things so everyone is trying to piece the data together using their own understanding interpretation technologies and capabilities but ultimately everyone has this one key goal of looking at the big picture okay got it so does this data fragmentation cause a lot of issues to the business teams what are the challenges have you seen these companies encounter so first and foremost the abundant amount of time that is tied up with collecting data from multiple resources so pharma companies subscribe to a lot of data right from market share prescriptions feel for zeppelins secondary sales and more data is also generated internally which is followed by cleaning up this data to make it consumable and decipherable these data hygiene checks alone eat up a big chunk of precious time so after all of this another challenge is that is faced is that we want to solve today actually uh at this webinar is the tedious report creation process so you know various therapies and various brands post receiving their data they need to navigate through them to identify key insights actionables and summaries and also create reports and powerpoint presentations for decision making and finally the whole intent of this activity is of course data driven decision making so therapy heads and brand heads need to interpret the excel outputs or visualizations to arrive at action in action points areas of concerns opportunities and they all need to agree upon their interpretations and get everyone relevant to actually act upon it so you can imagine how much time goes away in each of these steps yes right it sounds very complex what else have you observed well what i've also observed is that by speaking with the consumers of these data the next more strategically important challenge is the quality of the insight that they're getting so manually insights writing cannot ever cover everything that needs to be in front of you so even if you look at visualizations team needs to interpret insights out of it and senior management you cannot expect them to analyze say uh excellence or charts and graphs um exactly similar you cannot expect your regional managers and field reps also to interpret insights so the efforts of you know data to insight does not justify the quality of the outputs that teams are currently getting and this is something that a lot of sales and marketing uh manager you know the heads and managers share this kind of challenge with us i'm sure this would impact the workforce too you order right away so the team members actually take the major hit since half the time they are working on performance data so the krs is of course to increase sales and improve market share but to achieve that they need to you know clear the fog in the data to help them make such decisions so a lot of mental bandwidth and power goes into actually you know finding out these insights and they invest so much time which could be actually better invested in strategic advisory uh deciphering best course of actions and also detecting threats in the market so it's all a big inefficient process that people are also stuck in and it needs to be solved using automation so what i understand is that there is a lot of time that goes into the entire process of getting the data to actually getting insights for decision making also after investing so much time the quality is something that sales and marketing teams are not satisfied with they don't get access to actionable and critical insights so shruti how do we address these challenges so ali the solution is simple we need the big picture and we need it quickly efficiently and in a non-complex manner so we need insights and reports that can be generated easily on time and uh more than anything at scale so here's a glimpse of the solution that we are proposing right so this is our platform right and there's a report this report is actually created out of market share data your sect your sales data your medical reps efforts data and it's for a particular therapy so in this case is the oncology therapy so we have this report that is going to tell you everything and anything and everything that normally you try to decipher out of your data so starting with of course the market overview so you get a visualization depicting it but you get somebody's actually telling you what exactly the data is trying to say so you have your overall therapy wise share in sales followed by how you are performing as compared to the competitor companies in the oncologic therapy itself followed by the competitive brands in the oncology therapy if there are any new brands who are entering into the market and you know if there are any threats that you have it's compared to the brands in the market followed by how you are performing as compared to your competitors so i hope the audience is getting a view of what the solution is right the solution is simply that instead of looking at excels and visualizations how about getting summaries directly that your teams are currently writing so for example here the insight says your top competitor million is currently at second position in the entire market with a share of ten percent its contribution remain fairly constant over the previous year with sales amounting to four thousand two ninety three million so this is something that you would have to go through a lot of data or a lot of visualization to arrive at but what if you're getting these summaries directly so similarly what is your market share for oncology division so your current performance in the market is remarkable but there's a possibility of downfall in the upcoming period so you can expect these kind of insights only when someone actually goes through that data and you don't have time for that so our solution is to give you these insights directly in the form of narratives and you can also expect you know more uh you know strategic insights like physician analysis so we all know how important it is to target the right type of physicians in order to get more and more sales similarly you need actionables as we discussed a few minutes earlier we need actionable so getting recommendations to actually drive growth in sales is something that can be automatically generated and this is a new technology in the market so this is the solution that we have and uh yeah this is what we want to talk about um in this webinar oh got it so so how does the solution benefit sales teams has it actually made some impact in an organization or has it solved any real life challenges absolutely thanks so we actually have seen uh the impact of this solution and what we're talking about uh in real life scenarios and in our pharmaceutical clients as well so these are the four impact areas that we try and target and these are the four areas that we try and support our pharmaceutical clients on uh the first is agility and we address this by providing a speed of reporting and analysis that is unmatched uh usually teams spend you know the fourth part of the month doing this analysis and communicating these reports and these analysis across the organization and across different teams what we're able to do is provide quick analysis that is ready to use easy to understand and quick to take decisions on uh the next impact point is accuracy uh you can imagine when there is a very little manual intervention involved and there is a standardization of analysis and deporting structures across an organization there is very little uh room for manual error and that is what we do to improve accuracy across teams and organizations thirdly simplicity where we are talking about easy to understand language through our patented national language generation libraries and these insights which are easy to lead easy to understand and thereby easy to create decisions on lastly and most importantly customization so so like we mentioned already we are providing reports and analysis right across all levels of sales hierarchy right from the field force up to the sales management and uh you know senior executives where they can take a view of uh what is more relevant to them and uh and make decisions ingly so so these are you know the four impact areas that we try and target and try and support our client uh and pharmaceutical partners one how we do this is uh you know through these solution areas we try and uh send reports and alerts to the right deploy at the right time there's integrated data where we track into different data sources bring all of the data into a platform analyze it all together and uh give an integrated and a holistic view of the analysis to the organizations and teams there's comprehensive analytics as per uh you know the business users and the stakeholders uh keeping in mind project and we can we are doing these projects at huge scale uh providing like i mentioned before customized reports to each and every individual uh that form a part of the sales pyramid we are enabling these individuals these stakeholders with guided recommendations so that they can track their kpis and proactively act on any hidden opportunities that might not have been apparent uh using you know custom uh using conventional uh data analytics tools so uh i would also quickly want to highlight you know one of these these reports that we are providing uh you know one of our clients with uh this is marks of course for the purpose of this session but i would want you to read some of these insights that are presented on the screen right now and i hope you're able to relate these to real life challenges that you face with your data analysis and uh and your performance channel so so as you can see uh you know this is similar to what shruti was referring to earlier we're talking about specific therapies we're talking about specific brands we're talking about your market share we're talking about your primary and secondary sales data and we're trying to give you a holistic view of your you know a particular brand a particular geography a particular category doing well or not doing well so i hope you had a chance to read through some of these insights and relate to your businesses to your challenges and to your problem areas right so i would also want to call out in one particular case study where we are helping a huge global pharmaceutical giant automate their reporting by creating a single source of truth so we are helping their sales and sap team by automating reporting across the entire sales hierarchy and addressing their challenge where conventionally they were basing their analysis on simple excel dashboards that was static that were spread across the teams and that specific insights to help these teams improve their performance what this case study and what this project led to were were shifts in the way that this organization was making use of their data they saw 99 reduction in the time that they were spending in this analysis and they would dedicate that time to actually taking decisions and uh you know tracking metrics that were important and highlighting areas that needed attention there was also personalized reporting across hierarchy so all levels of the sales pyramid got a view of what was important only to them and they could take decisions in the first few days of the month rather than waiting till third or fourth week to be able to get that analysis in their hands this led to a very directed effort of their sales uh prospectiveness teams and their sales teams uh where they were able to push towards improving their sales month and month and these clients have been with us on board for close to three years now and uh they are deriving benefits from reporting automation and language based insights every month right so let me just quickly check we are getting few questions uh till then i will request the attendees to put in their questions in the question section so uh so the first question is since organizations will use internal data for analysis what do we do to ensure data security right so uh that's a question that we often get uh you know we are able to deploy a solution phraser on either your private clouds or your on premises so our clients data is extremely secure and it stays within the ecosystem and never has to leave their environment so their data is completely secure the next question is what is the timeline for the execution of our solution right so a typical project takes about uh 10 to 12 weeks on an average uh which includes various steps [Music] uh i just got one more question coming uh what are the steps of the processes which are involved in the execution of the project right so we have a few steps so first is of course data integration so because we have multiple data sources we can connect to all of these data sources and integrate them into the platform followed by configuration of reports so every organization every department every brand and therapy have different kind of thresholds and business context so we got to configure the reports as for the businesses requirements so of course then post that we would require feedback from the business teams and right after that we go into the testing and deployment phase so these are the steps in integration configuration feedback and testing and then deploy i see another question over here which reads uh how do people view or consume this uh analysis so as we saw in the platform so we have a platform where you could view the reports and you can interact with the reports there and you can collaborate on the report so you have a dashboard view but we also allow pdf tpt extracts or you can get these insights or reports directly mailed into your emails or sms or alerts so that you know you can consume data as per the hierarchical level so regional managers and medical groups can directly get pdfs where senior management can access the report in the platform itself and collaborate with the other therapy and run it right uh so i don't see uh any more questions over here again so uh any of the attendees okay so i see one one question would you also pre-process the client's data or slash data cleaning as one of the steps right so uh you know we have an etl layer within the platform itself so for example if there are multiple sources of data that we are connecting to we can uh process that data structure it in a way where it is integrated into one source and then analyze it uh we can also do basically the structuring and data cleaning if required of course we rely on the plant organizations for the source of the data but yes it can be worked on so that it's immutable by the platform and the analysis is then possible so any more questions [Music] so i don't see any more questions over here uh so to bring this to an end uh to bring the session to an end to summarize uh pharma sales and sap teams are crushed under the data and this solution would help them revolutionize how sales and marketing view their data uh fraser is already helping organizations like sanofi abbott torrent and alchem along with other organizations they are benefiting from an increased focus on improving their sales and market share by readily getting equipped with data driven insights to make strategic decisions uh we hope you had an insightful session with us feel free to reach out to us in case you would like to have a one-on-one discussion we have pasted our contact details in the chat section and i'm just going to paste it once more before we close it i think there's one more question that i see coming in uh let me just quickly address that uh regarding data format that uh that needs for uh that needs to be uploaded into phrase or what needs to be connected as long as it's structured data there's no particular format of the data requirements uh it can be analyzed our platform is not enough to understand what columns and what roles your data contains uh so as long as it's structured the the format uh really is uh you know varies from organization to organization so that's not a challenge at all i'm just waiting again questions i don't think there are any more questions if there are any other questions at all uh the link is there you you have the meeting link you can access and quickly look uh booker one-on-one with us and we'd be happy to discuss with you and see if you know there's any challenges that fraser can solve there we'd be happy to address specific needs that your competitive organizations might have we understand that uh data analysis is a challenge that is being faced by most large organizations uh we've already seen success in addressing that challenge for large organizations and very eminent global entities and we'd be happy to talk to you one-on-one and and see if there are data analysis insights related or reporting related uh problems that you are facing within your organization as well thank you for being a part of this webinar and uh we hope this was useful and informative we try to keep it as crisp as possible and not take too much of your time but uh but we do look forward to speaking to all of you uh one on one again so thank you so much have a great festive period thank you everyone bye