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hello and thank you for tuning in today's webinar with panorama consulting group today we have the pleasure of speaking with jennifer petrovsky life sciences industry marketing director at qad today we're going to get our insight on the role that enterprise software has in the life sciences field jennifer petrovsky has 20 plus years of experience in the life sciences and enterprise software industries she joined qad in october of 2020 as director of life sciences where she is responsible for life sciences industry strategy and go to market activities her key focus is partnering with life science manufacturers to improve operational efficiency and deliver high quality products at scale welcome and thanks for joining us jennifer it's great to be here before we get started we at panorama want to thank the viewers of our webinars and will be giving away a free consulting session to the first three respondents after today's webinar stay tuned all the way to the end of this webinar to get some more information on this opportunity with panorama consulting group being an independent niche consulting firm we specialize in business transformation and erp system implementations for mid to large size private and public sector organizations worldwide we also specialize in ocm strategies and business process management among many other solutions you can see here the biggest industries we work alongside are within manufacturing professional services and technology but we deal with many sectors and clientele speaking of clients our client portfolio includes many well-known local national and global customers across multiple industries we also offer a deep and comprehensive erp experience with hundreds of available packages that we have evaluated and implemented for our clients so to get started please tell us a little bit more about the broader trends you're seeing today jennifer great thank you yeah so i'll jump right in here and just talk quickly about the broader trends we're seeing across the board right industry transformation smart manufacturing certainly apply to every industry uh that's out there today and we're seeing it unprecedented change just with geopolitical events that we're facing the global economy um i've heard too uh it referred to sometimes as the game of whack-a-mole right as soon as you think you have one issue addressed you know of pups and other ones so there's just so much that's out there today in automotive for example we're looking at the end of the internal combustion engine and there's so much electronic vehicle development that's now coming on board so across the board there's much change happening so with that in mind what are some of the disruptions that are happening in the market today yes so if let's just take a quick look at the s p 500 right the stock market index that measures the performance of 500 large global companies in the us one of the most followed stock indices and many consider one of the most best representations of the u.s stock market in general so this chart's looking at the s p 1964 where you could expect the average lifespan of a company to be about 33 years fast forward to 2016. that lifespan's gone down to 24 years now the projection is in 2027 the average lifespan of a company only being 12 years right so disruption kills and how you navigate this description is going to best indicate your future for success here's an example of a trend companies moving to 3d printed manufacturing one us hearing aid company converted 100 to 3d printing in less than 500 days right so these are things that are at our fingertips and the more we can evolve and change these disruptions the more successful will be so the question you should think about right will your company exist in 10 years and how do you really navigate through this disruption and transform your business business to be able to navigate this the disruptions of today but also in the future charles darwin of course said right it's not only the strongest species that survives nor the most intelligent but the one that is most adaptable to change so i imagine these can certainly apply to life science companies anything in addition or unique for the life sciences industry specifically so yes there's certainly additional complexities and disruptions that are coming at life sciences companies uh specifically this is a slide that's summarizing uh four different areas a little bit busy but i'll go through these in a little bit more detail so first from a global regulatory requirement there's a lot of complexity that continues to take place here one is the harmonization of gmp regulations for example udi right the unique device identifier that the us started from an fda perspective that other countries are starting to follow as well and these are important you know things that companies and manufacturers have to consider so there's good and bad in that harmonization right they're good is that what you do for one country certainly applies to others and when you make those changes to your company and your processes and your systems certainly that can be scaled to help you in other places but just keeping in mind of those complexities and the changes in in some cases unique character characteristics is important we're also starting to see a lot more focus on real-world evidence and post-market surveillance certainly as udi becomes a part of the device for example um we're able to track that device uh more concretely right throughout the full product life cycle and when there's a recall for example we know exactly where that device has been placed and we can notify those those patients ingly but making sure we understand the implications of that um and also driving back to the quality of the product by understanding where we can make quality improvements where we can make product improvements that ultimately benefit the patient and the patient experience and ultimately outcomes so a lot happening in the regulatory space right very unique to the life sciences industry certainly aerospace automotive have regulatory uh requirements seo electronic components um but there's some deeper things that have to be considered you know from a patient and safety perspective ultimately quality drives everything right so quality continues to be more and more important you can't produce a medical device or a therapeutic without considering patient quality and patient outcomes so quality and how companies are addressing quality right it's not just an afterthought or it's not part of just a quality you know checkpoint or a check of the box right from a regulatory compliance perspective but rather leading with quality designing for quality at onset of design will allow you to basically produce more effective products and higher quality products but also ensuring that traceability if there is a change or you do have a complaint you know how does that complaint get tracked back into the product change and so forth so making sure you have all that traceability built in uh is is a critical complexity that life sciences manufacturers have to have to consider supply chain um right that implies across the board um and now more important than ever right as we have this visibility in the global supply chain and just making sure we understand that um transparency and visibility at the onset but also throughout you know the process and the product delivery is key so companies are starting to consider you know what is our supply chain strategy um you know many companies don't necessarily have dual you know sourcing strategies in place what are the safety stock uh strategies in place you know do we have a true collaboration with our suppliers is it a one-way push are we truly having that push-pull conversation right what does the raw material stock look like and so forth and then finally around you know the changing business model if you think about the consumerization of health right and patients becoming more centric to their care more driving the experience and driving the products that they want personalization is key precision medicine is is key personalized devices personalized therapeutics there's a lot of very critical um and important changes that are happening and how do companies really accommodate for that and commercialize those opportunities in a scalable way um the service-based offering is becoming a huge opportunity for companies you know your traditional product manufacturers how do we capitalize and commercialize the services offering and from a system perspective you know we're certainly looking at that as well okay so like what type of solutions should life sciences companies consider when addressing these disruptions and what are some of like the benefits companies can expect of course well today i'd like to focus on really four key areas that we're seeing investment and not just investment but as you said benefits and returns on these on these investments and these in my view how are the solution areas that are having the most impact so the first one is this digital manufacturing area or agile manufacturing planning and operations the second one is around quality and operational process excellence the third being supply chain right supply chain optimization supply chain visibility supply chain rationalization building that resilience into your supply chain and the fourth area is around what i'm calling this core business operational solution area where your traditional you know core erp modules are considered like finance inventory and warehousing but it's built in an adaptive way that can scale with your business so i'll go through each of these um in a bit more detail and all of these areas really are built on and should be built on this as i mentioned the adaptive core solution and when you are working with companies solution providers you know you have to think about the way in which those products are developed how are they investing specifically in the life sciences vertical um you know there are high barriers to entry when you're working with life sciences manufacturers so just understanding how they have qualified their solution are they considering the fda regulatory requirements and other requirements across the world in mind as they develop these solutions so let's focus a bit deeper on the manufacturing area you know this is obviously i would say probably the number one area of investment that we're seeing just in terms of the efficiencies that it's bringing to life sciences manufacturers if you think of the workforce shortages all the disruptions i mentioned earlier this is where i think folks are making the biggest investments and seeing the biggest return so what does manufacturing you know operations management mean it provides production operators right the quality controllers interior handlers a true view of the production that's being delivered on their line so this offers process flexibility real-time information you can integrate with all of your hardware for internet of things and industrial internet of things you can provide these work instructions and work directions to your production operators to your quality folks to your material handler handler so nothing is uh in paper form and if it changes right those instruction manuals are no longer out of sync they're always up to date and you can have real-time insight in terms of reporting right if something um is not being delivered on time or you realize you have a supplier that you know has a raw material shortage right these are insights that you can quickly address and resolve the issue if and when you know the issue certainly there's quality checkpoints and controls uh in place as well as maintenance reports that can be accessed as well and ultimately to provide that visibility and traceability that you need to not only drive your business but comply with regulatory requirements at hand if we look at the quality area there are systems out there that provide automated workflows to improve efficiency within the operation but also within product quality as well and this is an example of a typical workflow that you might see let's say a complaint comes in customer support flags that information that automatically triggers an adverse event activity within the regulatory affairs department based on the severity that then goes to the fda or the eu from a reporting perspective and then internally it can flag the quality folks to say you know we have a non-conformance let's look at this if we have a number of issues that this you know criteria that this meets perhaps we start a corrective action preventative action kappa and then from there you trigger change right to the engineering team or the manufacturing team and all of those documents become maintained and approved based on those changes this is where you can have some integration to outside systems as well via plm or an mes so you can have the traceability to that device master record device history record and understand how that's going to impact the downstream teams as well and then of course if there was an issue with regard to you know scrap or return or recall you can certainly manage that within the system as well so all of these capabilities can be automated to really drive efficiency and ultimately cost and saving you costs um so if we dive deeper into you know the typical quality system maturity you know today we're seeing a lot of companies i should say you know in the past we've seen companies that have traditionally managed a lot of these systems uh and processes and papers and in fact we do still see a lot of this today you know being managed in paper and spreadsheets but over time companies can adopt not fully automate every particular process right let's say kappa uh might be the place to start or audits um but they're places to start in a modular way so you can grow into your full system maturity which we like to call you know fully driving operational excellence right this is a fully automated enterprise quality management system it has integrations to your core enterprise systems it has real-time metric visibility with insights and ultimately leads you to achieve operational excellence that eventually help you reduce costs and improve performance if we look at this third area where we're seeing some some great uh gains it's around supply chain and specifically digitizing supply chain planning and strategic sourcing type capabilities that ultimately help you uh and give you greater visibility as i mentioned earlier across the supply chain so you can improve efficiency and reduce ultimately delivery time and this is an example of your typical life sciences enterprise that's working with global distributors perhaps contract manufacturing organizations right raw materials suppliers that ultimately are delivering these solutions to distributors and providers hospitals that then provide directly to patients so having this full visibility is critical in today's environment and this is an example of some of the benefits we're seeing companies that are investing in supply chain solutions um integrated with core solutions like an erp you can see you know six to 30 points increase in service level 10 to 40 points increase in forecast accuracy so the power of these solutions can be significant and finally in this fourth area of investment again i call this the broader core solution componentry that allow you to not only manage all your financials right inventory warehousing but allow you to manage and automate some of the payment structures on invoicing structures um that you have with your customers but also suppliers so you know managing these chargebacks managing these discounts um with global purchasing organizations hospital distributors and other care centers really help provide you know more visibility and just drive efficiency within the organization and again as companies start thinking about the servitization model right how do you how do you really monetize that in the system and really simplify that type of payment structure these are very simple things you don't think are complex but times 10 or with a a large supply base or a large customer base that can get very complicated very quickly and this is just a representative view of an example solution architecture that you know one might consider again from an erp kind of core enterprise solution framework that includes financials purchasing uh reporting inventory transactions sales orders and so forth but also linked to uh the quality management system right that's core uh to the solution so you have the kappa the non-conformance the complete modules um that also you know provide the visibility to the device history record connectivity to your customer management systems manufacturing operations management systems as well as supply chain all right thanks for that overview there so let's kind of dive into how qad can help or is already helping address these disruptions and really help life science companies navigate these challenges qed provides a number of different solutions and we serve a variety of industries as i mentioned earlier automotive examples we have a number of customers that we're working with in the automotive space consumer product high tech industrial products but we have a core focus on life sciences as well we have a long history uh in the life sciences manufacturing space supporting companies for many many years in fact decades and that have been with us you know since then we also have um new you know customers that we're serving in the life sciences space more in the small you know mid-market space that are either today you know small in the market and are now you know global uh and much larger so whether you're small market or large we can certainly um support support those type of customers and again everything from manufacturing supply chain solution to customer service management supplier performance financial performance but ultimately helping drive industry compliance you know life sciences uh regulatory compliance as well as high quality and ultimately we're trying to help you drive towards it to be an adaptive manufacturing enterprise and have an adaptive supply chain with the goal of accelerating the delivery of the products that you serve and this is all around qed adaptive applications we have an adaptive user interface we provide industry best practices specifically for life sciences uh standard workflows that you saw for example in the quality management area standard traceability and visibility and reporting from a from a design uh history record perspective and also you know cfr part 11 cfr um part 820 when it comes to electronic records electronic signatures so a lot of best practices we can share with you they're really ultimately helping you drive global enterprise digital transformation we have a global presence offices in 19 countries over 1900 employees with over 80 100 customers in a hundred countries we are 100 cloud focus um with cloud services offerings called apps a cloud portal um but with 57 000 users worldwide operating 24x7 support and a secure iso 27 0001 environment from a customer perspective uh in the life sciences industry specifically we have over 450 gmp sites live today with qad i've listed a couple of companies uh on this slide here that you can see today medline being one striker's finding another cinco vein specifically life sciences division striker argon medical sharp packaging and others so let me go into a couple of other examples here just to give you um a deeper view of some of these case studies so with this particular company they were over relying on spreadsheets right your typical um mid-market company they were finance centric um that was in their view under serving the manufacturing requirements and they also suspected the accuracy of the data you know were these orders really representative of the orders that we needed to deliver so what happened was um it was you know after the solution was uh implemented there was consensus around a single version of the truth and there was automation of invoicing and shipping right to deliver that true voice of the order rates and they're able to optimize resources improve slas and reduce inventory costs if i look at another example of a larger surgical device of the device manufacturer there was a lot of manual air errors being introduced in the system when they were managing some of the complaints that were coming in they had homegrown systems things that were very customized they had data all over the company in different databases so there was this lack of integration across the organization from a design perspective but also manufacturing and quality assurance perspective so qed was able to help them come in standardize on their processes provide some common workflows so everyone had a view to the same system the same data and ultimately helped improve their complaint closure rates reduce the number of open complaints and later reduce the the the tardiness if you will of the reports that require were required from the regulate from the regulator and finally an area of packaging sharp packaging actually delivers our contract manufacturing services for the pharmaceutical space and they were operating in a very uh highly regulated environment with multiple countries they were serving in different parts of their business were using different you know erp systems at the time in some cases very manual systems excel sheets and so forth um so really bringing these companies on board when they were acquiring them proved to be you know a challenge so with the standardization of of qed erp adaptive erp cloud they were able to standardize financial systems and quality processes across the sites across the globe helping them reduce some of their inefficiencies that they had with the business and ultimately drive you know collaboration across the organization so those are just a few uh uh case studies that i thought i would share yeah yeah thanks for those specific examples i mean a lot of information kind of thrown in our listeners right now so what are some of the key takeaways that you'd want the audience to kind of remember sure so i would say there's really five key areas right focus on an enterprise platform that can deliver fast time to value with core life sciences capabilities i mentioned the qualified environment right that includes all the core transactions that are built into the system that allow you to drive your manufacturing and supply chain operation the second area i would say is look at quality as integral part of your operation right it's not an island of itself but really how does quality play across the operation and ties into those core uh processes the third area i mentioned um was around supply chain right enhance the visibility and collaboration with your suppliers with a digital demand and supply chain planning platform so this can improve the efficiency reduce delivery time and better anticipate production and procurement requirements uh four look for ways to automate and streamline financial transactions right and this is that core platform that's required to not only manage your business today but think about how you can manage it in the future and then finally when you're looking at software uh companies and software systems consider the history right but also consider the vision of this of the solution provider how committed is the company to the life sciences industry right we talked about having that qualified core that keeps in mind the life sciences requirements there's a long list of requirements so thinking about a partner in this space that's really investing in this industry for the long term will be important okay so let's go ahead and open things up uh to our audience little question and answer section here we'll grab a couple questions let me see the first one here so how do life science manufacturers support gam computer system validation requirements for solutions like these sure sure great question and obviously for life sciences companies any software system that's involved in developing testing and of course manufacturing a life sciences specific product whether that's a medical device or a diagnostic therapeutic of any kind you know that system has to be fully tested and documented to prove its effectiveness right and supporting the delivery of that product to patients so many companies especially now in that cloud sas environment are designing enterprise software you know with this in mind to simplify the validation process uh qed specifically has worked a lot in this area and we continue to invest in this area to make it even you know more simplified for customers in support of camp five and even you know previous versions of camp and as we move to a true status you know the goal is to support more of this out of the box right less customization but in the end it's ultimately the manufacturing the manufacturer's responsibility but you know the more software company can can provide um in this space the easier it is for customers okay of course i think we have time for one more question here so let's do this one erp systems are huge investments for companies i'm not sure it makes financial sense for small and medium-sized markets any thoughts on where and how to get started that's a great question and one that we actually hear quite a bit right and yes it is a is a an investment a quite um significant investment but but yes it absolutely makes sense to invest and when to get started is now right if you haven't invested it's you're probably behind the curve right so let's get out there and get you uh going but how do you um you know especially in the small mid market space how do you get going you know today we see a lot of companies managing finances in quickbooks inventory in excel and it's a nightmare right moving everyone to a common system with a common view that's tasked and workflow driven creates huge efficiencies and brings insights when you know key decisions are needed so there are many other examples i could give you you know places to start but i would say certainly and the financial space is a great place to start and if you think about again the solution provider that you're investing in think about the long term and other you know modules that you can add on as you go it should not be you know a huge investment to start um you really should look at a solution provider that lets you invest and implement you know in this staged approach so that platform-based approach is certainly one that i would look for and just a fun fact for qed uh for those of you who aren't familiar with with qed we actually um a core part of our business is focused on that small to mid market space we've had many customers that are now right large companies but we're first small with you know pre-revenue one manufacturing site that are now you know hundreds of sites across the world so there's definitely a way uh to get started small and then grow into the solution and by the way we also play um with other you know systems other erp systems uh for example in the large pharma space 3d works quite well with with with other arp players and then also in the plm as you mentioned earlier and an mds space so we can certainly integrate with any enterprise solution well awesome so thanks again i really appreciate your insight and your advice and all the kind of solutions you've laid out i really appreciate your time jennifer great it's been wonderful to be with you today alrighty so to finish things up here we want to reward those who have tuned in to this entire webinar we'll be rewarding a free consulting hour with our digital transformation experts to the first three respondents to this webinar all you have to do is go to panorama consulting.com and enter the code free consultation along with filling out the how can we help section of the form if you'd like to inquire about panorama's comprehensive services feel free to visit our website at panorama-consulting.com or you can reach out directly to our director of innovation alan salton at his email shown here thanks again everybody and have a great day