Profound healthcare services 2017

© Profound Healthcare Services, 2017
This document is solely for the use of client personnel only. No part of it may be circulated, quoted or reproduced for distribution outside of client’s
organization without prior written approval of Profound Healthcare Services
Credentials 2017
MARKET INTELLIGENCE. PROCESS SUPPORT.

2 Profound Healthcare Services - Credentials
•If you are a healthcare consulting firm – kindly go to next slide
•If you are a pharma / med-tech company – kindly go to slide 19

Credentials – healthcare consulting companies

Profound Healthcare Services assists various stakeholders from
healthcare industry in taking informed decisions
About us
− Started in June 2012, with an objective of providing a spread of market research & process support services to
pharma industry
− We cater to various types of clients in the healthcare segment – i.e. Pharma, Med Tech, healthcare consulting
companies & investors, specialty chains / clinics & large hospitals
Service segments

Our four offering segments are targeted at assisting clients in
strategic and tactical measures in complex business environment
Contemporary business environment
External Business Environment - Macro
Political
Economic
Social
Technology
Legal
External Business Environment
- Micro
Competition
Value chain
Consumers
New launches
Regulations
Internal Business
Environment
Business
processes
Employees
Process Management
Market Intelligence
Pharma Chronicle
StrategyConsulting

Clients
In a span of almost five years, we have delivered for some of the
leaders from various segments of healthcare industry
Clients across pharma / med-tech / hospitals / consulting companies
Roche Strides India Cross Marketing Asia
Novartis Merck Serono Dobrin Consulting
Sandoz Sharda Chem International AlphaMD Analytics
Piramal Cambridge Healthcare Research Aspire Advisors
Dr Reddys Labs Partner Point Baring Private Equity
Panacea Biotec Sidvim LifeSciences Synerzys Lifecare
Pharma / med-tech
Healthcare consulting / advisors / investors

Projects delivered so far have covered diverse areas across the
healthcare spectrum … (1/2)
Key projects
Project objective Client Our role
Market potential
estimation
Global leader in Oncology Provided patient level forecast for new drug planned for launch in India
Brand growth initiatives
recommendation
Leading MNC in
Rheumatology
Identified current gaps in brand promotion and recommended growth
initiatives
Market entry strategy Indian healthcare consulting
company
Provided portfolio recommendation, field force strategy and detailed
market entry strategy
Portfolio optimization
strategy
Leading MNC in Gynecology Optimized existing portfolio for Gynecology BU based
Special task force
perception
Leading MNC Studied perceived value for client‟s special task force, built only to
promote science to doctors and recommended improvement areas
Market assessment and
sizing
Indian healthcare consulting
company
Market landscaping and potential assessment for a Sri Lankan
company in med-tech segment
Market sizing for blood
product portfolio
company
Provided volume and value forecast for Spanish pharma company
having blood product portfolio for rare diseases
Market sizing for large
systems in path labs
company
Provided volume and value forecast for Spanish player operating in
the segment for large systems used in hospital / pathology labs
Market potential
estimation
Singapore based healthcare
consulting company
Provided volume and value forecast for Japanese client wanting to
introduce new drug in six ASEAN markets
MIS tool design and
development
Allergy BU of a leading MNC Developed excel based MIS to rate and segment KOLs – using
client‟s internal data on key parameters

Projects delivered so far have covered diverse areas across the
healthcare spectrum … (2/2)
Key projects
Project objective Client Our role
Study business model
of innovators in India
company
Provided detailed insights on success factors / failure reasons for
innovator companies in India through competitive analysis
Patient maximization for
Endoscopy unit
company
Provided recommendations on increasing patient in-flow based upon
referring doctor feedback and competitive benchmarking
Analysis and
forecasting
company
Conducted quick analysis and provided baseline forecasting based
upon data collected by the client
Provide analytical
output based on PMR
US based healthcare
consulting company
Developed presentation for the client based on internal primary data to
represent the market landscape in 6 geographies in US & EU
Generic portfolio
recommendation
Domestic pharma company Recommended portfolio strategy for an established Indian pharma
company, wanting to build a new division focusing on generics
Competitive insights for
API
UK based healthcare
consulting company
Provided API specific insights vis-à-vis purchasers / importers, export
details, launch plans, etc.
Stakeholder interview
and analysis
US based healthcare
consulting company
Recruited stakeholders in EU-5, conducted interviews & provided
analytical output from the collated data
Analysis of secondary
data for 82 molecules
US based healthcare
consulting company
Collated secondary data in a defined matrix for long-list of molecules
leading to a shortlist of 82 molecules across 14 therapy areas
Business model
recommendation
Domestic pharma company in
OTC
Recommended a business model for OTC portfolio – to be promoted
only to select doctors supporting „self care‟ concept
PowerPoint output for
primary data collected
US based healthcare
consulting company
Collated the responses from 15 physicians, generated insights based
on responses and developed final output in PPT with fast turnaround

Cleary, healthcare consulting has been our key clientele, mainly
for the pharma segment
Key projects For healthcare
consulting
For non-
healthcare
consulting
Client focus
~65%
~35%
Hospital segment Med-tech segment
Pharma segment
~75%
~15%
~10%
100%

What has worked for us?
What are our strengths vis-à-vis healthcare consulting
companies?

We have focused on highest quality of output across all levels of
project delivery – enabled by a highly skilled team …
Strengths
Most importantly, we have the capability to understand what a healthcare consulting
company expects in a project delivery and we can think from their perspective!
High quality
presentations / reports
• Capability to deliver highest
quality PPT reports in shortest
possible time
Global network of experts
• Network of industry experts
located across geographies to
validate our insights and analysis
– making our recommendations
implementable and not limiting
them as theoretical
Access to key
stakeholders
• We have access to senior
stakeholders across all segments
in healthcare across key
geographies globally
Skilled team1
• Specific sets of expertise
available in-house – right from
medical knowledge to consulting
project delivery management
Data generation &
analysis capability
• Robust methodology to generate
data and in-house expertise to
conduct detail analysis
1) Team includes 2 medical doctors, 1 Analyst, 1 Industry expert, 2 temporary interns; external experts and
network associates

… and all these strengths have ensured that we can deliver small
modules individually as well as end-to-end projects
Possible deliverables
High quality
presentations / reports
• Capability to deliver highest
quality PPT reports in shortest
possible time
Global network of experts
• Network of industry experts
located across geographies to
validate our insights and analysis
– making our recommendations
implementable and not limiting
them as theoretical
Access to key
stakeholders
• We have access to senior
stakeholders across all segments
in healthcare across key
geographies globally
Skilled internal team
• Specific sets of expertise
available in-house – right from
medical knowledge to consulting
project delivery management
Data generation &
analysis capability
• Robust methodology to generate
data and in-house expertise to
conduct detail analysis
• Securing stakeholder
appointments for client
• Conducting interviews
• Providing desk research support
• Providing analysis of internally
generated data
• Competitive intelligence
projects
• Continual process support / ad-
hoc assignment delivery for
client’s internal processes like
desk research, data analysis, etc.
• Building presentations in
short turnaround time based
upon client data
Or we can also deliver an end-to-end project for consulting companies where we execute all
the steps forming these individual modules, leading to overall project delivery

Given our capabilities and your requirements in project
delivery, we would like to know if we could be a future partner …
Opportunities
• Understanding of healthcare consulting space
• Strong team having analytics & consulting
skills, industry / medical knowledge
• Global network of subject matter experts
(India, APAC, US and EU)
• Access to key stakeholders relevant for market
intelligence projects
• Capability to deliver high quality process support
with quick turnaround time
• Customized desk research / competitive intelligence
generation / periodic secondary research
• Execution of a module within a large project or the
entire project end to end
• Global insights on short assignments – based upon
expert insights
• Stakeholder (doctors / paramedical staff, regulatory
experts, etc.) appointments & interviews
• Process support for existing data analysis, making
slides on existing data, forecasting tools, etc.
Capabilities Requirement

Team

Girish Korde
• Prior experience has always been in Research / Analytics / Consulting through past employers like Franklin
Templeton Information Services and eClerx India
• Built a team of 4 at Profound since 2012, well connected with senior industry experts and KOLs, core competency
lies in project management, operations management, depth discussions with senior stakeholders and networking
in the industry
• Girish has been in the Indian healthcare industry since 2006, i.e. > 10 years of experience in
healthcare research / consulting
• Founded Profound Healthcare services in June 2012. He is responsible for Business
development, project management and delivery of market intelligence and strategy consulting
engagements
• He has worked with IMS Consulting (2007-2012) – a leading Management Consulting provider in
the healthcare industry. Was primarily responsible for selling & delivering strategy consulting
engagements in India
• At IMS, Girish has worked across a span of engagements covering areas like Growth
Strategy, Market Assessment, Market Sizing, etc.
• At Profound, bulk of work has been in market intelligence / market sizing projects having direct
impact on marketing strategies of pharma / diagnostic companies

We have a very strong team consisting of internal as well as
external members
Team member profiles
• Medical doctor with MBA in Marketing, responsible for project delivery and client communication during project
delivery
Internal consultant
• Pharmaceutical background in education, responsible for day to day project execution and support to senior
team for project delivery and BD
Internal analyst
• Responsible for bringing in the medical related expertise in project delivery / research and interviewing medical
doctors during primary market research interviews
Internal medical doctor
• Experienced in Indian pharmaceutical industry, brings in the industry related expertise during project delivery
enabling us to provide realistic and implementable recommendations to client
Internal industry expert
• Globally experienced industry veteran in areas like pharma as well as med-tech, ex India head of couple of
MNCs operating in India, advises us on our projects and brings in the huge experience from pharma and med-
tech segments; special expertise in partnering / licensing projects
External advisor
• Ex-IMS colleague, who is a freelancer – supports in project delivery on project to project basis
External consultant

… Would like to end here and understand from you, the next steps
on how we could be your long-term trusted partners
Next steps to long-term partnership

Contact us on …
Mobile: +91 98197 21479
Email: gkorde@profoundhs.in
Skype: profoundhs

Pharma and Med-tech

Contents
•Introduction
•Offerings and projects done
− Strategy Consulting
− Market Intelligence
− Process Management
− Pharma Chronicle
•Team

Contents
•Introduction
•Team

Profound Healthcare Services assists various stakeholders from
healthcare industry in taking informed decisions
About us
− Started in June 2012, with an objective of providing a spread of market research & process support services to
pharma industry
− We cater to various types of clients in the healthcare segment – i.e. Pharma, Med Tech, healthcare consulting
companies & investors, specialty chains / clinics & large hospitals
Service segments

Our four offering segments are targeted at assisting clients in
strategic and tactical measures in complex business environment
Contemporary business environment
External Business Environment - Macro
Political
Economic
Social
Technology
Legal
External Business Environment
- Micro
Competition
Value chain
Consumers
New launches
Regulations
Internal Business
Environment
Business
processes
Employees
Process Management
Market Intelligence
Pharma Chronicle
StrategyConsulting

Our strategy consulting and market intelligence offerings assist
clients in growth in different ways
Our services mapped on the Ansoff’s growth matrix
Market IntelligenceStrategy Consulting
Market development Diversification
Market Penetration
Product Launches
Growth
Market
ProductExisting New
Existing
New
Market entry strategy
Growth strategy & CI
Portfolio optimization
Portfolio design
Portfolio design
Market assessment
Market sizing
Brand growth
driver
assessment
Market assessment
Benchmarking1
NOTE: 1) Benchmarking for field force, brands and company level strategies

Clients
In a span of almost five years, we have delivered for some of the
leaders from various segments of healthcare industry
Clients across pharma / med-tech / hospitals / consulting companies
Roche Strides India Cross Marketing Asia
Novartis Merck Serono Dobrin Consulting
Sandoz Sharda Chem International AlphaMD Analytics
Piramal Cambridge Healthcare Research Aspire Advisors
Dr Reddys Labs Partner Point Baring Private Equity
Panacea Biotec Sidvim LifeSciences Synerzys Lifecare
Pharma / med-tech
Healthcare consulting / advisors / investors

Our team profile, robust methodologies / models and industry
network help us deliver high quality outputs
Why us?
Exclusive Healthcare
focus and experience
• We focus exclusively on the healthcare sector
• Experienced in multiple therapy area assessment across acute / chronic segments
Strong Industry Network
• Strong network of highly experienced professionals from Indian pharma industry
• Established access to KOLs across major therapy areas
High quality insights
• We take a solution oriented approach to go beyond pure data generation
• Provide high quality insights and implementable recommendations
• Personal involvement in insight generation leads to highest quality of market
intelligence
• Blend of market research and consulting experience
• Total experience of 7+ years in Healthcare Consulting, including 5 years in IMS
Consulting
Strong Team Background
Robust methodologies
and frameworks
• Robust analysis based upon internally developed analytic models
• Scientific methodology customized as per project need
• Specific models (e.g. forecasting model) are shared with client as a deliverable

Our earlier experience in healthcare consulting also spans across
a very broad spectrum of delivery areas
We have been a part of multiple consulting engagements in each
of the following areas
• India entry strategy for new MNCs entering Indian market
• Growth strategy for large Indian companies
• New therapeutic area entry strategy for existing players
• Portfolio optimization for existing players
• Portfolio selection for new entrants and forecasting with
P&L
• Qualitative primary market research for market size
estimation MNCs
• Brand awareness primary market research for international
brands
• Pricing and market access studies
Overall Experience
• Super-specialty –
Neurology, Oncology, Diab
etology, CVS, Rheumatolo
gy, Gastroenterology, Nep
hrology, Infertility, etc.
• Specialty – Internal
Medicine
(CP), Gynaecology, Paedi
atrics, Surgery, Orthopaed
ics, Ophthalmology, GP, et
c.
Therapy areas experienceDelivery areas experience

Contents
•Introduction
•Team

Strategy consulting usually involves a scientific approach
leading to strategy recommendation supported by financials
Strategy Consulting – typical approach
• Typically 12-16 weeks duration1
• High involvement of client essential at each stage
NOTE: 1) Timelines are rough estimates, actual timeline would be defined based upon the scope of each engagement and would differ for each
engagement
Illustrative
Recommendation
with financial
analysis
• Financial analysis
• Client meetings
• Final recommendation
Detailed market
assessment
• Ongoing desk research
• Building DGs
• Pilot research
• Primary market research
• Validation & bridging
gaps from experts
Validate internal
aspirations
• Internal meetings
• Basic desk research
as needed
Analysis and
strategy framework
• Data collation
• Analysis through existing
/ customized tools
• Developing strategy
framework
• Identification of strategic
options
Identify issues
• Analysis of findings
from internal meetings

Case studies
Nature of Engagement Client What we did? Benefit to client
Market entry strategy
for own marketing of
Gynec manufacturer in
India
Case study
A leading
Indian
manufacturer
of hormones
and
contraceptives
• Provided detailed understanding of
market dynamics through desk research
and data analysis
• Recommended product portfolio based on
a detailed market research & internal tools
• Forecast for the products under
consideration based upon doctor
feedback
• End to end entry strategy with
implementation plan, field force
requirements, organization structure and
P&L
• Identification of operating segments
• Dynamics of a completely new
market
• Implementable recommendations for
market entry
• Detailed financial analysis with P&L
• “Go-no go” recommendation
Optimize the women’s
health portfolio for a
additional division
Case study
A Global
leader in
Gynecology
• We did secondary research, discussions
with KOLs, looked at new launches,
pipeline, clinical trail data, molecules
available in international markets
• Identified new opportunities for portfolio
for immediate launch
• Identified futuristic opportunities, with
qualitative feedback from KOLs
• Detailed KOL feedback on 65
products
• Dynamic forecast model for the same
• A differentiated & customized
portfolio of 50 molecules
• Directional inputs for BD and R&D
teams through 17 prioritized, futuristic
products focusing beyond 3 years
We have delivered one entry strategy and one portfolio strategy
engagement

Contents
•Introduction
•Team

Market intelligence projects usually involve a combination of
desk research, stakeholder discussions and forecasting
IllustrativeMarket Intelligence – typical approach
Stage II (2 weeks)
Qualitative research
for treatment
detail, awareness, att
itude, etc.
Stage IV (2 weeks)
Baseline
forecasting, market
sizing and final report
Stage I (2 weeks)
Target market
landscaping – desk
research and expert
discussions
Stage III (2 weeks)
Quantitative research
for current / future
usage, potential
patient pool, etc.
• Medium involvement of client essential at each stage
engagement

Select case studies
We have successfully delivered market sizing / potential
estimation projects across various segments (1/3)
Market potential
estimation for an
existing cancer drug
in a new indication
Case Study
A global leaders
in the Oncology
segment
• Secondary research on epidemiology
of the disease
• In-depth discussions with 55 KOLs and
2 industry experts
• Analysis and triangulation of the data
generated to derive insights
• Identification of actual patient pool
for client’s brand
• Patient split across all stages of
disease / types of treatment centers
• Dynamic forecasting model for future
use
In depth assessment
of Rheumatology
market to estimate
potential for second
line biologics usage
and reasons for sub-
optimal Rx of their
brand
Case study
A leading MNC • Secondary research for current
treatment options
• In-depth discussions with KOLs and
Industry experts
• Understanding about realistic
opportunity & future growth drivers
• Refining their existing go-to-market
strategy
• Knowledge about competitive
activities and their future plans
• Support in deciding a revised sales
target

Select case studies
Market sizing for
client’s Albumin, IVIG
and FVIII brands – as
it’s pre market entry
assessment
Case Study
One of the major
suppliers of
blood plasma
products
globally
• Detailed desk research and pilot
interviews across 9 specialties
• In-depth discussions with >120 doctors
and some distributors, patient bodies /
NGOs, competitors and industry
experts
• Operating dynamics of the target
markets
• Competitive scenario
• Market size for client‟s brands
• 5 year detailed forecast
• Foundation to develop India entry
strategy
Market assessment
and sizing for a new
patented technology
product for patient
positioning during
MRI / CT to reduce
movements and
resultant artefacts in
images
Case Study
An Indian
company into
marketing of
devices
• Developed basic understanding about
the radiology products market in India
• Qualitative research with ~10
Radiologists / lab technicians
• Quantitative research with ~ 50
Radiologists / lab technicians
• Expert interviews from leading players
in imaging / radiology products
• Analysis and report generation
• Relevant patient segments where
product can be used
• Market share projections
• Pricing and price sensitivity feedback
• 5 year baseline forecast

Select case studies
Market sizing for
client’s automated
systems for
specialized tests in
pathology
laboratories & blood
banks
Case Study
One of the major
suppliers of
blood product
diagnostic
systems globally
• Detailed desk research and pilot
interviews across pathologists from
laboratories and blood banks
• In-depth discussions with >70
pathologists and some distributors,
competitors and industry experts
• Operating dynamics of the target
markets
• Competitive scenario
• Market size for client‟s brands
• 5 year detailed forecast
• Foundation to develop India entry
strategy
Market sizing for
chronic constipation
drug across three
countries
Case Study
Japanese
company,
headquartered in
Singapore,
planning to
launch new
products in
ASEAN region
• Conducted desk research to develop in
depth understanding about overall
pharma market and operating
environment in each country
• Undertook online PMR with 40
respondents in each country (GPs,
CPs, retailers & patients)
• Analysis and reporting
• Understanding about the target market
dynamics in each country
• Doctor response for usage potential
for client’s drug along with supporting
feedback from patients and retailers to
understand the demand-supply
dynamics
• Targetable patient pool across two
segments – IBS related and Idiopathic
chronic constipation in each country
with detailed forecast

Select case studies
We have also done quick competitive intelligence & market
assessment of niche therapy areas with limited data availability
Study business
models of innovators
in India (both
successful and failed)
and recommend a
model for a new brand
Case Study
A leading
MNC’s regional
office
• Data analysis for identification of
innovators in India
• Internal brainstorming to study the
business models / strategies of
various players for their innovator
brands vs. generic competition
• Generated qualitative / strategic
insights and indicative numbers
about impact on sales, growth,
etc. through industry expert
feedback
• Detailed insights about strategies of
innovators in India
• Critical factors leading to success / failure
of innovators
• Necessary operating model for an
innovator in current scenario

Lastly, we have also worked on an OTC project and sales force
related project involving a large sample size
Select case studies
Innovative business
model design for self-
care market based on
robust insights
generated prescribers
leading to a business
model
Case Study
Leading Indian
Consumer
Health
company
• Qualitative market research to
understand physician perception
and unmet needs
• Extensive use of other market
frameworks such as positioning
using 3Cs approach,
segmentation using “Jobs-to-be-
done” frameworks
• Facilitated a workshop for internal
team to build a business model
• Validation of existing understanding
• Identification of new target segments
• Profiling of customers based upon
identified parameters
• Support to build a new business model for
this division
Assess the impact of
scientific promotion
team and recommend
improvement areas for
that team through
KOL Feedback
Case Study
A leading MNC • Qualitative and quantitative
market research with top KOLs
across 5 major therapy areas
• KOL perception about their local scientific
team
• Assessment of it’s impact on Rx
• Competitive benchmarking
• Improvement areas and recommendations
to improve

We also have the necessary capabilities and network to
undertake such projects in international markets
IllustrativeMarket Intelligence
engagement
• Medium involvement of client
essential at each stage
• We have a network of local vendors in
developed markets as well as RoW markets
for field work
• Also, we have access to experts who have
worked extensively in overseas markets

We can provide due diligence services also, which demand a
quick turnaround
IllustrativeMarket Intelligence
engagement
Due Diligence
Capability Analysis
- Management
- Operational
- Financial
Portfolio
Competitive
Assessment
- Operating model
- Financial details
- Benchmarking
Operating Mkt.
Assessment
- Mkt. understanding
- Success factors
- Trends & forecast
- Opp. assessment
Final Analysis &
Recommendation
- Action areas &
synergies
- Financial analysis
- Final recommendation
• High involvement of client essential at each stage

Contents
•Introduction
•Team

Process management involves owning client‟s internal
processes and developing process improvement tools
Internal data
Market data
Analysis process
Standard output in
dashboard /
presentation
• Typically ongoing process
• Frequency monthly or quarterly
• Client involvement mainly in terms
of providing data
Illustrative
Understanding the requirement & prototyping
Development
Refinements
Process ownership
Process improvement tools
• Typically 6 -10 weeks
duration, depending on
complexity
• Client involvement
medium
engagement

Case studies
We have developed a KOL segmentation dashboard and
provided an analysis of an internally conducted survey
Develop a new tool for
KOL database
management & analysis
for a new BU
Case Study
A leading
MNC
• Developed a customized dashboard
and tool based on excel and macros
which enabled data entry, editing,
viewing, exporting as PDF, etc
• It also showed the analysis of the
data entered
• Provided a secure & updated KOL database
management system
• Tool for maintaining KOL related data &
draw insights about their practice
• Provided results through a simple & flexible
tool compared to earlier complex processes
Get a third party analysis
of data from a survey
done by internal team
focusing on the Neuro /
CNS market
Case study
A leading
MNC
• Data collected during a market
research activity done by internal
team was provided by client team
• We analyzed this data by deploying
scientific methodologies; presented a
report of detailed findings
• Validation of internal assumptions
• New insights, which were unknown prior to
our analysis
• Significant time / cost savings for internal
team
Get a third party analysis
of data from a survey
done by internal team
focusing on the
Ophthalmology market
Case study
A leading
MNC
• Data collected during a market
research activity done by internal
team was provided by client team
• We analyzed this data by deploying
scientific methodologies; presented a
report of detailed findings
• Validation of internal assumptions
• New insights, which were unknown prior to
our analysis
• Significant time / cost savings for internal
team

Contents
•Introduction
•Team

Pharma Chronicle provides regular news updates about
Pharma industry and allied segments directly to your inbox
What is Pharma Chronicle?
Access on
the move
Handpicked, highly
relevant updates
Exclusive Pharma
Industry Focus
Never miss on
anything important
Archives for quick
future reference
Save time, jump to
your interest area

Contents
•Introduction
•Team

Girish Korde
• Prior experience has always been in Research / Analytics / Consulting through past employers like Franklin
Templeton Information Services and eClerx India
• Built a team of 4 at Profound since 2012, well connected with senior industry experts and KOLs, core competency
lies in project management, operations management, depth discussions with senior stakeholders and networking
in the industry
• Girish has been in the Indian healthcare industry since 2006, i.e. > 10 years of experience in
healthcare research / consulting
• Founded Profound Healthcare services in June 2012. He is responsible for Business
development, project management and delivery of market intelligence and strategy consulting
engagements
• He has worked with IMS Consulting (2007-2012) – a leading Management Consulting provider in
the healthcare industry. Was primarily responsible for selling & delivering strategy consulting
engagements in India
• At IMS, Girish has worked across a span of engagements covering areas like Growth Strategy,
Market Assessment, Market Sizing, etc.
• At Profound, bulk of work has been in market intelligence / market sizing projects having direct
impact on marketing strategies of pharma / diagnostic companies

We have a very strong team consisting of internal as well as
external members
Team member profiles
• Medical doctor with MBA in Marketing, responsible for project delivery and client communication during project
delivery
Internal consultant
• Pharmaceutical background in education, responsible for day to day project execution and support to senior
team for project delivery and BD
Internal analyst
• Responsible for bringing in the medical related expertise in project delivery / research and interviewing medical
doctors during primary market research interviews
Internal medical doctor
• Experienced in Indian pharmaceutical industry, brings in the industry related expertise during project delivery
enabling us to provide realistic and implementable recommendations to client
Internal industry expert
• Globally experienced industry veteran in areas like pharma as well as med-tech, ex India head of couple of
MNCs operating in India, advises us on our projects and brings in the huge experience from pharma and med-
tech segments; special expertise in partnering / licensing projects
External advisor
• Ex-IMS colleague, who is a freelancer – supports in project delivery on project to project basis
External consultant

We would like to end here and understand from you, the next
steps on how we could be your long-term trusted partners
Next steps to long-term partnership

Appendix

Case study: India entry and go to market strategy for a new
player entering the Gynec market in India
• Understand the growth plans
• Understand key expectations
• Market Assessment – through
initial desk research / industry
expert feedback
• Develop consensus on next
steps and project milestones
• Ratify key portfolio
opportunities in line with
consensus – through
external datasets, KOL /
expert feedback
• Evaluate and finalize
portfolio – with 3 yr top-line
forecasts
• Forecasting for Gynaec BU
– overall 3 yr forecast for the
Gynaec BU
• Assess other go to market
options – S&T strategy, SF
structure & FF sizing
• Evaluate findings and
recommend entry strategy
– Define divisional structure,
cost & profitability of that
structure. Compare options,
prioritize and recommend
operating model
• Develop overall
implementation plan –
across functions with clear
responsibilities, timelines &
key milestones
• Convert implementation
plan into financials, as
necessary. Develop
consensus
Review growth plans and
vision
Assess and Evaluate
Portfolio
Opportunities
Align field force and
recommend entry
strategy
Develop Implementation
Agenda
Benefits for client: Client was able to arrive at a final “go / no-go” decision based upon in-depth financial
analysis and subsequent recommendations
Strategy Consulting
Back

Case study: Optimization of women‟s health portfolio focusing
on KOLs with infertility & pregnancy maintenance practice (1/2)
Strategy Consulting
Benefits for client:
Client was able to get
a differentiated portfoli
o that was tailor made
for that division.
Portfolio
included prioritized 17
molecules that could
form a futuristic
portfolio beyond 3
years of
division launch
Stage I:
Studying target
market
• Understand internal
aspirations
• Study external business
environment
• Define the target market
Stage II:
Developing long list
of products
• Analyse existing portfolio
• Assess the initial list
• Arrive at long list of
potential molecules
Stage III:
Forecasting & final
portfolio
• Generate doctor feedback
• Build product level
forecast
• Recommend final portfolio
NOTE: Stages II & III are depicted in detail on the following slide
Back

Immediate Portfolio (Phase I) Process
All
molecules
identified in
landscaping
Initial
screening
for obvious
exclusions
and
identifying
gaps
Opportunity
vs.
operating
barriers
analysis
Long list of
molecules
for final
ratification
Doctor
feedback
and internal
data
analysis
Forecasting
Final short-
listed
portfolio
Stage IIStage I Stage III
841
65
126
Depth discussions
with 44 Gynecs
58
1. New molecules in IPM
2. Novel products identified in stage I&II
3. New products of specific identified
companies
4. Client pipeline
17
44
21
Legend:
SOURCES
• Gynecologist KOLs
• Industry Experts
• International Markets
• Secondary sources
Identified products
suitable for various
areas
Shortlisted
products for further
study
Additional list of
products
36
18 24
Futuristic Portfolio (Phase II) Process
Qualitative
feedback from
KOLs
Case study: Optimization of women‟s health portfolio focusing
on KOLs with infertility & pregnancy maintenance practice (2/2)
Back
Strategy Consulting

Case study: Market potential estimation for an existing cancer
drug targeted for new indication by an MNC
• Client intended to identify the opportunity for an existing products in a new target market
• This project provided a market opportunity estimation in terms of target patient pool
• Client was able to identify the actual patient pool for all segments and across all stages of the disease and treatment
• This provided accurate opportunity assessment across all treatment channels and patient segments
Market Intelligence
•Awareness levels amongst physicians
•Diagnosis and treatment rates
•Referral patterns and compliance
•Treated patient numbers as per stages
•Existing treatment protocols
•Affordability levels for various treatment
•Unmet needs through current options
•Survival rates
•Physician‟s reaction to client‟s product
•Potential usage of client‟s product
•Point of shifting a patient from existing treatment to client‟s product
•Price sensitivity
•Target patient segments
•Opportunity estimate
•Overall existing market opportunity
Target market
landscaping
Treatment
pattern
AAU of
physicians
Detailed
opportunity
assessment
Back

Case study: In depth assessment of Rheumatology market to
identify potential for biologics usage
Phase I
Phase II
Phase III
Understanding patient
segments for RA in
India
Studying the
treatment dynamics
and patient flow
Recommend market
expansion options for
client’s product
• Various market segments in
RA based upon patient profile
• Approximate patients
numbers (in %) in identified
segments
• Untapped market segments
for Biologics within RA
• Existing treatment protocols for
each segment
• Rx drivers / hindrances in
RA, specifically for biologics
• Critical success factors for
higher uptake of biologics
• Means to expand market
• Rx drivers / barriers for
biologics as monotherapy
treatment
• Market opportunity for biologics
• Expansion opportunity for
client‟s brand
• Client was operating in this market – but desired a validation about the future potential of market as well as for their product
• This project enabled the client to get a clear perspective about the realistic opportunity and future growth drivers. Project also
helped client in refining their existing go-to-market strategy in terms of doctor coverage, promotional activities. Client also got
critical insights about competitive activities and their future plans were also generated
• Last but not the least, client was able to review it‟s relevant sales target for this product
Market Intelligence
Back

56
Profound Healthcare Services - Credentials
Market Intelligence
• Understood client‟s internal aspirations towards target
market
• Conducted relevant secondary research and expert
discussions
Background
understanding
• Depth discussions with >120 doctors across 9
specialities regarding usage potential for client
products in target market
Field work
• Triangulation of insights generated through market
research leading to opportunity sizing for client
• Detailed event based 5 year forecast
Opportunity Sizing
Benefits to client:
• Client was planning India
entry and had limited
information on the target
markets
• We provided detailed
insights about the market
dynamics
• Final potential estimates
and market share
projections
• Existing data on these
markets was very limited
and our discussions
across 120 doctors
provided detailed
insights leading to entry
strategy plan for client
1) pdFVIII - Plasma Derived Factor VIII (2) rFVIII - Recombinant Factor VIII
Case study: Market dynamics and sizing the opportunity for
Albumin, IVIG, pdFVIII1 & rFVIII2 in India
Back

• Expert discussions to
develop internal
understanding about the
MRI market segment and
usage of supporting
devices
• Detailed market research
(qualitative as well as
quantitative) across more
than 50 imaging /
diagnostic centers
• Validation of insights
through expert feedback
• Identification of possible
patient segments, usage
potential & possible
market share, price
sensitivity analysis for the
product
• Detailed forecast for 5
years
• A global player, with limited insights on Indian devices market scenario, got a detailed understanding about the
MRI segment in India
• Provided detailed understanding about existing problem of bad images due to patient movement during MRI
process
• Usage potential of client product with forecast in relevant patients
Case Study: Potential estimation for new product, which reduces
patient movement during MRI process, leading to better images
Market Intelligence
Back

Target market
landscaping
Depth
discussions
Competitive
assessment
Opportunity
estimation
Operating
dynamics of the
target market
studied in detail
leading to
comprehensive
discussion guides
Depth discussions
with ~70 labs /
blood banks and
~10 other relevant
stakeholders1
Detailed
understanding
about existing
competitive
scenario
Final projections
for opportunity in
these niche market
segments along
with a detailed
forecast
1) Distributors, experts, doctors, etc.
• Client – a global leader in diagnostics –
was entering India and having limited
understanding about this market
• Client got a detailed understanding about
the operating dynamics for these
specialized tests
• Complete overview on competitive
scenario vis-à-vis market share, operating
model, strengths / weaknesses, pricing
strategy, etc.
• Final report with market potential
estimation for client systems in India along
with detailed forecast with
baseline, optimistic and pessimistic
scenarios
Case Study: Market sizing opportunity for automated systems for
specialized tests in pathology lab & blood banks
Market Intelligence
Back

1) Malaysia, Thailand, Indonesia (2) GPs, CPs, patients and retailers
Detailed secondary
research for epidemiology
data, existing treatments
and overall target market
dynamics
Online PMR with
respondents2 from three
countries through our
dedicated network for
online PMR
Feedback generation for
usage potential of client‟s
drug in individual
countries and expert
validation
Final report and 5 year
baseline forecast
• Client – a Japanese company –
got a detailed understanding
about the overall operating
environment in these three
countries
• Detailed feedback from
prescribers, retailers as well as
patients on current and future
usage of chronic constipation drug
• Potential number of patients that
can be on client‟s drug, in
individual country, for chronic
constipation – segmented for
idiopathic and IBS related chronic
constipation
Case Study: Market sizing & opportunity assessment of chronic
constipation drug in three ASEAN countries1
Market Intelligence
Back

60
Profound Healthcare Services - Credentials
Market Intelligence
Established a list of
innovator products
launched in different
disease areas
Segmented these
innovators in 4
categories
Studied market
characteristics at launch
,entry strategy and
critical success factors
Analyzed the price v/s
volume scenario of
innovators
Identified the innovators
with generic competition
Studied the impact of
generics on operating
strategies of innovators
Understood Promotional
Strategies used for
market creation and
development
Assessed the Regulatory
scenario and hurdles
faced in India
Generated strategic
inputs for a new
innovator in India
• A new entrant in India, client was benefited with clear understanding about all possible operating scenarios in
which innovators have been launched in India and their relevant entry strategies
• Client got entry strategy recommendations based upon this study
Case Study: Competitive analysis to generate strategic inputs
for a new innovator in India
Back

Market Intelligence
• Validation of their understanding about this market
• Identification of new target segments by bridging the gaps through earlier study conducted internally by client
• Providing a foundation for an internal workshop – that led a to a new business model for the client in the self care market
Objective Approach
• Conducted depth discussions with 2 competitors & 30 KOLs to
generate insights about prescriber‟s pain points & latent needs in
self care – before, during and after medical care
• Analyzed the findings and arrived at collated and validated insights
with list of latent / unmet needs and identified possible target
segments
• Had brainstorming and review of an internal client survey leading to
assimilated learning and insights through two rounds of study
• Identified a shortlist of opportunities in terms of target segments
and relevant strategies / initiatives for client
• Provided a guideline to conduct an internal workshop in order
to arrive at a new business model for self care market
Competition Customers
Company
• What are the
pain points
amongst
doctors
regarding
self care by
patients?
• What is being
currently done
by
competition? • How can they
be
addressed?
Back
Case study: Assist in designing innovative business model
supported by prescriber views about the self-care market

Case study: Detailed study for value added by the local scientific
team as a ‘differentiation element’ for the client
Market Intelligence
• Client understood the current advocacy levels by KOLs for the local scientific team along with the satisfaction levels
• Benchmarking against competitors was also provided
• Also identified gaps / main improvement areas and means to improve them
Stage III
Analyze feedback and
develop final report
Stage I
Understand internal
aspirations
Stage II
Generate KOL feedback
• Understand internal
aspirations
• Design discussion guide
for KOL meetings
• Finalize sample – mutual
agreement on the city-wise
specialty coverage for 135
KOLs across India
• Analyze findings –
evaluate the generated
insights and analyze for
their impact on client sales
force strategy
• Final recommendations –
provide final report focusing
on the satisfaction levels of
KOLs, scope of
improvement and
competitive benchmarking
• Conduct KOL meetings –
perception towards the
impact and differentiation
factor provided by local
scientific team
• Evaluate prescriber
feedback – overall level of
advocacy, team approach
& scientific
communication, gaps, com
petitive benchmarking
• Generate insights
Back

Case study: a complete KOL database management solution for
an MNC‟s BU focused on a niche therapy area
• Client was able to use our tool to maintain the data about KOLs and draw insights about the customers, on an ongoing basis
• Client appreciated the simplicity and the flexibility of the tool
Client requirement
was to develop a
secure & reliable tool
for managing KOL
information database
on an ongoing basis
A- customized Excel-VBA based database management tool
was developed for the client.
Process Management
Few options from the tool are shown below
• The tool enabled
 A secure & updated
KOL database
 Easy access for few
key executives
 Quick overviews and
insight generation
about the customer
data
 Easily add, view, edit
and delete records
 Export data & report
generation
Back

64 Profound Healthcare Services - Credentials Back
Case study: Insight generation for client, based upon an survey
conducted by client for Epilepsy Management preferences
• Client was able to validate internal assumptions and understanding through a scientific methodology deployed by us
• Detailed analysis of data provided new insights for the client, which were unknown prior to our analysis
• Significant time / cost savings for internal team
Client inputs
based upon
internal study
Analysis of
provided
inputs through
scientific
methodology
• Common type of Epilepsy
patients seen
• Choice of drugs for Epilepsy
treatment
• Preferred dosage and
titration
• Plain vs. combination and
strength preferences
• AAU for client brand and
future potential
Process Management

Detailed analysis of patient
feedback
Insights and recommendations for
brand communication with
customers
Patient survey data from client
side
Analysis of the provided inputs
through scientific methodology
and representation in graphical
format
Benefits to client:
• Third party perspective on an internal survey
• Insights to develop product communication based upon the findings from survey
Case Study: Analysis and insight generation based upon
internal survey conducted by a client
Process Management
Back

Regular email will be received by subscribers with top
news, categories, categorized index & a main body with brief
updatesPharma Chronicle Elements
Top news & categories list Category-wise index of updates Category-wise brief news
• List of top 3/4 „high impact updates‟
- directly accessible on website
• List of categories linking directly to
your preferred category below
• Index of all „news titles‟ under each
category – allowing you to identify &
select relevant updates
• Links directly to the news brief below
• Shows a snapshot of news updates
along with source & link for full article
• „Read More‟ links to the detailed
article on www.pharmachronicle.com

Our website ‘www.pharmachronicle.in‟ is the repository of all
news updates till date and has a dynamic search facility
How it works?
Random
search
Tag cloud
– for tag
based
search
Category
list for
customized
search
Monthly
archives
Back

Profound healthcare services 2017

Empfohlen

Empfohlen

Weitere ähnliche Inhalte

Was ist angesagt?

Was ist angesagt? (20)

Andere mochten auch

Andere mochten auch (20)

Ähnlich wie Profound healthcare services 2017

Ähnlich wie Profound healthcare services 2017 (20)

Kürzlich hochgeladen

Kürzlich hochgeladen (20)

Profound healthcare services 2017