Upcoming Webinars

Please click on the registration link included with each webinar to register. There is no fee to attend.

Is COVID-19 Accelerating The Pharma Industry’s Journey Toward Omnichannel Customer Engagement?
July 22, 2020   |   12:00 PM ET
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Presenters: Dhaval Mukhatyar, Senior Director, Axtria
Bob Mozenter, MS, MBA, Director, Marketing Solutions, Axtria
Devesh Verma, PhD, Principal, Axtria
The COVID-19 pandemic has impacted every walk of life, and businesses are still in the midst of evaluating the pandemic’s impact and mitigating potential losses during these times. The pharmaceutical industry, which is at the forefront of finding an effective cure for the pandemic, has also faced challenges. The industry needs to explore innovative ways to engage with its core customer groups (including patients, prescribers, and payers).

Even before the pandemic hit the globe, the pharmaceutical industry was grappling with the notion of enabling omnichannel strategies to engage with key customers. As the pandemic has resulted in complete lockdown on sales rep access to physician offices, the industry has been forced to devise an omnichannel engagement strategy “on-the-fly.” Most companies had to set up remote detailing capability in their reps’ CRM platforms. But omnichannel engagement goes beyond just remote or virtual detailing – it also requires changing the focus from the brand/campaign to the customer.

In this webinar, Axtria will review the current trends toward omnichannel migration in the industry. The webinar will discuss how the customers of the pharmaceutical industry (i.e., patients, prescribers, and payers) have embraced omnichannel to connect with each other and how the industry needs to adapt to meet needs based on customer-preferred channels. The webinar will also cover new approaches to using population mobility information to devise a differentiated omnichannel strategy during the time when local economies start to open up. Axtria will also recommend a path for pharmaceutical companies to transition their traditional multichannel planning approach to an orchestrated omnichannel planning approach.

Leverage Real World Data for Building Robust Inputs for a Successful Forecasting Model
July 29, 2020   |   12:00 PM ET
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Presenters: Vishnu Prashanth, Principal Consultant, D Cube Analytics
Ajitha Surendran, Consultant, D Cube Analytics
To make any successful forecasting model, the first step is to identify the key supporting metrics required to build an accurate forecast model. The conventional data sources (e.g. chart audit, survey data) present only a small part of the very big picture, where a lot of indirect factors affect the share of the drug, thus limiting the insights and scope of the analysis. Real-world data can be the supplementary evidence, if not the substitute for conventional data sources, in increasing the confidence of forecasting inputs.

In this webinar, we will be discussing how to efficiently merge information from both real-world data and secondary research data and build robust KPIs which can support development of an efficient forecasting model.

Revisiting Commercial Analytics for Effective Customer Engagement in the New Normal
August 5, 2020   |   12:00 PM ET
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Presenters: Krishnan Raman, Director, Indegene
Debasish Das, Sr. Manager, Indegene
Tarun Shukla, Engagement Manager, Indegene
The COVID-19 crisis has upended 2020 commercial priorities and budgets, leaving many pharma organizations searching for a customer engagement strategy that can operate in the New Normal. Pharma organizations need to succeed with a new commercial model by improving planning, coordination, and resource optimization in a way that ensures sales, marketing, and customer excellence are truly recalibrated to the current situation and contribute significantly to profits. While sales rep enablement for remote or virtual meetings is important, winning in the New Normal would require deep content, technology, data, and analytics capabilities across personal and digital interactions.

In this webinar, we will be discussing about how the pharma sales and marketing landscape is evolving and the critical strategic planning and executional capabilities required for next-gen commercial operations. We will also share a new unified approach towards driving sales and marketing analytics consisting of the following key components: Customer Strategy, Channel and Content Strategy, Unified Marketing Mix, Digital Call Planning and Sequencing, Deployment and Execution, and Measurement Planning.

The Tokenization of Non-Traditional Data, RWE, and Machine Learning: Improving Patient Outcomes at Scale
August 26, 2020   |   12:00 PM ET
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Presenters: John Garcia, Alnylam Pharmaceuticals
Jonathan Woodring, Executive Vice President and General Manager, IPM.ai
Classical approaches to market sizing, patient journey, patient finding, etc. all begin with a common assumption: that combinations of medical and Rx claims at the patient level can be deduced and combined to create a de-identified patient level cohort to anchor analysis. However, as the pharma landscape shifts from one dominated by primary care markets with high prevalence and a plethora of launch blueprints to draw upon, to one where diffuse specialty markets with low prevalence and a lack of analogs to anchor launch strategy, this assumption rarely holds true and creates significant commercialization challenges. This conundrum is particularly acute in Rare Diseases, where only about 500 of 7,000 have a diagnostic code in the International Classification of Diseases (ICD), 10th revision.

However, the combination of sponsored genetic testing, the democratization of de-identified patient level healthcare data, the rise of tokenization across entities in the healthcare eco-system, and pharma’s reluctant embrace of Machine Learning, finally enables the clinical promise of precision medicine to become an analytical reality. In this session, we provide an overview of tokenization and integration with RWE data, and share a case study anchored in patient outcomes, where the above obstacles were overcome to effectively facilitate diagnosis for 66 previously un-diagnosed patients.

Speaker Biographies
Debasish Das is a Senior Manager at Indegene, and has 12+ years of experience in Sales & Marketing analytics, focusing on pharma & healthcare industry. His key areas of expertise include Sales Force Effectiveness, Marketing Mix analysis, Forecasting, Customer strategy for both developed and emerging markets across various therapeutic areas. At Indegene, his team’s current focus is building & delivering solutions on commercial digital analytics for multiple clients.

John Garcia is the Global & US Business Operations Lead at Alnylam, a rare disease company focused on the development and commercialization of RNAi based therapeutics. Before Alnylam, John spent his time leading many different commercial teams in biopharma, starting a med device company, and consulting with a host of early stage ventures in life sciences. Prior to John’s life sciences career he was an active duty Marine Officer and retired as a Marine Infantry Major.

First, John is a father and husband to his wife of 15 years, Elizabeth, and their four children, Zoe, JT, Gunnar, and Alex. In his free time he goes to work…

John holds degrees from Berkeley and the United States Naval Academy and has done coursework at Brown, Stanford, and University of North Carolina.

Krishnan GKR is a Director at Indegene with 17+ years of experience in enabling global marketers deliver data driven strategies. He brings holistic experience in sales & marketing through cross-industry experience in consumer & customer initiatives, digital engagements, campaign management & specialized product sales across multiple domains. He has consulted and helped various top tier pharma organizations in defining and delivering new age digital commercial solutions. He and his team at Indegene are currently developing sophisticated AI/ML solutions that can help pharma leaders deliver personalized experience for their customers and improve commercial outcomes.

Keshav Kabra is a Principal Consultant at D Cube Analytics. In his 6 years of experience in BI and pharma industry, he has worked with multiple client engagements to translate the spectrum of Pharmaceutical Datasets into actionable insights and helped them in making data driven decisions.

Robert Mozenter, M.S., MBA serves as a Director in the Marketing Solutions practice within Axtria’s Decision Sciences organization. He leads client engagements focusing on omnichannel marketing enablement and analytics. He brings more than 15 years of experience in the Life Sciences industry first as a Director in Pfizer’s Business Technology group leading IT Strategy and later as a Consultant where he has worked with mid-size and large, global pharma companies. Robert has led a variety of consulting engagements and large programs in the areas of sales, marketing and analytics.

Robert has been a key contributor to the creation of Axtria’s omnichannel framework for assessing the maturity of omnichannel capabilities. Robert also has a wealth of experience leading consulting engagements with a primary focus on omnichannel marketing, marketing analytics, commercial operations, IT strategy, organizational change management and program management.

Dhaval H. Mukhatyar is a Senior Director at Axtria, where he leads the company’s Cloud Information Management Delivery Practice. Dhaval has vast experience in various aspects of analytics and business intelligence for Commercial Sales and Marketing needs for the life science industry, including the development of data warehouses/data marts, reporting, big data, and data analytics, as well as data exploration and predictive analytics models. Implemented and maintained enterprise standards, best practices, governance, and deployment guidelines for application development lifecycle, performance, and design.

Dhaval has over 19 years of experience in managing and delivering actionable insights, analytical storytelling, and deep learning solutions that are enabled on various cloud platforms. He has helped customers with their overall marketing strategies, omnichannel implementations, and developing new-age commercial data and analytics platforms.

Vishnu Prashanth is a Principal Consultant at D Cube Analytics, has 5+ years of Industry experience in Primary market research, Analytics & Consulting. Vishnu has worked on multiple Oncology TAs, Psychiatry, Neurology, Cardiology, and Sleep disorder based projects.

Tarun Shukla is an Engagement Manager at Indegene. He has spent majority of his 9 years of professional career in advising various Fortune 500 clients to solve complex business problems utilizing data driven strategies. He has also led various consulting / diagnostic projects for pharma clients defining methodologies for digital content reuse assessment, content diagnostics, digital operations maturity etc. His areas of expertise also include business solutioning and client engagements.

Ajitha Surendran is a Consultant at D Cube's India office. She has 5 years of experience in providing analytical business solutions to many Pharma and Healthcare clients. Her key areas of expertise include APLD analytics, market opportunity analysis, promotional effectiveness tracking and primary market research.

Devesh Verma, Ph.D. is a Principal at Axtria, where he leads the company’s Marketing Solutions practices. Devesh’s passion is to leverage real-time data and state-of-the-art analytics to learn about evolving customer behavior in the life sciences industry. He enjoys using the learnings to craft harmonized omnichannel experiences for Axtria’s customers. Devesh has also led the development of Axtria MarketingIQ™, a cloud-based platform designed to enable customer-centric marketing for global life sciences organizations.

Devesh has over 18 years of experience in the life sciences industry, where he has played a variety of leadership roles in brand marketing, sales, and analytics. Prior to joining Axtria, Devesh’s experience includes working for Daiichi-Sankyo, marketRx, and Delta Air Lines. He also served on PMSA’s Board from 2013-2017 and launched PMSA’s Virtual University program.

Jonathan Woodring, EVP & GM, IPM.ai ,has spent the last 15+ years of his career building high performing teams and companies in the healthcare and life sciences industries, with a passion for driving commercial innovation in the intersection of data proliferation and technological advancement. At IPM.ai, his team’s current focus is around artificial intelligence and machine learning techniques, making the clinical promise of precision medicine an analytical reality.

Prior to joining IPM.ai, Jonathan spent 6 years at marketRx/Cognizant where he led a global team focused on large-scale commercial transformation consulting engagements in the life sciences space, and spearheaded the establishment of the healthcare analytics practice. Most recently, he spent 3 years at Symphony Health Solutions (lead up to successful acquisition) as a Senior Principal in the Commercial Effectiveness practice.

As a thought leader in the space, Jonathan is a regular presenter at leading industry conferences—most recently at Healthcare Information and Management Systems Society (HIMSS), as well as at the Pharmaceutical Management Science Association (PMSA) and National Organization for Rare Disease (NORD)—on the topic of leveraging de-identified patient level data and machine learning to identity undiagnosed rare disease patients, and improving healthcare outcomes at scale.