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  • 1. © data information intelligence GmbH 2013 ‹#›
  • 2. dii at a Glance           Full service healthcare market research, provider for independent, objective and empirically validated information and insights Specialists in IVD, medical imaging and medical devices Global coverage, market research experience in 50 countries worldwide In business since 2006 20 - 35 projects per year supporting critical business decisions Clients are leading medical companies, start ups, scientific institutions and other market research and consulting firms Team of nine professionals with interdisciplinary background in business, healthcare, market research, statistics and genetics Plus 70 multi-lingual interviewers – nimble and highly responsive to client needs, while still offering global capacities from one hand Expert partner providing problem-oriented solutions and decision support Professionalism in all matters: We comply with market research standards set by organizations such as ESOMAR, CASRO and BVM. © data information intelligence GmbH 2013 2
  • 3. dii Value Proposition dii - The Global Specialist         Specialization: Mature market understanding in the healthcare sector, strong focus on IVD One stop-shop: All from one hand – from research design to final presentation Truly global: We realize international projects from one central source and simultaneously combine standardized processes with an elemental sensitivity for local differences Flexible: Modular combination of diverse research methods to optimize results and costs Systematic: Regardless if small or large-scale survey Effective sample steering: Full database of healthcare institutions allows sample composition and extrapolations at segment level Actionable reporting: problem-oriented solutions, specific recommendations and feasibility of results Moderate costs © data information intelligence GmbH 2013 3
  • 4. Experts … … in Healthcare Market Research data information intelligence Informed Decisions © data information intelligence GmbH 2013 4
  • 5. Data Collection Global access to medical experts … Western Europe Eastern Europe USA Latin America Arabia Australia India China Japan © data information intelligence GmbH • • • • • • • • • Telephone Face to face Online Mini survey Workflow analysis Audit Online & face to face focus groups Laboratory panel Tracking studies 2013 medical experts • • • • • • • • • access global 50,000 healthcare institutions selectable by country, type, size, ownership and an integrated research approach • • • • • • • • • • • • Laboratory Radiology Pathology Hematology Oncology Cardiology ICU OR Urology Gynecology Pediatry GP … and more 5
  • 6. Market Information Transform data into information using individual techniques for qualitative and quantitative analysis, data-mining and data analytics, customized to the unique needs of each client ConJoint Analysis Van Westendorp Price Sensitivity Analytical results & Segmentation or Cluster Analysis Net Promotor Score Probit, Logit and Linear Regression Models SPSS, STATA, R © data information intelligence GmbH pragmatic, entre preneurial mindset 2013 Tabulations, charts and verbatim per segment Executive summary with business implications and recommendations, focus on what is important without losing sight of the details WebEx or Workshop 6
  • 7. Market Information Granular client output A Tables MRSA Test Volume Germany # of testing facilities Hospitals Private Labs Total 138 130 268 2.770 4.815 3.761 Min 60 36 36 Max 27.000 15.000 27.000 900 4.050 1.500 382.880 626.241 1.009.121 Av. annual volume / facility Median Projected annual volume C Verbatims B Charts General demand for panels, although term not always understood and potentially misinterpreted as “100% mutation coverage” “I think that we have a general demand for panels.” “It would be nice to see x+ y + z being tested from one sample.” “Currently we only do separated tests, but it will be necessary to do panel tests in the future.” Need for all tumor areas : “All of the three big tumor areas:….” “We need panels for every marker involved …” “We need them for lymphomas, endocrine tumors and melanomas.” © data information intelligence GmbH 2013 7
  • 8. Business Intelligence Transfer information into action market-driven and customer-focused        Interpret results in the client-specific business context Identify strategic opportunities and options Provide problem-oriented, realistic solutions and recommendations Guide preparation of individual assessment and implementation issues Preparation of guidelines or manuals Internal trainings, consolidation of existing knowledge Consumer insight management © data information intelligence GmbH 2013 8
  • 9. Business Intelligence Create value at every critical point in the product life cycle Post Product Launch Product Launch Entry Planning Sample Output: Yearly NA Test Volume per Segment Product Development  Risk analysis and    decision back up Concept validation and optimization Prioritization of targets Forecasting inputs © data information intelligence GmbH   Price sensitivity  Competitive      analysis Market potential & segmentation Supply chain analysis Market analysis and valuation: trends, drivers, infl uencers 2013  Lead identification & customer databases Customer needs and demands Final product refinement Marketing message test  Product awareness &    market penetration Customer insight management Competitor benchmarking Input to new market opportunities, product & customer diversification 9
  • 10. Project Workflow … from project design to delivery Project Design  Recommend and substantiate optimal choice of methodology, target respondents, screeni ng criteria and sample sizes  Structure project content for optimal price performance ratio Project Set Up Delivery Fielding  Questionnaire  Secondary & primary research in native language development  Pilot interview(s), feedbac k discussion & implementation  Programming  Translations  Briefings  100% data quality control  Data validation, call backs  Interim data exports  Ongoing status monitoring & reporting  Data processing: cross tabs, open ended coding  Coordinate code plans, table contents and formats  Presentation, interpretation & explanation of results  Tangible action recommendations and deductions Multiple layers of quality control mechanisms Regular team & client feedback sessions to create better ideas. © data information intelligence GmbH 2013 10
  • 11. Project Team We work with you Sandra Gärtner Lead Analyst Mark Whitten Scientific Consultant Kathrin Franke Managing Director    Ana Torres Sales & Business Development Project design Link between client & dii project teams Ensure project milestones are met      © data information intelligence GmbH Questionnaire development Data quality guidelines Briefings Medical / scientific content Client presentation      Olga Fedorov Lead Analyst Methodology & questionnaires Methodology & sample sizes Statistical analysis Data quality Prepare all output materials, tables & charts Nora Hartenstein Project Manager      2013 Planning & coordination of project work tasks Timelines & costs Team supervising Quality implementation Monitor & report project progress Michael Lindner Technical Administrator       SW & HW infrastructure Contact & sample management Technical briefings HaLIX service admin Data protection Online surveys 11
  • 12. Reference Projects dii investigated test type and volumes in physicians practices and helped prioritize target segments where the company could maximize sales potential and develop a strong competitive advantage. Price Sensitivity Measurement for a New HCV Confirmation Test Market Segmentation of molecular laboratories in Germany, UK, Italy, Spain, France, Jap an and US ConJoint: Platform & workflow requirements for automated blood screening solutions in Germany, France, Italy, Spain, Greece, Portugal, Mexico, Argentina, Brazil, Hong Kong, India, Singapore, Australia, Canada, US Customer Satisfaction Measurement Blood Screening, World New Technology Report: assess the market potential of a new technology for identification of positive blood cultures © data information intelligence GmbH Individual Market Research Projects Market Entry Strategy for a Benchtop Analyzer in Private Physician Practices in Germany dii conducted a Van Westendorp conjoint survey in 5 EU countries to determine the optimal price for the new test to maximize profit. The survey also determined key product values influencing a lab decision to buy the test. dii designed and conducted a large scale market research campaign with 1,600 interviews with NAT Labs on test types and volumes, platforms & reagents. dii delivered and analyzed the database, client could quickly assess the market potential and segments for short-term growth. dii developed and conducted a large scale market research project to investigate current workflow and future product requirements, determine the acceptance of selected new product attributes. Results confirmed the original product concept and guided critical design and engineering development decisions. Periodic measurement of client satisfaction to refine and improve product, marketing and service strategy and understand customer issues and concerns, unmet needs and the own perception in the market. dii conducted face to face in-depth interviews in Germany and UK to review the potential of the new technology, benefits and limitations to market as well as details on product features, prices and the impact of competitive technologies. Results listed the significant challenges that the client would face upon entering this market and specified further product development strategies. 2013 12
  • 13. HaLIX Hospital and Laboratory Information Exchange a web based database providing information about hospitals and laboratories, instruments, tests and reagents in Europe Individual search and filter options Demography including group structures List view showing list of all entries matching search criteria User-friendly front end offering a broad portfolio of interactions & Detailed view showing all data per institution Statistics – ready to use tables and charts, showing absolute # and % for brand usage which can be individually segmented © data information intelligence GmbH Export and print function for individual purposes 2013 13
  • 14. dii Customers Diagnostic Imaging                 Agfa Healthcare Canon Carestream Health COCIR EZ-EM Fuji Film GE Healthcare HIMSS © data information intelligence GmbH 2013 HINE/Deloitte Konica Minolta Medos AG Philips Medical Systems Siemens Healthcare Toshiba T-Systems … 14
  • 15. dii Customers Laboratory Diagnostics            Abbott Diagnostics Bayer Schering Beckman Coulter Becton Dickinson Biocartis Bio-Rad Laboratories Biosite Cepheid Cytyc Elitech GenMark © data information intelligence GmbH            Grifols Hologic / Gen-Probe Ilumina Lambda Life Technologies Luminex Merck Millipore Meridian Mitsubishi Chemicals Novartis Perkin Elmer 2013            Philips Qiagen Quidel r-biopharm Roche Diagnostics Siemens Samsung Sysmex Tosoh Bioscience Ventana … 15
  • 16. When Do You Contact Us? Kathrin Franke Managing Consultant Ana Torres Ramirez Sales & Business Development Tel: +49 (0) 341 333 95 444 Tel: +49 (0) 341 333 95 493 data information intelligence GmbH Schwägrichenstr. 9 | 04107 Leipzig | Germany © data information intelligence GmbH 2013 16