Healthcare Professionals’ Social Networks The Beginning of the End  of Pharma Marketing  as We Know it? Len Starnes Head o...
Agenda <ul><li>The Big Bang </li></ul><ul><li>Global dimensions  </li></ul><ul><li>Business models and partnering options ...
Healthcare professionals’ social networks The  Big  Bang
Actually, it all began with sushi…
First reactions What does  it cost? Is this something  really new? How does  it work? What is Sermo? Great sushi! Why is P...
Transforming the way  medical information is  exchanged Based on Pfizer/Sermo press release 15 October 2007 http://www.ser...
Healthcare professionals’ social networks Global  dimensions
USA  dominant Sermo  Physician Connect  Student Doctor Network Healtheva Relaxdoc SocialMD Sosido Clinical Village  iMedEx...
100,000  members each
Built on trust Real names Full credentials Verified identities Focus on knowledge  sharing Aims to build  trust between HC...
Canada  catching up or waking up? At least 1000 Canadian doctors  wish to join Sermo CMA’s Asklepios DoctorNetworking Serm...
Europe heterogeneous BMJ’s Doc2Doc (UK) Doctors.net.uk (UK) OnMedica (UK) Coliquio(D) DocCheck Faces (Int’l) DocCheck Face...
Forum, news & resource centre
  Soft launch Jan 09  2600 members  Open & closed areas  Complements eBMJ  Global    120 countries
Focuses on D, CH, AT  10,000 members  3 pharma  partnership options  Expanding to other  EU countries 09/10
29 organizations  5,400 members    D, CH, AT    Seeking pharma partners  Network of medical   societies and associations
5 languages  10,000 members  Linkedin model  Doctors, dentists,  pharmacists,  veterinary surgeons
ROW  emerging India hyperactive New Zealand making up  for geographical isolation Who will be first to launch in China? La...
Focus on medical students 55,000 members 1m page views/month Medical students today…   members of HCPs’ SNs tomorrow
Healthcare professionals’ social networks Business models  & partnering options
      Asklepios(CMA) Doc2Doc(BMA) Medical  society  ownership Sdt Doc Network Healtheva SocialMD Tiromed MedicSpeak Medica...
Not all networks  are equal
Survival of the fittest Stringent HCPs-only membership policies Evolving vocationally-relevant services  Significant scali...
Room for a long tail of  high-value niche players
Participate in community discussions Post information and services germane to discussions Offer CME programmes Invite to e...
Key learnings  Healthcare professionals’ social networks
Group dynamics of HCPs Sharing  information Learning from one another Becoming better  doctors together
High levels of interest  in HCPs’ social networks Physician Online Communities: Social Networking Manhattan Research, Taki...
Membership growing everywhere Network marketing New tools  & services Source: Coliquio
55 – 59  age group  dominates Not just younger HCPs
Majority of HCPs welcome  pharma participation Physician Online Communities: Social Networking Manhattan Research, Taking ...
Finding Pfizer physicians able to talk openly and honestly is a problem   HCPs like open and honest discussions with Pfize...
Helping in daily practice Hours after post was made % all comments *Source: Coliquio Responses to a Coliquio post
Internal challenges
Who gets the ‘seat’?
Market Research Medical &  Scientific Marketing Not a trivial issue
Costs  Number of seats Quantity/scope/duration of options Types of partnering options
Healthcare professionals’ social networks Ubiquitousness and marketing in 2020
Networks will scale-up & network
Value will increase significantly Number of members Network value Reed’s Law 2 N Metcalfe’s  Law N 2 Range of HCPs’ SNs
During the next decade Large-scale  HCPs’ SNs Routine use of SNs  by doctors More doctors  expecting  e-self service from ...
Inevitable shift Fewer  sales  reps Multi-disciplinary  engagement  teams Less selling More dialogue
Marketing & sales reinvented Observe real-world experience of using drug Respond to  Feedback Pre-launch Growth Maturity I...
A new business paradigm ‘ In the coming years it will be the norm,  rather than the exception, for companies  to have acce...
Real-time poll update: http://polls.linkedin.com/poll-results/28204/lakmg
What will influence physicians’  prescribing behaviour more? Open dialogue  on social  networks or Pharma  marketing as we...
<ul><li>Head of Digital Marketing & Sales General Medicine Bayer Schering Pharma </li></ul><ul><li>E:  [email_address] T: ...
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Healthcare Professionals' Social Networks: The Beginning of the End of Pharma Marketing as We Know it?

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First presented at Digital Pharma Europe, Barcelona, 31st March 2009.

Captures the current status of healthcare professionals' social networks from a global perspective and a pharmaceutical industry marketing & sales perspective

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  • Healthcare Professionals' Social Networks: The Beginning of the End of Pharma Marketing as We Know it?

    1. 1. Healthcare Professionals’ Social Networks The Beginning of the End of Pharma Marketing as We Know it? Len Starnes Head of Digital Marketing & Sales General Medicine Len Starnes Head of Digital Marketing & Sales General Medicine Bayer Schering Pharma Digital Pharma Europe 30 – 31 March 2009 Barcelona Spain
    2. 2. Agenda <ul><li>The Big Bang </li></ul><ul><li>Global dimensions </li></ul><ul><li>Business models and partnering options </li></ul><ul><li>Key learnings </li></ul><ul><li>Ubiquitousness and marketing in 2020 </li></ul>
    3. 3. Healthcare professionals’ social networks The Big Bang
    4. 4. Actually, it all began with sushi…
    5. 5. First reactions What does it cost? Is this something really new? How does it work? What is Sermo? Great sushi! Why is Pfizer always first? I must talk to my brand teams about this Black cat cartoon: with thanks to John Mack, Pharma Marketing Blog http://pharmamkting.blogspot.com/2007_10_01_archive
    6. 6. Transforming the way medical information is exchanged Based on Pfizer/Sermo press release 15 October 2007 http://www.sermo.com/news/media/press/pfizer It’s all about… Pharmaceutical industry Initiating an open and honest discussion Medical profession
    7. 7. Healthcare professionals’ social networks Global dimensions
    8. 8. USA dominant Sermo Physician Connect Student Doctor Network Healtheva Relaxdoc SocialMD Sosido Clinical Village iMedExchange Tiromed Ozmosis Medical Plexus Within3 Rad Rounds MedTrust MedicSpeak Peerclip Syndicom Spineconnect QuantiaMD Number of networks Diversity of networks Business models Attracting VC Pharma participation First learnings
    9. 9. 100,000 members each
    10. 10. Built on trust Real names Full credentials Verified identities Focus on knowledge sharing Aims to build trust between HCPs & pharma
    11. 11. Canada catching up or waking up? At least 1000 Canadian doctors wish to join Sermo CMA’s Asklepios DoctorNetworking Sermo (2009?)
    12. 12. Europe heterogeneous BMJ’s Doc2Doc (UK) Doctors.net.uk (UK) OnMedica (UK) Coliquio(D) DocCheck Faces (Int’l) DocCheck Faces(D) DocCheck Faces (F) DocCheck Faces (ES) DocCheck Faces (IT) Dooox (D) Esanum (D) Esanum (ES) Esanum (IT) Esanum (CH) Esanum (AT) Sermo (2009/10?) UK and Germany lead France, Italy, Spain? Expect Scandinavia & Netherlands to follow soon Language still a barrier
    13. 13. Forum, news & resource centre
    14. 14. Soft launch Jan 09 2600 members Open & closed areas Complements eBMJ Global 120 countries
    15. 15. Focuses on D, CH, AT 10,000 members 3 pharma partnership options Expanding to other EU countries 09/10
    16. 16. 29 organizations 5,400 members D, CH, AT Seeking pharma partners Network of medical societies and associations
    17. 17. 5 languages 10,000 members Linkedin model Doctors, dentists, pharmacists, veterinary surgeons
    18. 18. ROW emerging India hyperactive New Zealand making up for geographical isolation Who will be first to launch in China? Latin America stirring Doctors Hangout (IN) Doctor.VG (IN) New Media Medicine (NZ) Samag Blogspot (LA) Sermo (2009/10?)
    19. 19. Focus on medical students 55,000 members 1m page views/month Medical students today… members of HCPs’ SNs tomorrow
    20. 20. Healthcare professionals’ social networks Business models & partnering options
    21. 21.       Asklepios(CMA) Doc2Doc(BMA) Medical society ownership Sdt Doc Network Healtheva SocialMD Tiromed MedicSpeak MedicalPlexus DoctorNetworking DocCheck Faces Doctors Hangout Doctor.VG New Media Medicine Samag Blogspot Sosido Dooox Spineconnect Rad Rounds MyPACS Med Trust(onc) Esanum Sermo Doctor Connect Ozmosis Relaxdoc Clinical Village iMedExchange Within3 Peer Clip Doctors.net OnMedica Coliquio Private ownership Open access, all specialities, I country or int, pharma prtnrs? Authentication, associations only, 1 country or int, pharma prtnrs Authentication or open access, 1 speciality, 1 country or int, pharma prtnrs or unknown Authentication, all specialities, 1 country or int, non-pharma prtnrs Authentication, all specialities, 1 country or int, pharma prtnrs   Taxonomy
    22. 22. Not all networks are equal
    23. 23. Survival of the fittest Stringent HCPs-only membership policies Evolving vocationally-relevant services Significant scaling - global aspirations? Ability to derive knowledge from data Sanctioned engagement with pharma Unambiguous data protection policies
    24. 24. Room for a long tail of high-value niche players
    25. 25. Participate in community discussions Post information and services germane to discussions Offer CME programmes Invite to eD programmes Post questions to a specialist community Conduct surveys Establish panels based on pre-selected criteria Unmet needs Treatment trends Drug usage monitoring Future Rx volume Unknown side-effects Off-label usage Early identification of critical issues Engagement Research Observation Partnering options
    26. 26. Key learnings Healthcare professionals’ social networks
    27. 27. Group dynamics of HCPs Sharing information Learning from one another Becoming better doctors together
    28. 28. High levels of interest in HCPs’ social networks Physician Online Communities: Social Networking Manhattan Research, Taking the Pulse v8.0, 2008 60% Already using + very interested + somewhat interested 40% Not at all interested
    29. 29. Membership growing everywhere Network marketing New tools & services Source: Coliquio
    30. 30. 55 – 59 age group dominates Not just younger HCPs
    31. 31. Majority of HCPs welcome pharma participation Physician Online Communities: Social Networking Manhattan Research, Taking the Pulse v8.0, 2008 I am interested in interacting with pharma, biotech and device companies on HCPs’ only SNs 59% Strongly agree + agree 41% Strongly disagree + disagree
    32. 32. Finding Pfizer physicians able to talk openly and honestly is a problem HCPs like open and honest discussions with Pfizer* Pfizer views initiative as a partnership Prime interest is driving P2P and Pfizer doctor to non-Pfizer doctor discussions *Reported at Health 2.0 conference, San Francisco, 22 – 23 October 2008
    33. 33. Helping in daily practice Hours after post was made % all comments *Source: Coliquio Responses to a Coliquio post
    34. 34. Internal challenges
    35. 35. Who gets the ‘seat’?
    36. 36. Market Research Medical & Scientific Marketing Not a trivial issue
    37. 37. Costs Number of seats Quantity/scope/duration of options Types of partnering options
    38. 38. Healthcare professionals’ social networks Ubiquitousness and marketing in 2020
    39. 39. Networks will scale-up & network
    40. 40. Value will increase significantly Number of members Network value Reed’s Law 2 N Metcalfe’s Law N 2 Range of HCPs’ SNs
    41. 41. During the next decade Large-scale HCPs’ SNs Routine use of SNs by doctors More doctors expecting e-self service from pharma Dwindling of sales forces Predominance of e-savvy doctors Doctors willing to engage with pharma on SNs
    42. 42. Inevitable shift Fewer sales reps Multi-disciplinary engagement teams Less selling More dialogue
    43. 43. Marketing & sales reinvented Observe real-world experience of using drug Respond to Feedback Pre-launch Growth Maturity Initiate viral brand awareness Open dialogue Listen to customers Evaluate impact of new brand Engage appropriate specialities Dialogue-centric strategies More effective & lower-cost communications Better business plans & forecasts
    44. 44. A new business paradigm ‘ In the coming years it will be the norm, rather than the exception, for companies to have access to the information gathered in these forums, and to respond to the information accordingly’* *Physician Online Communities: Social Networking Manhattan Research, Taking the Pulse v8.0, 2008
    45. 45. Real-time poll update: http://polls.linkedin.com/poll-results/28204/lakmg
    46. 46. What will influence physicians’ prescribing behaviour more? Open dialogue on social networks or Pharma marketing as we know it
    47. 47. <ul><li>Head of Digital Marketing & Sales General Medicine Bayer Schering Pharma </li></ul><ul><li>E: [email_address] T: + 49 30 4681 4877 M: + 49 175 438 4521 I: www.bayerhealthcare.com </li></ul>Len Starnes

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