Adaptive Data Convergence for Life SciencesManish Sood | CEO & Founder, Reltio, manish@reltio.com
© 2012-2013 ReltioSummary – Adaptive Data Convergence for Life SciencesDiscussion	  today	  !   How	  Rel(o	  provides	  S...
© 2012-2013 Reltio!   Decision making is moving from Prescribers tolarge Organizations!   Hospital sector is concentrating...
© 2012-2013 Reltio 4Customers for Pharma companies – a complicated viewEmpowering Perspectives #Cassandra13, @Reltio, @mso...
© 2012-2013 ReltioFor every Life Sciences companydata comes from multiplesources:!   Enterprise sources –12 ormore!   3rd ...
© 2012-2013 Reltio!   Measure – account profitability, price leakage, andcommercial terms!   Identify – key accounts and t...
© 2012-2013 Reltio 7Organizing Relationship dataEmpowering Perspectives #Cassandra13, @Reltio, @msoodxClient	  Key	  Conne...
© 2012-2013 Reltio 8Deriving value from Complex RelationshipsEmpowering Perspectives #Cassandra13, @Reltio, @msoodxH	  L	 ...
© 2012-2013 Reltio 9Other areas – Clinical Trial Patient and Investigator requirementEmpowering Perspectives #Cassandra13,...
© 2012-2013 ReltioThe Setup!   Star schema!   Aggregate tables!   Query caching &manipulation!   Support for MDM (masterda...
© 2012-2013 ReltioGroups	  11Reltio meta-model using C*Empowering Perspectives #Cassandra13, @Reltio, @msoodxEn((es	  En((...
© 2012-2013 Reltio 12Scaling ReltioEmpowering Perspectives #Cassandra13, @Reltio, @msoodxAuto scaling GroupAuto scaling Gr...
*  Reltio Convergence Hub - enables Data Convergence apps withMDM (master data management) at it’s core*  for use by Custo...
Thank youManish Sood | CEO & Founder, Reltio, manish@reltio.com
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C* Summit 2013: Adaptive Data Convergence for Life Sciences by Manish Sood

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The Life Sciences industry is undergoing significant changes in how companies do business due to recent legislative changes. The evolving landscape is forcing the Pharmaceutical companies to change how their entire Sales model and move from Prescriber based sales model to an Account based sales model, which has a downstream impact on Sales team organization, Field sales alignment, Incentive compensation and Marketing. This changing reality also requires that the Pharmaceutical companies understand and drive the changes to business strategy on insights driven by data about Prescription Sales, Medication Adherence, Claims, etc. to name a few categories of data sources. The required insights are derived from the convergence of data from multiple sources that include numerous internal applications, 3rd party data sources and social media. In this session, learn how Reltio is helping various Pharmaceutical companies cope with the evolving business landscape with a data driven strategy by leveraging the Reltio data science engine that runs on Cassandra.

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C* Summit 2013: Adaptive Data Convergence for Life Sciences by Manish Sood

  1. 1. Adaptive Data Convergence for Life SciencesManish Sood | CEO & Founder, Reltio, manish@reltio.com
  2. 2. © 2012-2013 ReltioSummary – Adaptive Data Convergence for Life SciencesDiscussion  today  !   How  Rel(o  provides  SaaS  apps  for  Life  Science  companies  for:  !   Sales  !   Marke(ng  !   Compliance  Key  Elements  ! Mul(-­‐Tenant  ! Mul(-­‐Source    ! Mul(-­‐Channel  ! Highly  available,  zero-­‐down(me  ! Low  Cost  ! Business  User  experience  focused    Key  Technologies  *  C*  with  a  graph  datamodel    *  Elas(cSearch  *  Hadoop  What  does  Rel7o  do?  !   Applica(ons  that  run  on  Convergence  of  Internal,  3rd  Party  and  Social  data  !   Public  (SaaS)  and  Private  Cloud  deployments  !   Ver(cals  -­‐  Life  Sciences  &  Financial  Services  #Cassandra13, @Reltio, @msoodx 2Empowering Perspectives
  3. 3. © 2012-2013 Reltio!   Decision making is moving from Prescribers tolarge Organizations!   Hospital sector is concentrating and buying groups,as well as hospital chains, are emerging!   Payers now have explicit negotiation relationshipswith the pharma industry!   Online pharmacies are capturing increasing marketshare and are becoming major customers forpharma companies for OTC (over the counter)drugsChanging Business Model for Life Sciences#Cassandra13, @Reltio, @msoodx 3Empowering Perspectives
  4. 4. © 2012-2013 Reltio 4Customers for Pharma companies – a complicated viewEmpowering Perspectives #Cassandra13, @Reltio, @msoodx
  5. 5. © 2012-2013 ReltioFor every Life Sciences companydata comes from multiplesources:!   Enterprise sources –12 ormore!   3rd Party data sources – 12 ormore that include:!   Reference data!   Prescription sales!   Claims processing!   Referral data!   Spend data!   Social media sources –includes specialty networksCommon considerations5Empowering Perspectives #Cassandra13, @Reltio, @msoodx
  6. 6. © 2012-2013 Reltio!   Measure – account profitability, price leakage, andcommercial terms!   Identify – key accounts and the right level ofinvestment!   Tailor – pricing and tactics, contract options, andofferings for the account!   Align the team – by determining the optimal sizeand setup of your Account team!   Adjust incentives – to foster entrepreneurialbehaviorData driven Business6Empowering Perspectives #Cassandra13, @Reltio, @msoodx
  7. 7. © 2012-2013 Reltio 7Organizing Relationship dataEmpowering Perspectives #Cassandra13, @Reltio, @msoodxClient  Key  Connector  Low-­‐Influence  Client  Sphere  of  Influence  Connec(on  path  Improve  rela(onship  strength                  Clustering  by  Affinity  High-­‐Influence  Client  En(ty  to  En(ty  rela(onships  Structured  Trees  and  Hierarchies  Scale  free  informa(on  maps  
  8. 8. © 2012-2013 Reltio 8Deriving value from Complex RelationshipsEmpowering Perspectives #Cassandra13, @Reltio, @msoodxH  L  L   H  Degree  of  Complexity  •  Degree  of  prescrip(on  control  for  selected  drug  class  •  Number  of  special(es  in  the  hospital  Account  Opportunity  •  Prescrip(on  volume  •  Influence  on  other  prescribers  •  Current  share  Large  mul(-­‐specialty  hospital/chains  with  high  control  Large  hospital  with  low  control;  significant  prescribing  freedom  Small  single-­‐specialty  hospital  where  physicians  influence  decisions  Segmenta(on  scheme  for  Key  Accounts    
  9. 9. © 2012-2013 Reltio 9Other areas – Clinical Trial Patient and Investigator requirementEmpowering Perspectives #Cassandra13, @Reltio, @msoodxData  from  mul(ple  sources  for:  •  Claims  •  Pa(ents  •  Diagnoses  Referrals    •  Health  care  providers  (HCPs)  referring  to  HCPs  
  10. 10. © 2012-2013 ReltioThe Setup!   Star schema!   Aggregate tables!   Query caching &manipulation!   Support for MDM (masterdata management)concepts such as matching,merging and crosswalkmaintenanceThe Results!   Modeling adhoc dimensionalrelationships!   complex!   Support for MDM concepts!   limitations with performance& scale!   Hierarchical rollups andaggregations!   slow!   Multi-source fact data fromdisparate sources!   needs a separate table forevery disparate source10What we triedEmpowering Perspectives #Cassandra13, @Reltio, @msoodx
  11. 11. © 2012-2013 ReltioGroups  11Reltio meta-model using C*Empowering Perspectives #Cassandra13, @Reltio, @msoodxEn((es  En((es  En((es  En((es  En((es  En((es  En((es  En((es  Transac(ons  Transac(ons  Transac(ons  Transac(ons  Groups  Groups  Hierarchies  Addi(onal  suppor(ng  ar(facts  built  into  the  model:  •  Concepts  (en((es  or  rela(onships)  can  have  have  unlimited  aributes  •  En(ty  Matching  &  Crosswalks    maintenance  •  Dimensional  rollups  &  aggrega(ons  •  Change  History  •  Audit  and  Lineage  Rela(onships  
  12. 12. © 2012-2013 Reltio 12Scaling ReltioEmpowering Perspectives #Cassandra13, @Reltio, @msoodxAuto scaling GroupAuto scaling GroupAuto scaling GroupAuto scaling GroupReltio UI HA Files StorageorSAN for documents andimage storageReltio APIReal-­‐(me  Index  ShardReplicaUsersColocation optionalCassandra    (Real-­‐(me  Datastore)  Real-timeCassandraHadoop
  13. 13. *  Reltio Convergence Hub - enables Data Convergence apps withMDM (master data management) at it’s core*  for use by Customers, Data Partners and ISVs*  SaaS & Private cloud deployments for real-time and highly availabledata managementReltio - summary
  14. 14. Thank youManish Sood | CEO & Founder, Reltio, manish@reltio.com

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