Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
an introduction to clearstate




                                bridging intelligence gaps in healthcare


             ...
Clearstate offers market intelligence complimented by strategic advisory services to help
medical device, pharmaceutical, ...
A dedicated niche provider of
                                                      in-depth
                             ...
medical technologies


 diagnostics series

 therapeutics series

 patient monitoring series

 informatics series




    ...
medical technologies
Diagnostics
in vitro diagnostics (clinical chemistries, urinalysis, hematology, immunochemistry, mole...
clearstate’s proposition
Three main principles in designing the research program, allowing Clearstate to
deliver accurate ...
intimate knowledge of Asia

                      Asian resources

                    We are in Asia and headquartered in...
database field capabilities                      consulting expertise




  30 dedicated healthcare-trained interviewers  ...
fact-based growth advisory services
Clearstate analyzes substantial market data and facts through healthcare-centric
frame...
growth advisory menu
                         Disease and treatment patterns analytics
  COUNTRY Opportunity    Market siz...
practical implementation of our services


 Validate historical and                                         Assess market ...
accurate & up-to-date methodology

Hard data                                                                     Customer ...
database solutions - we track & monitor your market

                       the gateway database:
                        ...
Clearstate goes beyond just offering top-line usage information in the Gateway. We believe flexible access
to depth and gr...
access to extensive healthcare networks …
We possess a unique and comprehensive proprietary database of hospitals across A...
experience in healthcare research & advisory
 Team has extensive healthcare-focused experience with specific in-depth heal...
Case study 1

global pharmaceutical company faced with declining market share, looking to
identify the root cause and devi...
Case study 2

multinational biotech company competing in niche segments assessing
opportunities to expand its market cover...
Case study 3
global medical devices supplier with vast product portfolio intends to develop a
regional reimbursement asses...
Case study 4
world leading in-vitro diagnostics brand intends to proactively launch new
product lines to tap into “greenfi...
Case study 5
global pharmaceutical client needs to benchmark its performance against top 3
competitors to gauge its effect...
www.clearstate.com   info@clearstate.com




                               bridging intelligence gaps in healthcare
Upcoming SlideShare
Loading in …5
×

introduction to clearstate

940 views

Published on

  • Be the first to comment

  • Be the first to like this

introduction to clearstate

  1. 1. an introduction to clearstate bridging intelligence gaps in healthcare www.clearstate.com bridging intelligence gaps in healthcare
  2. 2. Clearstate offers market intelligence complimented by strategic advisory services to help medical device, pharmaceutical, biotechnology, and healthcare service firms understand their current and potential markets, and implement pragmatic and innovative strategies to ultimately tap into new growth opportunities within Asia Pacific. Our approach to engagements is centred on thorough analysis of primary research, intelligent and seasoned understanding of difficult markets, practical strategy recommendations and implementation. We work collaboratively with our clients to deliver comprehensive answers to their growth concerns. bridging intelligence gaps in healthcare
  3. 3. A dedicated niche provider of in-depth healthcare specialized primary research domain knowledge solutions for a rapidly innovating robust b2b quantitative healthcare healthcare sector in the relatively analysis expertise untapped Asia Pacific region our where substantial demand driven forte supplier to growth end-user by economic and demographic healthcare strategy network formulation growth factors and where asia pacific perspectives participants are starved for actionable market intelligence. bridging intelligence gaps in healthcare
  4. 4. medical technologies diagnostics series therapeutics series patient monitoring series informatics series bridging intelligence gaps in healthcare
  5. 5. medical technologies Diagnostics in vitro diagnostics (clinical chemistries, urinalysis, hematology, immunochemistry, molecular, histology/cytology) diagnostic imaging (plain films, CT Scans, MRI scans, PET scans, nuclear medicine, ultrasound) other invasive diagnostic procedures (surgery, endoscopy, biopsy, others) Therapeutics invasive therapeutic procedures (surgical, radiological, cardiovascular, endoscopy, others) other therapeutic modalities (respiratory- oxygen therapy systems, nebulizers, accessories, others) Monitoring Systems anesthesiology, critical care units and emergency rooms (cardiac and respiratory monitors, others) cardiac and respiratory measurement devices other monitoring systems Informatics (hospital information systems) administrative systems (electronic medical records, finance and billing) clinical information systems (laboratory, pharmacy, radiology) archiving systems (PACS, CV PACS, others) bridging intelligence gaps in healthcare
  6. 6. clearstate’s proposition Three main principles in designing the research program, allowing Clearstate to deliver accurate and targeted output cost effectively to our client Comprehensive data gathering methodology Principle 1: Accurate Large user sampling triangulated with trade verification and hard data cross-check Customizable research design to address Principle 2: specific client issues Customizable Add-on solutions to enhance analysis and expand on targeted customer probing Principle 3: Combines customized and syndicated pricing approach Cost- Innovative pricing scheme to ensure effective affordability bridging intelligence gaps in healthcare
  7. 7. intimate knowledge of Asia Asian resources We are in Asia and headquartered in Singapore Native consultants, with local language capabilities Asian coverage 95% of all projects have Asian focus 80% are multi-country pan-Asian studies >70% covers China and India Close contacts with all major healthcare facilities in 14 Asian markets Contacts with Ministries of Health & Stats Boards bridging intelligence gaps in healthcare
  8. 8. database field capabilities consulting expertise 30 dedicated healthcare-trained interviewers 10 dedicated healthcare consultants with a combined experience of over 20 years in the Over 5,000 successful surveys completed sector with medical professionals throughout Asia Pacific in 2007 Vast domain knowledge in healthcare sector, 8 Asian languages capabilities, which including pharmaceuticals, diagnostics, includes Mandarin, Korean, Japanese, Malay, surgicals, applied sciences and informatics Thai, Tagalog, Vietnamese, Hindi, Tamil and Urdu bridging intelligence gaps in healthcare
  9. 9. fact-based growth advisory services Clearstate analyzes substantial market data and facts through healthcare-centric framework and model to formulate pragmatic and actionable growth recommendations “Make informed and guided investment decisions” Growth advisory Analytics Market and sales-centric advisory Data interpretation that addresses business issues Pragmatic and actionable growth recommendations Fact foundation Healthcare-centric framework and analytical Substantial market facts and models data gathering Trends reflect as close as possible to market realities Up-to-date market facts fed into healthcare analytics bridging intelligence gaps in healthcare
  10. 10. growth advisory menu Disease and treatment patterns analytics COUNTRY Opportunity Market size and share analytics Assessment Regulatory endorsement trending Reimbursement assessment and requirements Physician segmentation and mapping strategy CUSTOMER Insights Pricing analytics Strategy Customer retention strategy New product launch strategy Clinical development program COMPETITOR Portfolio management strategy Benchmarking Reimbursement and formulary access activities Comparative analytics Channel structure mapping CHANNEL Optimization Channel management analytics Strategy Margin analytics Partner search and assessment program bridging intelligence gaps in healthcare
  11. 11. practical implementation of our services Validate historical and Assess market performance of current demand at granular competitors over time. brand level. Market Competitive Track competitor activities and Plan for annual target Planning Assessment market share at granular level. based on market realities. Monitor changes in new product usage and Channel & Track replacement and technology adoptions. New Market Sales procurement cycles in order to Growth Effectiveness reinforce sales and marketing planning. Identify new market opportunities and “greenfields” in product line, Measure channel effectiveness geography and customer through granular level sales segments. performance over time. bridging intelligence gaps in healthcare
  12. 12. accurate & up-to-date methodology Hard data Customer input / user feedback Official statistics for sanity checks and Allows demand-side view of market and benchmarking analysis by granular customer segments o # of procedures by specialty o Current and ongoing relation with (official sources) Statistics & statistically significant number of o Import / export statistics secondary Hospitals & healthcare facilities (government sources) sources other healthcare o Numerous contact points in each facilities facility with surgeons, specialists, o # of national healthcare purchasers, hospital heads, etc. facilities Reliable and impartial market assessment Government organizations & Supplier insights industry associations Provides a high level, supply-side Offers unbiased industry observer view of business, as well as an view of the market environment Government understanding of competitor & KOLs Suppliers initiatives o National ministries of health & distributors o Close contacts with suppliers o Industry associations and distributors o Reputed key opinion leaders / o Keen understanding of their respected specialists / renown business and industry issues academics bridging intelligence gaps in healthcare
  13. 13. database solutions - we track & monitor your market the gateway database: audit from a large user base historical, current and future demand granular segmentation track market semi-annually and annually add-on solutions size & share probe, win & retain market vibes Projects sample data to Captures detail Discover trends that will universe in value sales, healthcare B2B shape the market in the with built-in model based customer purchase near, mid and long term on market realities. behavior insights. future. bridging intelligence gaps in healthcare
  14. 14. Clearstate goes beyond just offering top-line usage information in the Gateway. We believe flexible access to depth and granularity in usage data is critical in identifying opportunities as competition intensifies. Our database tracker is designed by surveying very large sample sizes and enables clients to cost effectively and comprehensively segment the medical device sector with versatility. Deliverables for each modality GATEWAY DATABASE Deliverables device placement, utilization and consumption data Total installation (brands and models) Brand share breakdown of installation Average age of installations Segmentations Application area Device model, brand, country of origin of supplier Facility type (hospitals, clinics, commercial labs, blood banks) Facility subtype (private vs. public ownership) Facility size (high volume, mid volume, low volume) Geography (provincial, national, regional) City (tier one, tier two, tier three as defined by economic development) Included bridging intelligence gaps in healthcare
  15. 15. access to extensive healthcare networks … We possess a unique and comprehensive proprietary database of hospitals across Asia ~ 5,000 hospitals in India ~4,000 hospitals in China ~500 hospitals in Pakistan ~750 hospitals in Indonesia ~750 hospitals in Thailand ~800 hospitals in Philippines ~500 hospitals in Vietnam ~300 hospitals in Malaysia ~200 hospitals in Taiwan ~250 hospitals in South Korea ~500 hospitals in Japan ~300 hospitals in ANZ From our ongoing research, our network within hospitals include: Hospital administrators Physician specialists (cardiologists, surgeons, oncologists, radiologists etc.) Purchasing managers Others – nurses, pharmacists, laboratory technicians, etc. Our healthcare panel participants outside of the hospital setting extends to government officials and industry associations Ministry of Public Health Ministry of Health Bureaus of Policy and Strategy Clinical Research Centers Regulatory bodies Physician Specialist Associations National Insurance Agencies bridging intelligence gaps in healthcare
  16. 16. experience in healthcare research & advisory Team has extensive healthcare-focused experience with specific in-depth healthcare domain knowledge across Asia Pacific. bridging intelligence gaps in healthcare
  17. 17. Case study 1 global pharmaceutical company faced with declining market share, looking to identify the root cause and devise a national plan to reverse the trend client: Major Asian pharmaceutical company with a comprehensive drug portfolio and leadership in numerous markets and product segments. Identified best practice: distribution strategy Map of competitive distribution structure, incorporating issue: Having been present in the China market for some typical discounts offered and sales incentives programs time, the Client has been unable to replicate its success in China, while its competitors have gained substantial market share. Clearstate was approached to identify the Pharma suppliers root issues and reverse the trend. $ xx $ xx x.x% x.x% solution: Clearstate reviewed the Client’s business model in China and identified the distribution structure and sales Tier 1 distributors and marketing strategy to be the key areas for $ xx $ xx $ xx improvement. To ensure robust and fact-based strategic x.x% x.x% x.x% recommendations, Clearstate conducted a competitor study, to identify the industry best practices and Tier 2 distributors / competitors’ key success factors. regional dealers $ xx $ xx $ xx approach: An extensive internal review of the client’s x.x% x.x% x.x% operations was initially conducted, followed by in-depth interviews with industry key opinion leaders in China, and Wholesalers a comprehensive study of the competitive practices in Typical Typical Typical Typical $ xx Typical discount discount discount discount x.x% discount distribution management and sales and marketing offered : offered : offered : offered : offered : practices. x.x% x.x% x.x% x.x% x.x% outcome: With all the facts in hand, Clearstate Major Other customer benchmarked the Client’s distribution and marketing customer accounts strategy against industry best practices, and help to accounts develop market specific distribution plan and a customer targeted sales and marketing strategy. bridging intelligence gaps in healthcare
  18. 18. Case study 2 multinational biotech company competing in niche segments assessing opportunities to expand its market coverage client: Multinational supplier of biotech research Segment prioritization instruments, targeting specific niche segment in the Attractive segments prioritized based on opportunity applied science sector. size, potential growth, and Client’s ability to serve user needs issue: As a niche player in the sector, the Client has a Low growth High growth strong market position in the segments it competes in. High compatibility High compatibility The Client intends to expand its market presence by Priority expanding its product line to compete in the other segments segments and needs to understand the market Compatibility of user needs characteristics, size and growth of the biotech research segments. solution: Clearstate launched an extensive and in-depth Secondary size and segmentation study of the biotech research segments segments, and also incorporated a user needs analysis to identify the segments where user needs matched the Clients abilities to serve that segment. approach: The starting point of the research phase was Low priority to gain a deep understanding of the Client’s products and segments capabilities. Numerous in-depth discussions were held with industry observers and regulatory bodies, biotech instrument suppliers, as well as applied science researchers to glean an unbiased and highly detailed Low growth High growth understanding of the market opportunities for the Client. Low compatibility Low compatibility outcome: Clearstate conducted a workshop with the Client’s senior executives and developed an expansion Growth potential plan on new market segments to be targeted. * Size of bubble indicates opportunity size bridging intelligence gaps in healthcare
  19. 19. Case study 3 global medical devices supplier with vast product portfolio intends to develop a regional reimbursement assessment outlining policies, economic environments and trends that will have an impact on all its product brands client: Leading multinational supplier of medical devices Medical devices procurement structure and consumables, with an assortment of currently marketed and pipeline medical device product brands. [Country] issue: The client believes its lack of visibility and FDA understanding of the payment environment in Asia has resulted in the ineffective marketing and adoption of its Marketing approval product. The client needs an in-depth understanding of Public country-specific coverage (if a product is reimbursed and Distributors Procurement if so, by whom and how), coding (in some countries codes Service are applied to technologies to facilitate their use within the Private Open respective healthcare system), and the payment/tariff contracts tenders for Tenders environment for these products (who pays who and how <USD 30k for >USD the amount is determined). Private hospital 30k or clinic Public solution: Clearstate conducted country-specific hospital reimbursement landscape analysis that examines how medical device brands are valued, the pathways to Hospitals in [Country x] can buy any device that has Korean achieve market access. Additionally, Clearstate also FDA marketing approval identified reimbursement drivers and the relative importance of these drivers to the client’s current portfolio Private hospitals buy through private contracts with local distributors and pipeline technology products. Public hospitals buy disposable and low-cost devices from outcome: Clearstate provided detailed findings on current distributors, via open tenders reimbursement environment and help to identify key Public hospitals buy high-cost equipment (>USD 30,000) individual influencers as well as drivers that will help through tenders issued by the national government’s Public facilitate introduction of new product in the market. Procurement Service bridging intelligence gaps in healthcare
  20. 20. Case study 4 world leading in-vitro diagnostics brand intends to proactively launch new product lines to tap into “greenfield” opportunities in Asia Pacific client: Global IVD brand currently embarking on new Activity-based customer preference analysis – innovative research & development program to develop Identify lab’s emphasis placed on different workflow new product line for “greenfield” customer segment in Asia activities and existing work challenges Pacific. issue: The client knows that there will be new opportunity to tap into new mid to low volume workload laboratory segments in China and India in the next 5 years. Tas Tas Task Task 1 However, the client is unclear about the adoption trends k2 k3 4 and potential barrier that could arise in penetrating the segment. The client is interested to understand usage trends and potential adoption patterns that may arise in Emphasis Task 1 Task 2 Task 3 Task 4 this nascent segment. placed by Xxx Xxx Xxx Xxx lab Xxx Xxx Xxx Xxx solution: Clearstate conducted in-depth key opinion leader interviews to gauge what market leaders’ views of new market dynamics and technology movements in this Challenges Task 1 Task 2 Task 3 Task 4 segment. Comprehensive discrete choice analysis faced / Xxx Xxx Xxx Xxx combined with an activity-based user analysis of a unmet Xxx Xxx Xxx Xxx representative sample size of mid to low workload lab needs users are applied to identify new penetration and adoption trends. Customer Task 1 Task 2 Task 3 Task 4 preference Xxx Xxx Xxx Xxx outcome: Gaps that can potentially be converted into and Xxx Xxx Xxx Xxx market opportunities are identified through a thorough matching user analysis. Clearstate advised on new trends that product features could potentially shape the targeted user segment in the next 5 years. bridging intelligence gaps in healthcare
  21. 21. Case study 5 global pharmaceutical client needs to benchmark its performance against top 3 competitors to gauge its effectiveness in growing business in China for the past 3 years client: Global pharmaceutical company but a relatively Company management forms the core of any new player in entering the specific therapy segment in business success. Product, marketing and sales China are instrumental areas that influences the level of market penetration of a drug issue: The client needs a benchmarking exercise to gauge its performance vis-à-vis competition as well as to identify areas of opportunities from competitor’s weaknesses. solution: Clearstate investigated four main areas of •Product competitors activities namely - Company Management, Product portfolio management, Marketing and promotional activities and Sales force management. A full-circle primary research technique is employed to capture all Company aspects of competitor activities. This includes obtaining Management feedback directly from competitor sales and management executives, physicians (customers), distributors Marketing (intermediaries) as well as opinions of other competitors •Sales on a particular profiled company. outcome: Assessed client’s performance vis-à-vis competition based on a quantifiable matrix for each main activity. Client is able to specifically identify key areas of weakness and strength from the measurement matrix. Clearstate also provided recommendations for the client to potentially adopt to fend off competition and tap into areas of weakness. bridging intelligence gaps in healthcare
  22. 22. www.clearstate.com info@clearstate.com bridging intelligence gaps in healthcare

×