The document discusses Reltio's SaaS applications for life sciences companies, focusing on adaptive data convergence that incorporates multiple data sources for enhanced decision-making and market strategies. It emphasizes the shift in business models within the industry, highlighting the complexities of customer relationships and data management. Key features include multi-tenant architectures, real-time data management capabilities, and advanced data analytics, particularly using technologies like Hadoop and Cassandra.

1. Adaptive Data Convergence for Life Sciences
Manish Sood | CEO & Founder, Reltio, manish@reltio.com

2. © 2012-2013 Reltio
Summary – Adaptive Data Convergence for Life Sciences
Discussion
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. © 2012-2013 Reltio
! Decision making is moving from Prescribers to
large Organizations
! Hospital sector is concentrating and buying groups,
as well as hospital chains, are emerging
! Payers now have explicit negotiation relationships
with the pharma industry
! Online pharmacies are capturing increasing market
share and are becoming major customers for
pharma companies for OTC (over the counter)
drugs
Changing Business Model for Life Sciences
#Cassandra13, @Reltio, @msoodx 3Empowering Perspectives

4. © 2012-2013 Reltio 4
Customers for Pharma companies – a complicated view
Empowering Perspectives #Cassandra13, @Reltio, @msoodx

5. © 2012-2013 Reltio
For every Life Sciences company
data comes from multiple
sources:
! Enterprise sources –12 or
more
! 3rd Party data sources – 12 or
more that include:
! Reference data
! Prescription sales
! Claims processing
! Referral data
! Spend data
! Social media sources –
includes specialty networks
Common considerations
5Empowering Perspectives #Cassandra13, @Reltio, @msoodx

6. © 2012-2013 Reltio
! Measure – account profitability, price leakage, and
commercial terms
! Identify – key accounts and the right level of
investment
! Tailor – pricing and tactics, contract options, and
offerings for the account
! Align the team – by determining the optimal size
and setup of your Account team
! Adjust incentives – to foster entrepreneurial
behavior
Data driven Business
6Empowering Perspectives #Cassandra13, @Reltio, @msoodx

7. © 2012-2013 Reltio 7
Organizing Relationship data
Empowering Perspectives #Cassandra13, @Reltio, @msoodx
Client
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. © 2012-2013 Reltio 8
Deriving value from Complex Relationships
Empowering Perspectives #Cassandra13, @Reltio, @msoodx
H
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. © 2012-2013 Reltio 9
Other areas – Clinical Trial Patient and Investigator requirement
Empowering Perspectives #Cassandra13, @Reltio, @msoodx
Data
from
mul(ple
sources
for:
• Claims
• Pa(ents
• Diagnoses
Referrals
• Health
care
providers
(HCPs)
referring
to
HCPs

10. © 2012-2013 Reltio
The Setup
! Star schema
! Aggregate tables
! Query caching &
manipulation
! Support for MDM (master
data management)
concepts such as matching,
merging and crosswalk
maintenance
The Results
! Modeling adhoc dimensional
relationships
! complex
! Support for MDM concepts
! limitations with performance
& scale
! Hierarchical rollups and
aggregations
! slow
! Multi-source fact data from
disparate sources
! needs a separate table for
every disparate source
10
What we tried
Empowering Perspectives #Cassandra13, @Reltio, @msoodx

11. © 2012-2013 Reltio
Groups
11
Reltio meta-model using C*
Empowering Perspectives #Cassandra13, @Reltio, @msoodx
En((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. © 2012-2013 Reltio 12
Scaling Reltio
Empowering Perspectives #Cassandra13, @Reltio, @msoodx
Auto scaling Group
Auto scaling Group
Auto scaling Group
Auto scaling Group
Reltio UI HA Files Storage
or
SAN for documents and
image storage
Reltio API
Real-­‐(me
Index
Shard
Replic
a
Users
Colocation optional
Cassandra
(Real-­‐(me
Datastore)
Real-time
Cassandra
Hadoop

13. * Reltio Convergence Hub - enables Data Convergence apps with
MDM (master data management) at it’s core
* for use by Customers, Data Partners and ISVs
* SaaS & Private cloud deployments for real-time and highly available
data management
Reltio - summary

14. Thank you
Manish Sood | CEO & Founder, Reltio, manish@reltio.com