The document discusses the adoption of online tools by pharmaceutical professionals and their preferences. It finds that most professionals, especially those at small to medium enterprises, are open to using online platforms. While corporations are more cautious initially, many could be convinced with personal recommendations. The document proposes developing free basic tools to help individuals followed by paid advanced functionality to help entire businesses source and sell online as the industry shifts to greater digital adoption and online trading.

1. The Dawn of a New Era

2. Sample: 103 Pharma Professionals
(API, Excipient, Intermediate)
Professional Split
Supplier
24%
Buyer
36%
Both
40%
Number of Employees
(1-10)
19%
(10-50)
13%
(50-250)
23%
(500-1000)
19%
(1000+)
26%

3. Pharma Poised for Online Adoption
Global Reach
EMEA, 71%
APAC, 22%
AMER, 7%
Key Findings
• 42% sometimes use online
tools or social media
• Whopping 76% ready for
online trading
• 82% want modular
function-led platform

4. Dynamics at Play
Pharma Industry Individuals
Value
Communication,
Variety, Fast
Pace, Success
Dislike Bureaucracy,
Routine & Delays,
Wasting Time
82% Target
& Deadline
Led
75% Report &
Forecast

5. Buyers
Industry
Integration
Access
When
Travelling
Address
Email
Barrier,
Excel Use
Increase
Sourcing:
More
Catalogues
• Trading
• Relationship Building
• Planning &
Forecasting
• Shipments
• Researching Partners
• Chasing Payments

6. Buyer Drivers
Position of Power: Maintain Relationships to Smooth Transactions
SME: Flexible & Like Personal Touch
Pressure
• Target, Deadline,
Reporting
Relationships
• Prefer Email but Still
Tel; Use Spreadsheets
How
• Mix of SM & Online PF
to Source
Corp: Process-led & Time Pressured
Pressure
• Target, Deadline,
Reporting
Relationships
• Busy; Prefer Email to
Tel; Use Spreadsheets
How
• Reliant on ERP;
Backup Sourcing with
Online PF

7. Buyer Preferences
Mitigate Risk in Decision Making
SME Requirements
Increase
Sourcing
Access
Statistical Data
Forecasting &
Reporting Tools
Prioritise
Actions
Save Time
Drive New Biz Easy to Use
Secure
Mitigate
Decision-
Making Risk
Corporate Requirements
Increase
Sourcing
Access
Statistical Data
Forecasting &
Reporting Tools
Store
Transactional
Data
Easy to Use
Save Time
Follow
Business
Processes
Secure
Drive New
Business

8. Key Buyer Insights
SME: Open
• 70%* would use online PF &
30% want 1 stop shop
• 70% don’t attach risk to online
business execution
• 50% believe sharing docs &
process will reduce workload
• 80% prefer modular solution
built on functionality
*30% could be convinced
Corp: Open – Address ‘Risk’
• 81%* would use online PF &
27% want 1 stop shop
• 54% don’t attach risk to online
business execution
• 55% believe sharing docs &
process will reduce workload
• 94% prefer modular solution
built on functionality
*18% could be convinced

9. Key Buyer Learnings: Excite Me
Strategy: Personal Best
Online Business Tool
•Unlimited RFQs to Overcome
Email Barrier
•Options to answer via email
Solve
Routine
Tasks
•Prefilled Data
•Easy Excel
upload
Enhance Relationships
•Online chat
Make Quick,
Safe
Decisions
•MIS & Stats,
Reminders on
Delayed
Processes,
Comparison
Tool

10. Suppliers
Industry
Integration
Access
When
Travelling
Address
Email
Barrier,
Excel Use
Increase
Business
Opportunity
• Relationship Building
• Trading
• Researching
Competitors/Partners
• Planning &
Forecasting
• Shipments
• Chasing Payments

11. Supplier Drivers
Rely on Creating Strong Relationships to Increase Sales
SME Caste Wider New Biz Net
Pressure
• Target, Deadline,
Report & Forecast
Relationships
• Drive though Email/Tel;
Use Spreadsheets
How
• CRM, SM & Online PF
to Develop Sales Leads
Corporate Drive Organic Growth
Pressure
• Target, Deadline,
Report & Forecast
Relationships
• Focus on Email with
Little Tel; Use
Spreadsheets
How
• ERP & Internal IT to
Exploit Sales Leads

12. Supplier Preferences
Prioritise Actions to Meet Sales Targets
SME Requirements
Increase Sales
Leads
Prioritise
Actions
Forecasting &
Reporting Tools
Connect
Trading
Partners
Drive New
Business
Save Time Easy to Use
Increase Sales
Opps
Follow
Business
Processes
Corporate Requirements
Increase Sales
Leads
Prioritise
Actions
Forecasting &
Reporting Tools
Access
Statistical Data
Drives New
Business
Increase Sales Saves Time
Secure
Follows
Business
Process

13. Key Supplier Insights
SME: Open – Highlight ‘workload’
• 67%* would use online PF &
50% want 1 stop shop
• 84% don’t attach risk to online
business execution
• 83% believe sharing docs &
process will reduce workload
• 100% prefer modular solution
built on functionality
*33% could be convinced
Corp: Closed - Require PR
• 0%* would use online PF & 0%
want 1 stop shop
• 40% don’t attach risk to online
business execution
• 40% believe sharing docs &
process will reduce workload
• 90% prefer modular solution
built on functionality
*60% could be convinced though
personal recommendations from
trusted partners

14. Key Supplier Learnings: Excite Me
Strategy: Personal Best
Online Sales Tool
•Unlimited RFQs Response to
Overcome Email Barrier
•Options to answer via Email
Solve
Routine
Tasks
•Prefilled Data
•Easy Excel
upload
Enhance Relationships
•Online chat
Prioritise
Actions to
Target
•MIS & Stats,
Reminders on
Delayed
Processes,
Prioritise
Actions to Hit
Sales Targets

15. Go to Market
Customer Facing Product & Business Model Fit for Purpose
Adoption Funnel: Free Product that Helps
Individuals Hit Their Personal Best
•Develop front end ‘excite me’ tools to open adoption funnel
•Close Marketplace until you build trust, control your own
networks, keep the cowboys out etc.
•Launch, PR/Marketing Campaigns to Drive Platform Population
Over 6 Months
•When platform populated and becomes a commodity that
businesses will pay for, move into Profitability strategy (below)
Profitability: Paid for Functionality that Helps
Departments and Businesses to Hit Their Personal
Best
•Open marketplace; move from catalogue ‘feel’ into a new
business tool for sales/sourcing
•Feature led purchasing options for departments
•Feature led purchasing options for businesses
•Back up with sales (affiliate) and marketing strategy