The Aequitas Group is a boutique healthcare advisory firm that specializes in developing solutions to define and communicate a product's value. They have expertise across clinical, marketing, health policy, and payor assessments to develop commercialization strategies. Their services include competitive intelligence, reimbursement and patient education programs, managed markets consulting, and call center auditing. Their goal is to provide insights, develop strategies, and ensure strong execution to maximize patient access and value for stakeholders.
Creativ-Ceutical is an international consulting firm that provides strategic pricing, market access, health economics, and outcomes research services to life sciences companies. They help clients develop pricing and reimbursement strategies, determine clinical and economic value, and select appropriate research methods. Their multidisciplinary team has experience across various therapeutic areas and healthcare systems. Creativ-Ceutical aims to combine strong technical expertise with strategic advice to help clients maximize the value and market access of their products.
The document discusses developing an eHealth business model for chronic diseases based on experience from the Lodzkie Region of Poland. It outlines the assumptions, definition, and methodology used, and provides examples of business models for eHealth ventures. The models illustrate key partners, activities, value propositions, customer relationships and segments, channels, costs, and revenue streams. The conclusions state that the business model canvas methodology is simple, practical, and evidence-based for developing innovative eHealth models.
This document discusses sourcing strategies and trends in sourcing key business functions. It introduces the concept of a sourcing strategy cube that evaluates sourcing options based on ownership, location, and management approach. The document then covers trends in sourcing human resources, procurement, finance & accounting, and IT. It emphasizes that the goal of a sourcing strategy is to define what processes and functions provide strategic advantage versus those that could be outsourced to optimize costs and focus internally on core competencies. Effective sourcing requires selecting the right option in the sourcing cube and carefully managing the implementation and ongoing relationship.
Salient Research and Consulting is a global consulting firm founded in 2009 that focuses on new product commercialization in the medical device, pharmaceutical, and biotechnology industries. They have delivered over 30 engagements and work with companies ranging from large biopharma companies to startups. Salient leverages deep industry experience and leading techniques to develop trusted, long-term client relationships and improve business outcomes through strategic consulting and market research services.
This document provides an overview of marketing concepts. It begins by defining marketing as the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods and services. It then discusses key marketing terms like the marketing mix, marketing management, and the 4Ps of marketing. Several sections explain core concepts in more depth, such as the differences between sales and marketing, the scope of products that can be marketed, and frameworks for understanding customers and their needs. The document also covers strategic marketing and planning, discussing topics like the marketing environment, marketing objectives, and the components of a marketing plan. It aims to give the reader a well-rounded introduction to fundamental aspects of marketing.
Introduction to Marketing - Session 2 at ITM, Mumbai. Includes:
Targeting
What is good marketing research?
Marketing research Questions
Types of information
Types of market research
Market research summary
Test Market
Define Target Audience
Estimate market potential
Analyze market share/share of customer
Track competitors
Identify market characteristics & trends
Analyze sales data
Sales forecasting: Existing / new products
Product
• Product Strategy
• Product Essentials
• Features and Benefits
• Classifying products
• Product line and mix
• Branding
• Packaging and LabellingTrademarks
Positioning and Brand Building
• The Art of Positioning is Marketing
• Positioning the game of Mind and Heart
• Brand is a Promise
• Brand is owned by Customers
• Understanding Brand Drivers
• Brand Attributes
• Brand Architecture
• The Positioning Template
Strategy Development On A Shoestring Aug 08nitiagrawal
This document outlines a 6-step process for developing a strategy on a shoestring budget. It discusses defining decision criteria, identifying strategic options, researching target markets and competition, conducting customer interviews, and developing a recommendation. The process aims to leverage existing knowledge and accelerate market traction with limited resources. Customer validation is key, as investors want to understand why a market was selected.
Creativ-Ceutical is an international consulting firm that provides strategic pricing, market access, health economics, and outcomes research services to life sciences companies. They help clients develop pricing and reimbursement strategies, determine clinical and economic value, and select appropriate research methods. Their multidisciplinary team has experience across various therapeutic areas and healthcare systems. Creativ-Ceutical aims to combine strong technical expertise with strategic advice to help clients maximize the value and market access of their products.
The document discusses developing an eHealth business model for chronic diseases based on experience from the Lodzkie Region of Poland. It outlines the assumptions, definition, and methodology used, and provides examples of business models for eHealth ventures. The models illustrate key partners, activities, value propositions, customer relationships and segments, channels, costs, and revenue streams. The conclusions state that the business model canvas methodology is simple, practical, and evidence-based for developing innovative eHealth models.
This document discusses sourcing strategies and trends in sourcing key business functions. It introduces the concept of a sourcing strategy cube that evaluates sourcing options based on ownership, location, and management approach. The document then covers trends in sourcing human resources, procurement, finance & accounting, and IT. It emphasizes that the goal of a sourcing strategy is to define what processes and functions provide strategic advantage versus those that could be outsourced to optimize costs and focus internally on core competencies. Effective sourcing requires selecting the right option in the sourcing cube and carefully managing the implementation and ongoing relationship.
Salient Research and Consulting is a global consulting firm founded in 2009 that focuses on new product commercialization in the medical device, pharmaceutical, and biotechnology industries. They have delivered over 30 engagements and work with companies ranging from large biopharma companies to startups. Salient leverages deep industry experience and leading techniques to develop trusted, long-term client relationships and improve business outcomes through strategic consulting and market research services.
This document provides an overview of marketing concepts. It begins by defining marketing as the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods and services. It then discusses key marketing terms like the marketing mix, marketing management, and the 4Ps of marketing. Several sections explain core concepts in more depth, such as the differences between sales and marketing, the scope of products that can be marketed, and frameworks for understanding customers and their needs. The document also covers strategic marketing and planning, discussing topics like the marketing environment, marketing objectives, and the components of a marketing plan. It aims to give the reader a well-rounded introduction to fundamental aspects of marketing.
Introduction to Marketing - Session 2 at ITM, Mumbai. Includes:
Targeting
What is good marketing research?
Marketing research Questions
Types of information
Types of market research
Market research summary
Test Market
Define Target Audience
Estimate market potential
Analyze market share/share of customer
Track competitors
Identify market characteristics & trends
Analyze sales data
Sales forecasting: Existing / new products
Product
• Product Strategy
• Product Essentials
• Features and Benefits
• Classifying products
• Product line and mix
• Branding
• Packaging and LabellingTrademarks
Positioning and Brand Building
• The Art of Positioning is Marketing
• Positioning the game of Mind and Heart
• Brand is a Promise
• Brand is owned by Customers
• Understanding Brand Drivers
• Brand Attributes
• Brand Architecture
• The Positioning Template
Strategy Development On A Shoestring Aug 08nitiagrawal
This document outlines a 6-step process for developing a strategy on a shoestring budget. It discusses defining decision criteria, identifying strategic options, researching target markets and competition, conducting customer interviews, and developing a recommendation. The process aims to leverage existing knowledge and accelerate market traction with limited resources. Customer validation is key, as investors want to understand why a market was selected.
Seminar 2: Testing The Water: Market Research and Validation
Date: Thursday 15 March 2012
Time: 5.30pm-7.00pm
Venue: Cambridge campus (LAB026) - Chelmsford campus (MAB221)
You have a great idea but will anyone actually want to buy it. Understanding the market you're in, what your customers actually want and who you're going to be up against is key if you want to be a success.
Guest speaker: Stewart McTavish, Innovation Director, IdeaSpace
Stewart McTavish is the Innovation and Support Director at the University of Cambridge ideaSpace. Before joining the ideaSpace he founded three ventures in web and media. At ideaSpace Stew helps advise and connect entrepreneurs.
State of US Retail Industry Trends: 5 InsightsSumit Roy
Retailers can grow their business by designing exceptional customer experiences. The 2011 Experience Radar identifies five experience enhancers that can help retailers create differentiated experiences: 1) understand that loyalty is driven by experience, not rewards points; 2) promote brand ambassadors to spread positive experiences; 3) help customers avoid risk through features like free shipping and flexible returns; 4) embrace omnichannel retailing by meeting customers wherever they shop; 5) swiftly resolve issues when things go wrong. The report also identifies five customer segments with distinct experience preferences that retailers can target.
This document provides an overview of marketing concepts for bankers. It defines marketing as the process of planning and executing ideas, goods, and services to create exchanges that satisfy goals. Marketing management involves choosing target markets and growing customer value. The marketing mix consists of the 4 Ps - product, price, place, and promotion. Additional concepts covered include the scope of products and services that can be marketed, the 4Cs customer framework, and differences between sales and marketing. The document emphasizes understanding customer needs and creating value as core to a customer-centric approach.
Marketing involves planning and executing ideas, products and services to create value for customers. It includes conception, pricing, promotion and distribution to satisfy individual and organizational goals. Marketing management is the process of choosing target markets and creating, delivering and communicating superior customer value. The core concepts of marketing are understanding customer needs, wants, demands and desires and delivering products and services that provide utility, value and satisfaction.
Session two of my classes at ITM Executive MBA for Marketing Strategy. This covers Product & Branding Strategy including Theory & speaker notes provides some examples too.
The success of a new pricing campaign relies on the balance of many factors, some are measurable and some seem to depend mostly on creativity and talent
The challenge is to bring the science much closer to the “artistic” part
In this webinar the participants will learn about:
Behavior Pricing analytics framework, profitability modeling, simulations and forecasting
Needs Determining pricing structures based on segments/micro segments needs
Perceptions Value based pricing strategy in practice
Influential Behavioral economics real life examples – providing additional science into pricing structures & campaign messages
The document discusses key concepts for companies to understand when planning for growth. It emphasizes the importance of:
1) Developing a clear market plan and agreeing on how to measure growth.
2) Establishing benchmarks that are critical to the success of the growth strategy and long-term survival of the company.
3) Linking any growth strategy to the company's core business and value proposition to customers.
The document provides advice on understanding capacity and utilization, developing a business model for growth, monitoring the business environment, and emphasizing measurement and adjustment of the growth plan based on results. The overall message is that effective growth requires insight, clear goals and metrics, and responsiveness to changes.
The document provides an overview of marketing concepts for bankers. It defines marketing as the process of planning and executing activities to create exchanges that satisfy individual and organizational goals. It discusses the marketing mix of product, price, place, and promotion. It also explains concepts such as the 4 Ps and 4 Cs frameworks, and differences between sales and marketing. The document emphasizes that understanding customer needs is key and outlines the marketing process from developing a business mission to implementation and evaluation.
This document provides information about Solutions & Decisions, a management consulting firm focused on supply chain performance optimization. The company aims to improve customers' operations through practical solutions that simplify supply chains and enhance supply chain capabilities. Solutions & Decisions' methodology involves diagnosing problems, searching for short-term savings, and providing a customized approach based on improving processes, teams, and tools. The company works closely with customers to provide recommendations and ensure results.
The document provides an overview of marketing concepts and strategies. It begins with several definitions of marketing from different universities. It then discusses that knowing customer wants is not enough on its own for success, and that strategies and tactics are also important. The true nature of marketing today involves conflict between corporations, not just satisfying needs. The document goes on to discuss key marketing concepts like the marketing mix, relationship marketing, common marketing errors, and differences between production-oriented versus market-oriented businesses. It also covers strategic planning components and various corporate growth strategies.
Prove Your Advantage: TCO Sales and Marketing ToolsAlinean, Inc.
B2B Total Cost of Ownership (TCO) Sales Enablement Tools and Marketing Calculators are required to prove value, best competition and Fight Frugalnomics™.
Distribution
Direct and Indirect Selling Channels
Types of Intermediaries: Direct Channel
Types of Intermediaries: Indirect Channel
Channel Development
Channel Adaptation
Channel Decisions
Marketing of Industrial Product also called:(B2B)
Definition
Differences Between B2B and B2C
• Products/Services being marketed
• Nature of demand
• How the customer buys
• Communication process
• Economic/Financial factors
• Relationship Marketing
Marketing of Services
What is a service?
Difference between goods and services
Intangibility Inseparability, Heterogeneity and Perishability
Services -
Business Services, Health Services, Professional Services and
Hospitality Services
• The role of marketing in a service firm
Sales and Field Force Management
• Sales Management defined
• Task and goals of the sales
• Sales Management Model
• Sales Management Trends
• Transaction Selling vs Relationship Selling
• Recruiting and Managing the field team
• Time and Territory Management
Personal Selling
The most important promotional tool in B2B marketing
Transaction/relationship is often too complex to consummate without personal interaction between marketer and buyer.
Boundary Spanner
Customers are sophisticated and you need a long-term relationship to be successful.
B2B sales cost more than B2C selling
This document provides an overview of marketing concepts and frameworks for bankers. It defines marketing as the process of planning exchanges to satisfy individual and organizational goals. Marketing management involves choosing target markets and creating, delivering, and communicating superior customer value. The marketing mix of product, price, place, and promotion are explained as the key elements to manage. Customer value, needs, and the marketing triangle of customers, company, and competition are core concepts. The document outlines the strategic planning process and components of a marketing plan to guide activities.
As a supporter of open innovation in SM we present our thoughts on what is involved
in advancing Supply Management as a core competence and invite interested parties to share their views to develop this theme.
Notes Version: The Paradigm From Sales To Profits Using Optimization AnalyticsVivastream
CVS Caremark utilized lift modeling and constraint-based optimization to improve their POS coupon program. They developed predictive models to identify customers most likely to purchase incrementally in response to offers. Testing found their initial models did not improve results, but refining the models using more data and a combined analytic and strategic approach significantly increased incremental sales and profit per customer. Lessons included focusing on the right success metrics, challenges of lift modeling, and the need for both analytic techniques and business knowledge.
1. The document discusses key elements of a strategic plan including determining the product market, level of commitment to resources, and objectives and plans for each functional area.
2. It also outlines the strategic planning process including collecting data, analyzing the situation, developing objectives and strategies, and measuring progress toward goals.
3. Finally, it provides examples of strategic planning tools like the wants-gets grid, conceptual map, value chain analysis, five forces of competition, and requisites for a learning organization.
The Changing Pharma R&D Model, GDDIS Leaders Summit Ted Torphy CSO, Head, External Innovation Research Excellence, Advance Technologies Janssen R&D
A Johnson & Johnson Pharmaceutical Company
Previous Position
www.gbx.uk.com
www.gddis.com
www.gddif.com
www.wddis.com
This document introduces a human capital alignment software called ManagerHR that aims to address key challenges faced by CEOs, managers, HR leaders, employees, and other stakeholders. It provides concise summaries of the challenges each group faces. It then describes ManagerHR as a powerful, cost-effective, user-friendly, and highly integrated software that can manage unlimited employees, locations, and companies. It offers features like notifications, web access, statutory compliance, and integration capabilities. Testimonials from existing clients praise ManagerHR's partnership approach, competitive pricing, transparent processes, and ability to exceed cost value through effective delivery and custom solutions.
By owning software, one can become a market leader, support clients directly, offer discounted rates, invoice clients directly, create their own reseller programs, customize their own plans, make their own business strategies instead of following others, choose from different sales options including offline direct/indirect and online, own the source code and modify it as needed, outsource work or get technical and functional training and lifelong support for their team, support end users if required, make a risk-free investment, and partner with a visionary IT service provider focused on becoming one of the best in the world.
The Aequitas Group Capabilities Overview Q409bmeunier9
The Aequitas Group is a boutique strategic healthcare advisory firm that specializes in developing solutions to define and communicate a product's value. They deliver offerings in a disciplined, evidence-driven environment. Aequitas has experts from various healthcare fields and provides services across a product's lifecycle like clinical trials, market launch, reimbursement strategies, and more. Their goal is to maximize patient access through obtaining coverage, educating stakeholders, and navigating the regulatory landscape.
This document provides an overview of the IT industry in India. It discusses the top software companies globally and in India, including TCS, Infosys, and Wipro. It analyzes the financial performance and margins of these major players over time. The document also examines the size and growth of the Indian IT industry, its contribution to GDP, FDI inflows, and exports. It notes that Nasscom forecasts 4-7% growth for the sector in the current fiscal year and double-digit growth starting next fiscal year.
Seminar 2: Testing The Water: Market Research and Validation
Date: Thursday 15 March 2012
Time: 5.30pm-7.00pm
Venue: Cambridge campus (LAB026) - Chelmsford campus (MAB221)
You have a great idea but will anyone actually want to buy it. Understanding the market you're in, what your customers actually want and who you're going to be up against is key if you want to be a success.
Guest speaker: Stewart McTavish, Innovation Director, IdeaSpace
Stewart McTavish is the Innovation and Support Director at the University of Cambridge ideaSpace. Before joining the ideaSpace he founded three ventures in web and media. At ideaSpace Stew helps advise and connect entrepreneurs.
State of US Retail Industry Trends: 5 InsightsSumit Roy
Retailers can grow their business by designing exceptional customer experiences. The 2011 Experience Radar identifies five experience enhancers that can help retailers create differentiated experiences: 1) understand that loyalty is driven by experience, not rewards points; 2) promote brand ambassadors to spread positive experiences; 3) help customers avoid risk through features like free shipping and flexible returns; 4) embrace omnichannel retailing by meeting customers wherever they shop; 5) swiftly resolve issues when things go wrong. The report also identifies five customer segments with distinct experience preferences that retailers can target.
This document provides an overview of marketing concepts for bankers. It defines marketing as the process of planning and executing ideas, goods, and services to create exchanges that satisfy goals. Marketing management involves choosing target markets and growing customer value. The marketing mix consists of the 4 Ps - product, price, place, and promotion. Additional concepts covered include the scope of products and services that can be marketed, the 4Cs customer framework, and differences between sales and marketing. The document emphasizes understanding customer needs and creating value as core to a customer-centric approach.
Marketing involves planning and executing ideas, products and services to create value for customers. It includes conception, pricing, promotion and distribution to satisfy individual and organizational goals. Marketing management is the process of choosing target markets and creating, delivering and communicating superior customer value. The core concepts of marketing are understanding customer needs, wants, demands and desires and delivering products and services that provide utility, value and satisfaction.
Session two of my classes at ITM Executive MBA for Marketing Strategy. This covers Product & Branding Strategy including Theory & speaker notes provides some examples too.
The success of a new pricing campaign relies on the balance of many factors, some are measurable and some seem to depend mostly on creativity and talent
The challenge is to bring the science much closer to the “artistic” part
In this webinar the participants will learn about:
Behavior Pricing analytics framework, profitability modeling, simulations and forecasting
Needs Determining pricing structures based on segments/micro segments needs
Perceptions Value based pricing strategy in practice
Influential Behavioral economics real life examples – providing additional science into pricing structures & campaign messages
The document discusses key concepts for companies to understand when planning for growth. It emphasizes the importance of:
1) Developing a clear market plan and agreeing on how to measure growth.
2) Establishing benchmarks that are critical to the success of the growth strategy and long-term survival of the company.
3) Linking any growth strategy to the company's core business and value proposition to customers.
The document provides advice on understanding capacity and utilization, developing a business model for growth, monitoring the business environment, and emphasizing measurement and adjustment of the growth plan based on results. The overall message is that effective growth requires insight, clear goals and metrics, and responsiveness to changes.
The document provides an overview of marketing concepts for bankers. It defines marketing as the process of planning and executing activities to create exchanges that satisfy individual and organizational goals. It discusses the marketing mix of product, price, place, and promotion. It also explains concepts such as the 4 Ps and 4 Cs frameworks, and differences between sales and marketing. The document emphasizes that understanding customer needs is key and outlines the marketing process from developing a business mission to implementation and evaluation.
This document provides information about Solutions & Decisions, a management consulting firm focused on supply chain performance optimization. The company aims to improve customers' operations through practical solutions that simplify supply chains and enhance supply chain capabilities. Solutions & Decisions' methodology involves diagnosing problems, searching for short-term savings, and providing a customized approach based on improving processes, teams, and tools. The company works closely with customers to provide recommendations and ensure results.
The document provides an overview of marketing concepts and strategies. It begins with several definitions of marketing from different universities. It then discusses that knowing customer wants is not enough on its own for success, and that strategies and tactics are also important. The true nature of marketing today involves conflict between corporations, not just satisfying needs. The document goes on to discuss key marketing concepts like the marketing mix, relationship marketing, common marketing errors, and differences between production-oriented versus market-oriented businesses. It also covers strategic planning components and various corporate growth strategies.
Prove Your Advantage: TCO Sales and Marketing ToolsAlinean, Inc.
B2B Total Cost of Ownership (TCO) Sales Enablement Tools and Marketing Calculators are required to prove value, best competition and Fight Frugalnomics™.
Distribution
Direct and Indirect Selling Channels
Types of Intermediaries: Direct Channel
Types of Intermediaries: Indirect Channel
Channel Development
Channel Adaptation
Channel Decisions
Marketing of Industrial Product also called:(B2B)
Definition
Differences Between B2B and B2C
• Products/Services being marketed
• Nature of demand
• How the customer buys
• Communication process
• Economic/Financial factors
• Relationship Marketing
Marketing of Services
What is a service?
Difference between goods and services
Intangibility Inseparability, Heterogeneity and Perishability
Services -
Business Services, Health Services, Professional Services and
Hospitality Services
• The role of marketing in a service firm
Sales and Field Force Management
• Sales Management defined
• Task and goals of the sales
• Sales Management Model
• Sales Management Trends
• Transaction Selling vs Relationship Selling
• Recruiting and Managing the field team
• Time and Territory Management
Personal Selling
The most important promotional tool in B2B marketing
Transaction/relationship is often too complex to consummate without personal interaction between marketer and buyer.
Boundary Spanner
Customers are sophisticated and you need a long-term relationship to be successful.
B2B sales cost more than B2C selling
This document provides an overview of marketing concepts and frameworks for bankers. It defines marketing as the process of planning exchanges to satisfy individual and organizational goals. Marketing management involves choosing target markets and creating, delivering, and communicating superior customer value. The marketing mix of product, price, place, and promotion are explained as the key elements to manage. Customer value, needs, and the marketing triangle of customers, company, and competition are core concepts. The document outlines the strategic planning process and components of a marketing plan to guide activities.
As a supporter of open innovation in SM we present our thoughts on what is involved
in advancing Supply Management as a core competence and invite interested parties to share their views to develop this theme.
Notes Version: The Paradigm From Sales To Profits Using Optimization AnalyticsVivastream
CVS Caremark utilized lift modeling and constraint-based optimization to improve their POS coupon program. They developed predictive models to identify customers most likely to purchase incrementally in response to offers. Testing found their initial models did not improve results, but refining the models using more data and a combined analytic and strategic approach significantly increased incremental sales and profit per customer. Lessons included focusing on the right success metrics, challenges of lift modeling, and the need for both analytic techniques and business knowledge.
1. The document discusses key elements of a strategic plan including determining the product market, level of commitment to resources, and objectives and plans for each functional area.
2. It also outlines the strategic planning process including collecting data, analyzing the situation, developing objectives and strategies, and measuring progress toward goals.
3. Finally, it provides examples of strategic planning tools like the wants-gets grid, conceptual map, value chain analysis, five forces of competition, and requisites for a learning organization.
The Changing Pharma R&D Model, GDDIS Leaders Summit Ted Torphy CSO, Head, External Innovation Research Excellence, Advance Technologies Janssen R&D
A Johnson & Johnson Pharmaceutical Company
Previous Position
www.gbx.uk.com
www.gddis.com
www.gddif.com
www.wddis.com
This document introduces a human capital alignment software called ManagerHR that aims to address key challenges faced by CEOs, managers, HR leaders, employees, and other stakeholders. It provides concise summaries of the challenges each group faces. It then describes ManagerHR as a powerful, cost-effective, user-friendly, and highly integrated software that can manage unlimited employees, locations, and companies. It offers features like notifications, web access, statutory compliance, and integration capabilities. Testimonials from existing clients praise ManagerHR's partnership approach, competitive pricing, transparent processes, and ability to exceed cost value through effective delivery and custom solutions.
By owning software, one can become a market leader, support clients directly, offer discounted rates, invoice clients directly, create their own reseller programs, customize their own plans, make their own business strategies instead of following others, choose from different sales options including offline direct/indirect and online, own the source code and modify it as needed, outsource work or get technical and functional training and lifelong support for their team, support end users if required, make a risk-free investment, and partner with a visionary IT service provider focused on becoming one of the best in the world.
The Aequitas Group Capabilities Overview Q409bmeunier9
The Aequitas Group is a boutique strategic healthcare advisory firm that specializes in developing solutions to define and communicate a product's value. They deliver offerings in a disciplined, evidence-driven environment. Aequitas has experts from various healthcare fields and provides services across a product's lifecycle like clinical trials, market launch, reimbursement strategies, and more. Their goal is to maximize patient access through obtaining coverage, educating stakeholders, and navigating the regulatory landscape.
This document provides an overview of the IT industry in India. It discusses the top software companies globally and in India, including TCS, Infosys, and Wipro. It analyzes the financial performance and margins of these major players over time. The document also examines the size and growth of the Indian IT industry, its contribution to GDP, FDI inflows, and exports. It notes that Nasscom forecasts 4-7% growth for the sector in the current fiscal year and double-digit growth starting next fiscal year.
The Indian IT industry has grown steadily over the past few decades and is now a major global player. It has evolved in 4 phases from a focus on software exports to the establishment of global delivery centers. The key segments are software, IT services, and IT-enabled services. Major Indian cities have emerged as IT hubs, attracting global companies with skilled labor. The industry faces opportunities in new technologies and markets but also threats from rising wages and competition.
The document evaluates the Mayo Clinic brand through analyzing a 1996 brand equity study. Some key findings include the Clinic's high brand awareness, strong associations with research and specialty care, and perception as a leader in integrity, leadership, and professionalism. However, it was seen more as for the rich/famous and as a tertiary care provider rather than primary care. In 1999, Mayo created an Office of Brand Management to protect and enhance the brand through developing guidelines and research. The conclusions were that Mayo has powerful brand equity due to excellence in care, compassion, cooperation, and commitment to knowledge. Maintaining a satisfied patient base is vital to preserving their preference.
BIO Windhover Pharmaceutical Strategic Alliances Conference April 2011Nathan White, CPC
This document summarizes a presentation on creating an optimal commercial reimbursement landscape for pharmaceutical products. The presentation discusses the complexities of proving value to payers in light of healthcare reform uncertainties and a changing regulatory environment. It provides two case studies on companies that failed to consider reimbursement challenges and offers lessons on strategic planning to meet regulatory and reimbursement needs. The goal is developing a clinical and regulatory strategy that ensures reimbursement resonance with payers and reduces patient access barriers.
Clearstate offers market intelligence and strategic advisory services to help healthcare companies in Asia Pacific. They conduct in-depth primary research and analysis to understand markets and identify growth opportunities. Their approach involves thorough analysis, understanding difficult markets, practical strategy recommendations, and collaborative work with clients. They have expertise researching the healthcare sector in Asia Pacific and provide cost-effective solutions to help clients make informed decisions about markets, competitors, channels, and new opportunities.
Boston MedTech Advisors provides consulting services to medical technology and healthcare companies to help them achieve their business goals. They offer expertise in regulatory, reimbursement, clinical trials, market research, business development, financing, and more. Their consultants have extensive experience in the US and European healthcare systems from both working at and founding medical technology companies.
This document discusses considerations for launching a specialty product. It emphasizes the importance of demonstrating value through clinical and cost effectiveness data, ensuring patient access to therapy, and generating data to support value claims. It provides tips for defining goals, building an integrated team, and refining a launch strategy focused on these priorities. The strategy should consider innovative contracting, outcomes-based agreements, and communicating the right evidence to the right audiences. Overall, the document stresses that demonstrating value is critical for specialty product launches, especially with increased attention on healthcare costs.
RISKPRO INDIA
• Riskpro is India’s first national practice dedicated to risk management services and training, corporate governance, and global regulatory compliances
• Risk can be defined as a prospect of loss or reduced gain that can adversely affect the achievement of an organisation’s objectives
• When greed overtakes need, it spells trouble. Manifested as ‘bankruptcy’ in much of the developed world and ‘corruption’ closer to home, greed has clearly disrupted some major industrialised economies and enhanced the risks of doing business
• In today’s world, risks are not few. The reason companies so often fail to systematically manage their key risks is rooted in the way they define the risks they face. Risks are manageable and the answer to untapped business opportunities that lie dormant waiting for risk factors to turn favourable
• Riskpro was founded in 2009 with offices in Mumbai, Delhi, and Bangalore and it has already added eight member firms in Ahmedabad, Agra, Chennai, Gurgaon, Hyderabad, Jaipur, Ludhiana, and Pune. All our offices and member firms are well equipped and staffed with qualified professionals viz. CA, CWA, CS, CPA, CIA, CISA, CFA, and MBA
• Riskpro’s founders are qualified risk management specialists with extensive work experience in Europe and USA in several industries and financial institutions
• Riskpro aims to be the preferred service provider for large and medium enterprises on risk protection, corporate governance, and global regulatory issues; delivering state-of-the-art quality and timely services at viable rates
RISKPRO SERVICES
• Our four major practice specialisations /service lines are:
Risk: Enterprise Risk Management (services and training & recruitment)
Governance: Corporate Governance and Transparency
Compliance: Global and Indian Regulatory Compliances
Training: in all of the above service lines
• The Risk Practice deals with all classes of risks and processes viz. governance, strategic, systemic /infrastructure, compliance, reporting, and financial reporting. Processes require that key risks are properly identified, measured, monitored, controlled, and reported. Processes may also require tools like risk based internal audit, information security testing, and fraud investigations, to be employed
• The Governance Practice deals with corporate oversight and risk governance issues within an organization including business continuity planning, compliance with SEBI guidelines by listed companies, regulations relating to independent directors, investor expectation and protection, Clause-49 on corporate governance, etc
• The Compliance Practice covers a wide range of regulatory and environmental compliances including Sox, IFRS, Solvency II, Basel II /III, Corporate Laws & Direct Tax Code etc
• The Training Practice comprises of a variety of structured and /or industry specific training programs and modules designed and conducted by Riskpro experts and trainers at onsite (client or other off
RISKPRO INDIA
• Riskpro is India’s first national practice dedicated to risk management services and training, corporate governance, and global regulatory compliances
• Risk can be defined as a prospect of loss or reduced gain that can adversely affect the achievement of an organisation’s objectives
• When greed overtakes need, it spells trouble. Manifested as ‘bankruptcy’ in much of the developed world and ‘corruption’ closer to home, greed has clearly disrupted some major industrialised economies and enhanced the risks of doing business
• In today’s world, risks are not few. The reason companies so often fail to systematically manage their key risks is rooted in the way they define the risks they face. Risks are manageable and the answer to untapped business opportunities that lie dormant waiting for risk factors to turn favourable
• Riskpro was founded in 2009 with offices in Mumbai, Delhi, and Bangalore and it has already added eight member firms in Ahmedabad, Agra, Chennai, Gurgaon, Hyderabad, Jaipur, Ludhiana, and Pune. All our offices and member firms are well equipped and staffed with qualified professionals viz. CA, CWA, CS, CPA, CIA, CISA, CFA, and MBA
• Riskpro’s founders are qualified risk management specialists with extensive work experience in Europe and USA in several industries and financial institutions
• Riskpro aims to be the preferred service provider for large and medium enterprises on risk protection, corporate governance, and global regulatory issues; delivering state-of-the-art quality and timely services at viable rates
RISKPRO SERVICES
• Our four major practice specialisations /service lines are:
Risk: Enterprise Risk Management (services and training & recruitment)
Governance: Corporate Governance and Transparency
Compliance: Global and Indian Regulatory Compliances
Training: in all of the above service lines
• The Risk Practice deals with all classes of risks and processes viz. governance, strategic, systemic /infrastructure, compliance, reporting, and financial reporting. Processes require that key risks are properly identified, measured, monitored, controlled, and reported. Processes may also require tools like risk based internal audit, information security testing, and fraud investigations, to be employed
• The Governance Practice deals with corporate oversight and risk governance issues within an organization including business continuity planning, compliance with SEBI guidelines by listed companies, regulations relating to independent directors, investor expectation and protection, Clause-49 on corporate governance, etc
• The Compliance Practice covers a wide range of regulatory and environmental compliances including Sox, IFRS, Solvency II, Basel II /III, Corporate Laws & Direct Tax Code etc
• The Training Practice comprises of a variety of structured and /or industry specific training programs and modules designed and conducted by Riskpro experts and trainers at onsite (client or other offices) and offsite (Riskpro Training Centre) training facilities
RISKPRO VALUES
• Adding value to the client and protecting their business is paramount and our logo symbolizes that bond of protection
• Delivering professional excellence in all our service lines with complete integrity
• Building enduring relationships with all our clients as a trusted business partner
Trajectory branding and marketing agency: healthcare marketing case study for...Eric Brody
This document provides a case study of Orlando Health's branding and marketing transformation over 5 years with the help of branding agency Trajectory. Key points:
- Orlando Health aligned internal audiences around an approved brand strategy and new brand platform to strengthen its competitive position and future-proof the organization.
- The rebranding journey included strategy, design, launch, and ongoing integrated marketing campaigns to achieve longer-term strategic and financial growth goals.
- Through true collaboration, Orlando Health was able to creatively execute its long-term mission and brand promise to better compete and measure success.
Best Practices, LLC is a research and consulting firm that provides benchmarking reports and advisory services to pharmaceutical, biotech, and medical device companies. It has nearly two decades of experience working with top companies in these industries. BPLLC's services include conducting research to identify best practices in areas like sales, product development, and medical affairs. It collects both quantitative and qualitative data through surveys and interviews to understand how industry leaders approach various challenges. BPLLC then analyzes the data and presents actionable recommendations and insights to help clients optimize their organizations and outperform competitors. Many of BPLLC's past clients report marked improvements after implementing the strategies and practices it identified.
This document discusses strategic marketing and becoming a market-driven organization. It emphasizes understanding customers, competitors, and markets to develop a strategy. A strategy is defined as objectives, resource deployment, and interactions with the environment. It discusses becoming customer-focused, acquiring market information, and delivering superior customer value through capabilities like new product development. The goal is to continuously create value that meets customer needs better than competitors.
The document provides guidance on marketing to the NHS. It advises to consider individuals in the marketing process, treat change as an opportunity, and engage commercially with the NHS. It also notes the NHS is not a single entity and its parts are not always joined up. Quality improvement initiatives like QIPP and the NHS Outcomes Framework aim to improve efficiency, outcomes and patient experience.
The document discusses marketing orientation and customer orientation. It defines marketing as activities designed to generate exchange to satisfy human needs. The key aspects of customer orientation are being obsessed with customers and their unfulfilled needs, monitoring needs continuously through research, and ensuring marketing expenditures are an investment. The goal of customer orientation is profitability through customer satisfaction.
Strategic quality planning involves envisioning an organization's future and developing procedures and operations to achieve that future vision. It requires assessing the environment, capabilities, and risks to develop strategies and objectives. Key components of a strategy include the mission, product/market scope, sources of competitive advantage like differentiation, and supporting policies, objectives, and organizational culture. Strategic quality planning guides strategic management and goal setting at the executive level through a total quality management approach.
Integrated Distribution Services: The Asian ContextAnna Rellama
IDS was established to redefine Asia's distribution landscape by providing integrated distribution services. It offered a menu of logistics, distribution, and manufacturing services including warehousing, inventory management, packaging, and more. By acquiring Inchcape assets and making investments across Asia, IDS established first-mover advantage, especially in China. Its goal was to design comprehensive global supply chain solutions from sourcing to consumer delivery. This helped brands focus on core competencies while IDS managed the complex Asia distribution system and growing consumer demand across diverse Asian markets.
Developing a brand equity measurement and management systemYogesh Kakra
This document discusses developing a brand equity measurement and management system. It presents the brand value chain as a structured approach to assessing how marketing activities create brand value by influencing customer mindsets, market performance, and shareholder value. Key aspects of the system include conducting brand audits, developing brand tracking procedures, and designing a brand equity management system to provide timely insights for strategic decision making. Factors that influence brand value at different stages are discussed, along with considerations for designing effective brand tracking studies.
Five critical roles for healthcare marketing executivesKaren Corrigan
The document discusses five critical roles for healthcare marketing executives in light of changes in the healthcare industry. The five roles are:
1) Growth Strategist - Marketing executives must help health systems focus on revenue-generating growth opportunities and drive alignment across organizations to deliver revenue growth and profit targets.
2) Brand Advocate - Rapidly changing competitive dynamics require new approaches to brand leadership to build brand-driven cultures that transform organizations.
3) Digital Change Agent - Web, social, and mobile technologies are revolutionizing businesses, and marketers can help health systems better employ these technologies to engage consumers, improve care, and build their brand.
4) Experience Champion - Marketers must enhance every customer touchpoint and
Accelovance is a CRO with divisions providing clinical trial services including patient recruitment and management, high throughput clinical sites, and a virtual call center. It has offices in North America and China. The document outlines Accelovance's mission to increase productivity and reliability in clinical trials through an integrated approach. It provides details on the various services offered by each division to achieve timely and cost-effective trials for clients. Metrics are presented showing Accelovance achieving enrollment targets ahead of schedule on phase II and III clinical trials compared to other participating sites.
Medi-Pragma is an Italian market research firm established in 1984 that assists clients in business intelligence, commercial operations, and innovation. It conducts over 120 projects annually, 40% of which are international, across 18 countries through its network. Medi-Pragma offers services in areas such as qualitative and quantitative research, consulting, project management, and data collection conducted by trained personnel. The document provides an overview of Medi-Pragma's capabilities, offerings, methodologies, clients, studies conducted and countries involved.
The Optimi product enables life science companies to improve the efficiency of their planning processes and effectiveness of their plans. It provides tools to analyze data, develop staff skills, and coordinate teams. Optimi draws data from transaction systems and provides outputs to financial and business intelligence systems. It allows companies to map disease, treatments, and decision processes to identify opportunities and actions to promote their products.
The Optimi product enables life science companies to improve planning processes and plan effectiveness for sales and marketing. It provides tools to analyze data, training to improve planning skills, and a platform for collaborative planning and management review. Optimi draws data from various systems and provides outputs to financial and business intelligence systems. It allows companies to map disease, treatments, decision makers, and plan actions to identify opportunities and influence decisions favorably.
Similar to The Aequitas Group Capabilities Overview (20)
1. INSIGHT | STRATEGY | EXECUTION
The Aequitas Group Advantage
Capabilities Presentation
2. The Aequitas Group
Who We Are
Boutique strategic healthcare Analysis that helps maximize
advisory firm product value for stakeholders
Manufacturers
Established December 1999 Patients
Venture backed Providers
Third-party payors
Corporate office in Third-party vendors
San Diego, California Investors
The Aequitas Group Specializes in the Development of Solutions Used to Define and Communicate a
Product’s Value. We Deliver These Offerings in a Disciplined, Evidence-Driven Environment.
INSIGHT | STRATEGY | EXECUTION
2
3. The Aequitas Group
What Makes Us Unique
Industry experts
Brand, Marketing, and Sales Operations Directors
Centers for Medicare and Medicaid National Administrator
Hospital Administrators
Commercial Payor Medical Directors and Reimbursement Specialists
Health Economists
Global Government Affairs Specialists
Regulatory Affairs Specialists
Medical Affairs Specialists
Patient Educators
INSIGHT | STRATEGY | EXECUTION
3
4. The Aequitas Group
What Differentiates Our Approach
Evaluation of Complex Commercialization Factors
Clinical Marketing Health Policy Payor
Assessment Assessment Assessment Assessment
Analysis and strategy for each aspect of the commercialization process
Focus on ALL customers and service providers
Patients Providers Payors Company
ROI
Hospital Specialty
Pharmacy & Call Centers Investors
Administrators PBM
INSIGHT | STRATEGY | EXECUTION
4
5. The Aequitas Group
Maximizing Patient Access By…
Obtaining optimal coverage and reimbursement
Translating product attributes to multiple stakeholders (patients, doctors, HMOs)
Educating management, field force, and call center staff on product attributes and challenges
Navigating the increasingly complex competitive landscape and regulatory environment
Clinical Trials Product Filings Launch Phase IV New Indication
(NDA, BLA, 510K, PMA)
Pre-Launch Market Launch Post-Launch
Clinical Study Physician and Sales Force Education Formulary Kit and AMCP Dossier Development
Design Review Reimbursement Billing Guides Payor Information Tracking
Competitive Reimbursement Call Center Training Formal Policy Response
Intelligence Patient Assistance Program Design and Pharmacoeconomic Studies
Coverage, Coding, OIG Guidance
and Payment Plan Formulary Placement Appeals
HCPCS Code Applications
Pharmaco- Reimbursement Training
Payor Messaging and Presentation
economic Studies Development Ad hoc Reimbursement Commercialization
Payor Mix Analysis Consulting
Payor Market Research
Formulary Analysis Competitive Intelligence
Competitive Intelligence
INSIGHT | STRATEGY | EXECUTION
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6. The Aequitas Group
Complementary Specialties
Reimbursement, distribution, and access plan development
Payor plan data collection and analysis
Managed Markets Consulting
Named patient programs
Ad hoc consulting support
Comparative effectiveness and health economic assessments
Reimbursement Training and Patient Customized and certified reimbursement training programs
Educators Programs
Certified patient educator program
Scenario planning
Competitive Intelligence
Competitor review and disruptive technology analysis
Call Center Compliance audit of patient assistance and reimbursement hotlines
Design and Compliance Auditing
Process optimization based on patient access, channel design, and budget
INSIGHT | STRATEGY | EXECUTION
6
7. Managed Markets Consulting
Activities To Match Perspectives
Provider Perspective
Patient Perspective Payor Perspective
1 2 3
Patient Perspective Provider Perspective Payor Perspective
Out-of-Pocket Analysis to Inform Enhance Prescriber Access Product Analog Analysis
Patient Assistance Programs Through Coverage Review and Payor Landscape Review
and Foundation Development Coding Applications
Payor Marketing Plans and
Facilitating the Client’s Patient Collateral Material Development Message Development
Experience through the and Website Content
Reimbursement and Patient Population Product Dossiers
Assistance Process Competitor Product Review
INSIGHT | STRATEGY | EXECUTION
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10. Managed Markets Consulting
Named Patient Program Support
Is Send Physician
Product No Yes Product Named
Covered Authorized
by
Country Patient letter
Partner LOA PI Forms Price
Yes
Yes No
Are Send Letter to
received No
Refer to Partner Physician asking
documents for Missing Info
complete
Send polite letter Yes
Can not provide
drug
Review Request No Send Polite “Reject”
by Patient Access Letter. Can not
Committee Provide Drug
Time Frame for Planning a Named
Patient Program Re-label Product as Pass Request to Trade for Get Import License
Required Delivery of Product to Physician
Prepared Documents
and Contracts Ship Product to Physician Using Import
Vendor
Information for Marketing Authorization
physicians and Anticipated
pharmacists Receive Confirmation of Delivery of
Dose and Drug and Receipt by Physician
administration of drug Named Patient
Patient treatment Program Established
criteria
6 Months 12 Months
INSIGHT | STRATEGY | EXECUTION
10
11. Reimbursement & Patient Educators Programs
Training Customized by Product and by Need
Post-Graduate Institute of Medicine Certification
Purchasers Payment and
Payor Sites of Coverage and Billing and Objection
and Plan Types Alternative
Introduction Service Payment Coding Handling
Distributors Funding
Initiation Completion
Medicare Wholesalers Physician Office Medicare Part A Policies NCPDP AWP Active Listening
Managed Care Group Purchase Hospital Medicare Part B Bulletins NDC ASP Probing for
Medicaid Organizations Outpatient Medicare Part C Articles CPT WAC Information
Veterans Affairs Wholesalers Hospital Medicare Part D Contracting ICD-9 and ICD- Best Price Fluency with
Specialty Inpatient 10 FAQs
Department of Medicaid FFS Rebates FUL
Defense Pharmacies Home DRG Working all
Managed Utilization AMP Four (4) Sides
Indian Health Specialty Long Term Care Medicaid Controls HCPCS
Distributors Samples of a Case
Service Dialysis Center Private Pay Formulary (i.e., Patient,
Pharmacy Coupons
Infusion / Shot Medical Preferred Drug Provider, Payor,
Benefit Clinic Distributor)
Managers Benefits Lists
Ambulatory Pharmacy Generic
Physician Surgical Center
Offices Benefits Positioning
Specialty
Benefits
Durable Medical
INSIGHT | STRATEGY | EXECUTION
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12. Reimbursement & Patient Educators Programs
A Way to Support Your Providers and Your Patients
The Institute of Medicine estimates
that health literacy generates an Patient Education Hierarchy
annual cost of 73 billion dollars per
year in healthcare As patients attain greater
Self knowledge, they move
Seventy-five percent of chronically ill Actualization
up the hierarchy
Americans have low literacy skills Unify
with which allows greater
Personal Life control & autonomy
Poor literacy yields a longer length of in their personal
stay in healthcare entities, and it’s healthcare
been estimated that poor “health Problem Solve
literate” patients cost four times more Informed
than a “health-literate” patient to treat Decision
Treatment:
General & Specific
There is evidence to conclude that
teaching tools, i.e., “videos,
brochures, etc., help with teaching Disease- Patho-Physiology
patients, but a healthcare provider
who is trained on how to educate,
yields the best outcomes in the Safety
progression patient knowledge
INSIGHT | STRATEGY | EXECUTION
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13. Competitive Intelligence
Across the Commercial Lifecycle
May focus on Regulatory, Global Markets, Direct Competitors, Payors,
Disruptive Technologies What factors will Influence the
Environmental Informed by primary and secondary research
success or failure of my product
or service?
Scan The Aequitas Group experts filter and interpret data
What trends may derail my
opportunity?
Anticipate issues for proactive management
What other entities have fallen
Review potential competitors by modality, target, or therapeutic area out of development and why?
Pipeline Identify opportunities and threats
Who will be competing for my
clinical trial patients?
Analysis Data may inform clinical trials, publication schedules, launch plans
What endpoints do I need to hit
for differentiation?
Is my strategy informed by the
most up-to-date, reliable market
Review best-in-class strategies to develop yours information?
Scenario Test your plan prior to launch
Am I looking at the right
competitors?
Planning Strengthen your team and develop tactics for strong execution
What are the real issues my
plan will face in the
marketplace?
Actionable Intelligence Informs Critical, Key Decisions
INSIGHT | STRATEGY | EXECUTION
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14. Call Center Design and Compliance Auditing
Is the Fox Guarding the Hen House?
Call center audits are normally delivered by specialized firms who possess expertise regarding
the industry and who are trained to identify gaps and propose methods of correction.
Performance gaps: The gaps may cover specific teams, the entire operation, and
even identify individual contributors
Compliance: Review of how well the organization observes the various laws and
regulations that guide the operations and responses
Organizational Risks: Listing of various factors that constitute an internal or an
external risk
Reporting: The audit may cover metrics and other information used by managers
to guide their decisions
Opportunities: Internal and external situations that present improvement or cost
minimization opportunities
Weaknesses: Any areas that are clearly not at par and that must be addressed in
order to improve the overall functioning of the call center
Technology: An in depth look at the technology used by the call center to handle
call routing, staffing, forecasting, etc.
Quality: Call center QA scores, approach to scoring and coaching, feedback loop
Management: Support staff competency, career paths, management philosophy
and approach
INSIGHT | STRATEGY | EXECUTION
14
15. Call Center Design and Compliance Auditing
Know the Rules to Design a Sophisticated Program
Insurance Co-Pay Hardship
Documentation
Verification Assistance Exception
Pharmacy Switch Collateral Drug Expense Inclusion of Total
Only? Pre-Populated Service Expense Medical Costs
Legal Interpretation of Website Foundation Design Income Variable or
Programs Allowed for Advocate Letters SPAP Utilization Sliding Scales
Government Covered Attestation/Form FPL or Straight Line
Patients LIS Review
4506-T Income
Language Alternative Formal Signature Alternative
& Literacy Funding Requirement Communication
Foreign Language Transportation Electronic Text Messages
Lines Costs Signatures Email Based
Collateral at Utility Bills Verbal Authorization Communication
Appropriate Quality of Life Items Web Portals
Language Arts Level (e.g., wig for cancer
patients)
INSIGHT | STRATEGY | EXECUTION
15
16. The Aequitas Value Proposition
Insight
Strategy Execution
INSIGHT | STRATEGY | EXECUTION
16
17. Insight. Strategy. Execution.
12680 High Bluff Road
Suite 110
San Diego, CA 92130
T: 858.847.9126
F: 858.509.4739
www.theaequitasgroup.com
INSIGHT | STRATEGY | EXECUTION
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