2015 Relevate Health Group We advance healthcare by making communications more relevant 2015 Relevate Health Group A Relevate Health Group Company Same Great Partner. Expanded Capabilities. 2015 Relevate Health Group A Relevate Health Group Company Same Great Partner. Expanded Capabilities. 2015 Relevate Health Group The industry experts at combining regional data to leverage regional variation for scalable solutions YOU KNOW US Patented analytics tools Worked with 9 of top 15 pharma companies 100% focus on regional marketing 4 2015 Relevate Health Group The only hospital-to-consumer and hospital-to-HCP marketing channel in the country that captures, navigates and nurtures the primary influencer women. MEET OUR PARTNER 250,000+ healthcare providers 15+ million women 200+ hospitals in 100+ cities 5 2015 Relevate Health Group Together We Elevate Your Relevance 2015 Relevate Health Group Brand Background Insert info Our Solutions Regional Market Intelligence HCP CONSUMER Organized Customers (KAMS) 7 TODAYS AGENDA 2015 Relevate Health Group Insert client points 8 YOUR OPPORTUNITY INSERT CLIENT LOGO 2015 Relevate Health Group B2B Strategy Strategy & Tools Data & Insight 2015 Relevate Health Group 9 OUR SOLUTIONS ROI HCP Personal Regional Market Intelligence SMA Driver Consumer DTC Physician Practices Hospitals and Health Systems Insurance Providers Full-circle Reach Non Personal HTC 2015 Relevate Health Group Data & Insight ROI Regional Market Intelligence SMA Driver Are you leveraging multiple information sources and aggregating data to provide clear, actionable, robust areas of opportunity? Driver Identify the biggest local opportunities Deep dive through local market brand lens Patented, full service analysis Expand to MR and other Areas Lead toward greater validation Monthly updates specific to client Tactics 10 MARKET INTELLIGENCE 2015 Relevate Health Group ROI (Regional Opportunity Identifier) SMA (Strategic Market Assessment) 2015 Relevate Health Group Regional Opportunity Identifier (ROI) Opportunity: Need to help build growth with limited funds Solution: Analysis of market specific areas where disease state is prevalent Results: ROI of 2x spend 11 Data & Insight ROI Regional Market Intelligence SMA Driver MARKET INTELLIGENCE 2015 Relevate Health Group WHAT Identify regional opportunities and prioritize areas of focus 12 ROI Regional Market Intelligence WHY To inform your strategy by incorporating non-traditional data sources such as prevalence, income levels, and hospitals presence HOW By utilizing technology to efficiently automate the analysis SMA Driver MARKET INTELLIGENCE 2015 Relevate Health Group Strategic Market Assessment (SMA) Opportunity: Need to understand more about which geographies show similar market environments with similar challenges Solution: Analysis to identify like markets using different types of data and primary MR to determine top areas of opportunity Results: Optimization of resources and efficiencies in effective tactics. 13 Data & Insight Regional Market Intelligence SMAROI Driver MARKET INTELLIGENCE 2015 Relevate Health Group WHAT Combine insight from ROI tool and brand team 14 SMA Regional Market Intelligence WHY To delve deeper into market conditions and patterns of disease treatment HOW By mining data sets to identify patterns of market activity SMAROI Driver MARKET INTELLIGENCE 2015 Relevate Health Group Driver Opportunity: Need to understand the importance of market factors and how they drive product performance Solution: Statistical analysis of all market factors to understand influence of environment on product performance Results: Efficiencies in tactical implementation; more targeting approach to identifying sales rep needs and fulfilling them 15 Data & Insight Regional Market Intelligence SMAROI Driver MARKET INTELLIGENCE 2015 Relevate Health Group Driver # of Dist DefinitionStrategy Allocation of existing resources New Messaging & Solutions 40 Above average % of disease state prevalence and Below average Brand X share Educate physicians and patients on disease state 55 Above average # of Specialists and Below average Brand X share with this specialty Maintain brand share with specialists Leverage access via strong pull-through 30 Below average frequency and access with top HCPs Improve access to HCPs Implement non- personal promotion 35 Above average # of NP/PAs and Below average Brand X share with this specialty Establish specific materials, messaging, and tactics aligned with unique needs of mid-level providers (NP/PAs) 2015 Relevate Health Group WHAT Uncover and rank key market-level drivers that correlate to brand performance 16 Driver Regional Market Intelligence WHY To prioritize resource allocation for tactical implementation and identify any gaps in current marketing programs HOW By using statistical modeling to determine importance of variables to brand performance SMAROI Driver MARKET INTELLIGENCE 2015 Relevate Health Group Data & Insight Are you leveraging the variation in brand performance and creating scalable yet relevant solutions that deliver overall brand growth, market by market? 17 Strategy & Tools LOCAL RELEVANCE HCP Personal Consumer DTC 2015 Relevate Health Group Non PersonalHTC 2015 Relevate Health Group Opportunity: Variability in results left some markets in need of additional support Solution: Influence high writing local HCPs via local key opinion leaders Results: Drive 3X increase vs non target markets 70% reps report increased credibility and brand differentiation in crowded market 99% HCPs would recommend Cost efficient and effective way to influence HCPs 18 Strategy & Tools ROI HCP Personal LOCAL RELEVANCE 2015 Relevate Health Group PracticeShare Non Personal 2015 Relevate Health Group WHAT Share your brand science along with local KOL perspective 19 Practice Share WHY To leverage peer-to-peer influence and establish trust in markets where you are experiencing challenges HOW By local distribution of white papers with publishable statements from local disease state experts ROI HCP Personal LOCAL RELEVANCE 2015 Relevate Health Group Non Personal 2015 Relevate Health Group 20 ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group Virtual Viewpoint Opportunity: Grow local scripts to help raise overall sales Solution: Add credibility by leveraging viewpoints of local, trusted specialists to address common concerns Help capture physician and provide sales reps with additional touchpoint Results: Exceeded revenue goal by 102% Grew sales by 15% in 2 months Strategy & Tools 2015 Relevate Health Group WHAT Introduce multiple local KOL points of view on your brands most pressing issues 21 Virtual Viewpoint WHY To leverage peer-to-peer influence and establish trust in markets where you are experiencing challenges HOW By video of local KOL with local data used to influence local HCP ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group 22 ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group Second Opinion Opportunity: Grow local scripts to help raise overall sales Solution: Add credibility by leveraging viewpoints of local, trusted specialists to address common concerns Help capture physician and provide sales reps with additional touchpoint Results: Exceeded revenue goal by 102% Grew sales by 15% in 2 months Strategy & Tools 2015 Relevate Health Group WHAT Use local KOLs to explain and overcome key objections of the brand 23 Second Opinion WHY To leverage peer-to-peer influence and establish trust in markets where you are experiencing challenges HOW By, mail or rep delivered sell-sheet ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group Local Sell Sheets Opportunity: Optimize sales by defining local potential to allow focus against best potential markets. Solution: Provide region specific data for better sell in. Results: Field reps are more knowledge. Reps focus on best potential areas for increase in sales. 24 Strategy & Tools ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group WHAT Regionalize national messaging with local disease state facts 25 Local Sell Sheets WHY Capture HCP attention through highlighting geography- unique characteristics HOW By print or digital market- specific sell sheets ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group KOL Wingman Opportunity: Optimize overall sales and return by using local medical leaders to sell your benefits Solution: Pfizer ( top 5 Pharma company) ran 8 programs across 8 different medicines using disease state specific local experts Results: ROI resulted in 1.5 all the way to 16.4 X the cost. Client continued to expand programs with HRM. 26 Strategy & Tools ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group WHAT Reinforce the benefits of your brand through a respected local KOL 27 KOL Wingman WHY To promote best practices and increase share of voice without tapping into filed force HOW By clinical electronic newsletter from KOL to HCP for increased influence ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group H2P In-Services Opportunity: To increase brand awareness and build a relationship with local healthcare providers Solution: Live in-services with targeted healthcare providers hosted by local hospitals Results: 91% of HCPs have a better understanding of the brand after attending 28 Strategy & Tools ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group WHAT Access to local HCPs to educate them on the benefits of your brand through the use of a local or national KOL 29 Live Events WHY To give HCPs an opportunity to learn and ask questions in a live setting and allow your reps a chance to build a relationship with local HCPs HOW Through HCP in- services that include a presentation, Q&A and sample/ literature distribution ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group Regional Content Central (RCC) Opportunity: Increase the local relevance of your message Solution: Wrap local tone around your key brand messages and tools Results: Connect with your target in a more meaningful, familiar way 30 Strategy & Tools ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group WHAT Equip sales force with national and regional content library with real-time updates 31 RCC WHY To increase relevance of conversations with HCPs through customized messaging HOW Through subscription service for quick, seamless implementation ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group Recall Center Opportunity: Expand reach to important accounts beyond field sales. Target communication with local relevance to be heard through the clutter. Solution: Use our call center to target and communicate with your targeted offices that reps cant get to or are having trouble breaking in to. Results: One major pharma used us to reach 1500 accounts- they have 75% opt in for on going communication. They won back a key account. This client expanded their services with us due to success and cost efficiency of setting this up internally. 32 Strategy & Tools ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group WHAT Extend sales rep reach 33 Recall Center WHY To improve customer relationships and gain insight HOW By efficient and rapid calling,and survey communications management ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group Dynamic Deployment Opportunity: Companies are challenged by limited staff and accessibility to HCP to get all brands detailed appropriately. Solution: Provide platform to see where outages are and produce materials that will help with sell in against these challenges. Note that this is not a one size fits all approach. Sample program for exisiting client- provided 1000s of additional touchpoint via: Sub optimal calls for portfolio fill in Offered BRCs as follow up touchpoints to maintain awareness and continue education against targeted HCPs Developed letters on behalf of primary sales representatives which even included their personalized signatures Campaign measured against all touchpoint and re optimized against business rules by brand Results: Clients have seen 3-5X ROI on this approach. Sales reps endorsed support. 34 Strategy & Tools ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group WHAT Multi-channel marketing campaign guided by analytics and brand business rules 35 Dynamic Deployment WHY To supplement field frequency and optimize marketing budgets HOW By direct and indirect mail personalized from primary sales rep pinpointed to critical targeted and adjusted based on filed force activity ROI HCP Personal Non Personal LOCAL RELEVANCE 2015 Relevate Health Group A Few Moments Opportunity: Support physicians and sales reps by educating patients with local HCP- delivered PSA Solution: Multi-touchpoint messaging featuring local KOL to increase credibility, patient awareness and adherence Results: 2:1 ROI Immediate increase in scripts 36 Strategy & Tools Consumer DTC HTC LOCAL RELEVANCE 2015 Relevate Health Group WHAT Educate patients with local HCP- delivered Public Service Announcement type radio commercial 37 A Fee Moments WHY To increase credibility, patient awareness and/or adherence, and partner your brand team with local KOL for multiple touchpoint opportunities HOW By broadcast and internet radio, in-office posters and other collateral Consumer DTC HTC LOCAL RELEVANCE 2015 Relevate Health Group Digital Delivery Opportunity: Attract new consumers, enhance credibility, and collect consumer health data. Solution: Deliver you message, to the right people, through the right channel. Results: Increased brand/product awareness and adherence with engaged site visitors. Captured valuable audience health data with the completion of health assessment surveys. 38 Strategy & Tools Consumer DTC HTC LOCAL RELEVANCE 2015 Relevate Health Group WHAT Build credibility and capture valuable health data 39 Digital Delivery WHY To add another dimension to marketing and education efforts and to better understand the target audience HOW By a customized health & wellness site and personalized follow-up viaConsumer DTC HTC LOCAL RELEVANCE 2015 Relevate Health Group Live Events Opportunity: Access to consumers in your priority markets Solution: Creating an experience for consumers to come learn about your brand through local HCPs or national KOLs Results: 46% of consumers surveyed said that they would follow up with their HCP as a result of what they learned 40 Strategy & Tools Consumer DTC HTC LOCAL RELEVANCE 2015 Relevate Health Group WHAT Access to your target market to educate them on your brand by creating an experience with the use of a local HCP or national KOL 41 Live Events WHY It provides the ability to increase awareness, build brand ambassadors, and encourage a doctor/patient dialogue HOW Through innovative consumer events that include a presentation, Q&A and sample/ literature distribution Consumer DTC HTC LOCAL RELEVANCE 2015 Relevate Health Group Health Promotions Opportunity: Access to consumers in your priority markets Solution: Dynamic and eye-catching patient education and awareness through targeted hospital distribution channels Results: Over 100,000 pieces deployed in a month in 25 markets, with over 5 million media impressions. 42 Strategy & Tools Consumer DTC HTC LOCAL RELEVANCE 2015 Relevate Health Group WHAT A campaign that gives you access to your target market, educates on your brand and drives consumer action 43 Health Promotions WHY Hospitals are a trusted resource and these promotions are deployed through their targeted channels HOW Various digital, promotional and educational tools such as eblast, web banner, PPT module, fact sheet, and a press release Consumer DTC HTC LOCAL RELEVANCE 2015 Relevate Health Group Empower Experience Opportunity: To reach a targeted, diagnosed population, connect them with other patients, and educate them on your brand Solution: Creating an experience for consumers to change their attitude from apathy to action through use of patient testimonials and empowerment sessions Results: 48% of attendees will speak to their HCP about your brand and what they learned at the event 44 Strategy & Tools Consumer DTC HTC LOCAL RELEVANCE 2015 Relevate Health Group WHAT Events that bring out a targeted, diagnosed population and encourages them turn apathy to action through empowerment sessions 45 Empower Experience WHY Patients with health conditions often need to connect with others in a similar situation. These experiences offer that dynamic as well as patient education HOW Through innovative, engaging consumer events that include a presentation as well as opportunities to interact with patient advocates Consumer DTC HTC LOCAL RELEVANCE 2015 Relevate Health Group Data & Insight Do you have a strategy in place for organized customers? 46 B2B Strategy KEY ACCOUNT MANAGEMENT Physician Practices Hospitals and Health Systems Insurance Providers 2015 Relevate Health Group B2B Strategy Insert Opportunity: Engaging key accounts is increasingly difficult, as the healthcare marketplace becomes more complicated and commoditized. A higher order of organizational capacity is required to drive differentiation. Solution: Decision are shifting to organized providers versus Doctors. The new entry is more complex and requires different and deeper engagement across these providers. From the top down, education and integration need to be formulated and activated to continue to be part of their script set. Transform your sales force into an increasingly valuable resource, with practical tools to strategically turn regionally relevant insights and opportunities into customer solutions. Solutions cross over 40 different areas and can be customized to the providers needs. That can be HR staffing to staff education on disease state updates and research. Results: Ability to gain entrance into providers because you are seen as a value added partner who can educate executives, staff and patients across a multitude of solutions where they have outages. Move from sales rep to partner and collaborator. 47 Consumer DTC HTC Physician Practices Hospitals and Health Systems Insurance Providers KEY ACCOUNT MANAGEMENT 2015 Relevate Health Group Key Questions 1.Where are my areas of opportunity for launch? 2.Where is prevalence for xxx disease state highest? 3.Where should I look to do market research about my product? 4.How might I spend my next marketing dollar to gain the highest ROI? 5.Where might the presence of ACOs or Group Practices be affecting my brands opportunities for growth? 6.How are my tactics affecting Rx performance? 7.Where is the Specialty/PCP ratio most favorable for my brand? 8.What hospitals are treating xxx disease state most frequently? 48 SUCCESS PLANNING