Download - Mature brand marketing in the digisphere
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Mature Rx Management
in the Prescriber Digisphere
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Never stop researching HCPs’:
• Use of the Internet and digital technology
• Adherence to and creation of clinical guidelines
• Approach to and sources of clinical information
• Treatment algorithms and drivers of therapy
Patient and disease stratification
…to drive online stakeholder interaction
Insights must drive action
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Mature rx play a mix of cards
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• Widespread indifference to CER/P4P limitations
belies patient uniqueness, frequently the driver
for a medical career
• Anticipate more bureaucracy with increasing
regulation of insurance markets
• Unlike the FDA and the press, must balance
safety, efficacy, tolerability, cost and adherence
• Under pressure to adopt HIT, with no assurance
of interoperability, ROI, obsolescence protection
Physicians see no end in sight…
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…while packed into portals
• Clinicians already face multiple “portals of necessity” for payors, practices, hospitals, universities, libraries, journals, reference tools, e-Rx, EMRs
• Before considering market research panels, Wall Street consultancies, manufacturer networks
• Every clinician collaborates virtually in some way Yet under multiple legal risks: HIPAA, med mal, scrutiny of manufacturer
payments and ethical conflicts; off-label communication limitations
• Open access and crowdsourced publishing are the new black
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Love the brand you’re with
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• Create for the medium (concise, actionable, naturalistic, five senses)
• Use appropriate abbreviations and sentence structure
• Travel to the point of exploration, consideration, decision, transaction
• “Know me” wherever/however audiences log in
• Remember that, on unprotected portals, patients, payors and physicians see everything (P&T minutes, queries, rants), whether aimed at them or not
• On the social Web, your brand equity is only as good as the user’s last experience
Book your tickets late
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• Established “consumer review” sites for drugs highlight truth-indeterminate AEs, “miracles”
• News of investigations, reports, litigation spreads at
bytespeed -- and lives on
• Any mature brand can foster risk concerns
• On message boards and e-mail lists, “private messages” may far outpace public posts
• The .com is viewed as “the Establishment,” with little
understanding of FDA regulation on messaging,
product labeling, registration trial limitations
Misconceptions are your problem
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• Pursue new short and long-term channels for
services, information, marketing and networking
• See prospects as connections, individuals
• Whom can you benefit by association, by
service, by networking?
• Whom can you convert as a(n) ally, referrer,
sponsor, advertiser, content provider, affiliate,
partner, roommate, fellow traveler?
Span the pt-to-HCP spectrum
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Words are brand currency
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• The Internet: a foundation to access, share and
repackage information
• Mobile applications leverage users’ locations
• Rich media: content formats that enable more
immersive communication
• Social media: share content, beliefs, knowledge,
skills and experiences beyond 1:1 conversations
• All these comprise “the social Web”
No medium is an island
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• Uses of Web-based, mobile and desktop
platforms to share and leverage others’
beliefs, knowledge, skills and
experiences
• Components of a distributed computing model
for meeting professional and personal needs,
building consensus and supporting
decisions
• An evolution of the linked strands of “the
Web” as originally envisioned
Social media: building out the Web
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• Mfrs can improve stakeholder interaction and micro-
targeting
Support marketplace of data, ideas, interaction
and pricing by quality
Improved search visibility crosses all channels
• As professional hubs become more transparent to
public scrutiny, HCPs adapt their use of digital media to
find and share insights
Nurture such adaptations, for your own insight
While also building cross-TA, cross-channel
stakeholder databases that remain a profitable
asset for years to come
Why social media now?
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If content value is king,
the channel is the chariot
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Engage yourself first
• Tune into your senses as you socialize,
analyze, transact Challenge, engage, connect prospects
Avoid perceived cynicism, condescension, arrogance, indifference
• Share drama, mystery, comedy, discovery
• Cast a wide net, outside your comfort zone
• Collaborate across time and space
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Be a useful marketer
• Perceived durable value prevails
• Support informed choices, satisfying decisions and no-
mess transactions
• Leverage unasked validation’s power
• Help users find, index, sort, filter, act on what they need,
from all comers
• E-mail and search: still online marketing pillars, but as
pathways to content and social bridges
“People want choice, convenience and control.”Ed Artzt, past Procter & Gamble CEO, 1994
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Support your brand and HCP search
• Support positioning
Add value to existing products and services
Create new revenue streams and brand support
• Leverage shifts in distribution models
Only decades ago, “searching the literature” meant walking into a medical library
Clinicians still looking for the “best option”
With dx/tx/rx support on handhelds, laps or desks, the clinician seeks “instant access” to what’s relevant this second -- and easy ways to act on it
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Monitor the market
What, when, how, why, where are topics mentioned,
queries made, advice provided?
Include yourself, you, allies, competitors, influencers and emerging players/solutions
Resource: http://mashable.com/2008/12/24/free-brand-monitoring-tools/
Closed networks, blogs and boards: not the real world, but real to participants
Monitor the media that mean something to you
personally; assign staff to do the same
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HCPs in social media:
fragmented seekers
• Though top physician portals (Sermo, Medscape) boast
only about 100K each at their ID-validated levels, almost
all HCPs utilize portals for information or transactions
• Tweeting and blogging have reached cliché status, yet…
• Most physicians still compartmentalize their social media
participation due to legal and privacy concerns
• While all seek the most actionable information for the
smallest investment of time
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From abstraction to reality
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Go where the heart is
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You and
your
customers
Friends,
allies
(people &
groups)
Colleagues
Affinity groups
Shared
content
(YouTube)
Blogs
Shared
bookmarks Communities
Transaction
engines
IMPortals
(Amazon)
Link in, learn more
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• Marketingwithmeaning.com provides examples
• Never stop linking the brand with the patients,
physicians and outcomes
• Position the business for peer validation,
unasked support -- far more powerful than any
pay-for-praise
Avoid reciprocity traps
• Measure outcomes all day, every day
Market with meaning
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Leverage social & search
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Tomorrow’s digisphere:
richer, yet tighter
• SEO and SEM require constant monitoring of
search engine algorithms
In the semantic Web where social and search
converge via vocabularies and tagging
With natural language search a user-friendly front
end, but content still the difference between a
commodity and a relationship
• Ubiquity of broadband brings GPS/GIS and
immersive experiences to the forefront
Validating the importance of combining rich and
interactive media
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Implications for action
• On-demand search, instant query of audiences
(peers, followers, readers)
• Bite-sized, personalized content
• Explicit transparency of sponsorship, funding,
source of message
• Maintain positive focus on “opportunities of the
commons” (e.g. adherence to definitive tx), not
single-brand solutions
• Willingly submit to outside comment, annotation,
caveats, corrections -- but wave the truth when
others distort it
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Potential social objects
• Widgets, blidgets, desktop/Web/mobile apps
Resource tracking, selectable by media type,
specialty, role, MESH term
Facilitate peer sharing using existing networks
Support annotations, comments, questions on
content
Offer abstracts that integrate with existing Web-
based notes apps and/or reference managers
Support Twitter hash tags that reference a common
topic/issue, enabling real-time consults
• “Sponsored by” model often more workable than overly
narrow content or channel
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Success in the digisphere
• Inducing “naysayers” uncomfortable with pharma
interaction to engage with you requires:
Saving them time
Providing a greater value for the same time
Benefits that existing channels cannot match
• Target individuals who bridge networks, are articulate,
and/or have unique opportunities for influence
“Digital thought leaders” may not be as influential
off line
Lay influencers may not have active disease; many
are caregivers or past sufferers
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Above all, leverage interaction
• Ask targeted audiences specific, relevant questions, that
challenge and engage
• Share and build on the outcomes, leveraging the spirit of
open access and the equity of key brands
Build and grow collaborations across time and space
Use social media as a frame for rich media initiatives
• Accumulate social and intellectual capital to fuel
offerings that outpace competitors’