how technology can help with sales and marketing compliance

1

How Technology Helps Compliance

For EBG Life Sciences group, September 2011

By Maureen Shaffer

President/CEO Mingletoe LLC

[email protected]

© Mingletoe LLC. All rights reserved. 2

Agenda

Why Technology for Sales and Marketing Compliance?

Key Technologies–Content Management–Social Collaboration–Social Media Listening and Engagement–AE reporting–Mobile Device Security and Control

Integration and Conclusion


What We Are Not Covering

Agg Spend–www.porziopharma.com/View-Products---Services/Porzio-AggregateSpendID.asp

x

Content development and approval–www.slideshare.net/goodpromotionalpractices/navigatingfinalv2-091015135154

phpapp01

CMS, ECM, DAM reference–www.realstorygroup.com/

Copyright compliance for journals and reference text – www.reprintsdesk.com

Grants–www.egrantsolutions.com/

Training–www.simbionix.com–www.brainshark.com

Verilogue (CareCoach/Recorded MD-rep interactions)

–www.verilogue.com

http://www.porziopharma.com/View-Products---Services/Porzio-AggregateSpendID.aspx

http://www.porziopharma.com/View-Products---Services/Porzio-AggregateSpendID.aspx

http://www.slideshare.net/goodpromotionalpractices/navigatingfinalv2-091015135154phpapp01

http://www.slideshare.net/goodpromotionalpractices/navigatingfinalv2-091015135154phpapp01

http://www.realstorygroup.com/

http://www.reprintsdesk.com/

http://www.egrantsolutions.com/

http://www.simbionix.com/

http://www.brainshark.com/

http://www.verilogue.com/


Compliance: Yield w/o Disruption


Paper Doesn’t Work


Widespread Exposure >250k


Why Technology?

Makes it easy to do the right thing by enforcing policies and procedures in the daily habits of employees

1. Reproducible programming=On label, or appropriate scientific or educational dissemination

2. Speed=Global changes in ~30 minutes

3. Built-in protections=Off-label information

4. Dashboards=Timely monitoring and auditing

5. Archiving=Quick production of discovery request


The Time is Now

RT @ChristianeTrue @sairthebear: Don't think digital is that relevant to pharma? Check out these amazing stats! http://www.youtube.com/watch?v=bidBKtN2mMg

http://hootsuite.com/dashboard


http://www.youtube.com/watch?v=bidBKtN2mMg

http://www.youtube.com/watch?v=bidBKtN2mMg


iPad Only Tablet that Matters


Compliance Technology CriteriaSales and Marketing Focus

Easy

Efficient

Compliant–Approval workflows–Permission-based roles–Solid real-time monitoring/auditing–Archiving–Recognized by Gartner

Easy = Sales Adoption

Compliant = Less Risk

Efficient = Save $

11

Content Management for Approved Materials

Prolifiq Software

Maureen Shaffer

[email protected]

415-341-6863 mobile

mailto:[email protected]


@GPPnews tweets on #digdevice

"gone are the days of the 4-page glossy brochure" per Medtronic at #digdevice #meddevice #medtech

@MedtronicANZ @1StevePeck: MDT saved "Hundreds of thousands of dollars" on paper print material by moving to the iPad. #digdevice

80% at #digdevice have released a #mobile app; most to internal sales force #meddevice #hcmktg

4 Reasons Why iPads are Sales BFF http://ow.ly/5XL4Z #pharma #meddevice #epharma

















http://ow.ly/5XL4Z







Speed for Sales

Savings for Marketing

Compliance for Regulatory and

Legal

Why Content Management?

235% Increase

“The Life Sciences rep of the future – the ‘information concierge’ – is remote, mobile, social, and commands multimedia. They live where controlled, compliant content meets social media.”

Dale Hagemeyer

Managing Vice President, Gartner, Inc.

“Approved materials that are altered, abbreviated or in any other way modified (including highlighting) are considered unapproved materials.”


Content Management is Needed


Med Device SalesSelect, Send and Follow Up


Click Here for Instructions For Use (2ml Product). Click Here for Instructions For Use (5ml Product).

Branded message delivery

On message and tracked links

Selected product content with

image

Personalized or prescribed message

HCP Receives

Auto-embeds your contact information

Auto-embeds labeling and disclaimers

Persistent content

Persistent content

http://durasealspine.com/imageServer.aspx?contentID=15306&contenttype=application/pdf

http://durasealspine.com/imageServer.aspx?contentID=16556&contenttype=application/pdf


PharmaSales Creates

Text is:• Benign

• Prescribed• Pre-Approved

• Compliant


GRP Request


Top Messages

# Opens

Message

Drill Down

Top Messages

# Sent

Top Messages # Clicks

Generated

Click to View Message

Sales and Marketing Dashboards


Powerful Filters: User, Time, Message, Recipient

Regulatory Real-time Monitoring


Content Library

Upload in a few clicks

Tags drive organization and business rules

Full version control and archiving

Status drives availability

Quick Sync immediately updates content for Sales users


Prolifiq Compliance Controls

Rules operate transparently behind the scenes

By Message

AutoAttach

Data capture

Disclaimers

Message approval

Segment by user or group

Workflow

Globally

By message rules, plus

Black and white lists, authorized senders

Content approval

Danger words

WW propagation of new and revised, or obsolescence in 30 minutes

Marketing

Brand

Cadence/Campaign

Content dip

Formatting

Mapping

Persistent content


Prolifiq Customers/Partners

Tech and media clients

Medical device and pharma clients and partners

http://www.cisco.com/

http://www.bbcmotiongallery.com/Customer/Index.aspx


Prolifiq’s Native iPad AppComing Soon!

25

Social Collaboration

Jive Software

Stephen D’Angelo, Sr. Director Strategic Accounts

[email protected]

(201) 404-1146 mobile



Why Collaboration Software?

Internal use: One-stop employee communication

Hybrid: Clinical investigator portal

External: Disease awareness community

Functionality–Define user roles, profiles, access–Ideal environment for training–Wikis, configurable group, teams and community areas, blogs, content upload with tags and share functions


Jive for Social Collaboration


Jive Sales Home


Jive: Content, People, Places


Centralized Content Repository


Jive Content Background


Jive Content Editing Console


Jive for Apple Support Community


Jive’s Compliance Controls

Latest greatest content

Expiration dating

Permission-based content restrictions

Publishing rights based on login

Sharing permitted with specific communities

Customizable archiving, compliance monitoring tools, and archive search capabilities for HIPAA and SOX compliance


Jive’s Pharma Customers

36

Social Media Listening and Engagement

Radian6

Adam Draper, Business Development Manager

[email protected]

(902) 452-9931



@GPPnews tweets on #sm

Robin Whalen @KCCorp #meddevice saw 10x return on monies removed from tradeshow budget and used for #socialmedia #sm #digdevice

For every 1 #heart valve patient, there are 4 caregivers per Adam Pick #digdevice #hcmktg #meddevice #Medtech



















Why Social Media Monitoring?

Not listening is a PR disaster waiting to happen–@KCCorp first heard about AEs with patient feeding tubes on blogs

–Your defense cannot be, “we had a policy to not listen”

Real-time search engines have 1 second lag scanning social media sites, blogs and web

Lightning fast action/crisis response plans–During Domino’s 2 day lag, nearly one million people viewed the videos on YouTube

To be credible, lawyers must have SM accounts (FB, Twitter and LinkedIn), per AMEX general counsel @djcompliance

http://www.sfgate.com/cgi-bin/article.cgi?f=/c/a/2009/05/03/BU2317BTGJ.DTL

http://goodpromotionalpractices.com/2011/03/31/9-notable-insights-from-amex-and-putnam-on-social-media-reputation/


Only 5% have Social Media Policy

40

| WHO USES RADIAN6?

Recruitment and HR

Market Research

Product Marketing

ConsumerAffairs

Investor Relations

Competitive Intelligence

Marketing and PR

SalesCustomer

Service

41

| RADIAN6 PLATFORM PROVIDES ROI

Analysis Dashboardlisten/learn/measure

Insightsknow/discover/

understand Summary Dashboard

share/realize/ inform

Mobileengage/move/

coordinate

APIBuild/

integrate/customize

Engagement Consolefind/collaborate/

solve

PlatformCoverage/metrics/global

42

| ENGAGEMENT CONSOLE

45

| API FOR CUSTOM


Radian Compliance Controls

Social rules engine forthcoming late 2011–Widgets today–Keyword searches for AEs

Manual release by task owner

Manual or auto release by approver

Super user designation to configuration

Dashboarding

Archiving


Low(er) Budget Solutions

HootSuite Pro–$5.99/mo–Account provisioning

HootSuite Enterprise–$1499/mo–Message assignment–Limited permissions–Approval workflows

Sprout Social–Listening only–Very intuitive dashboard

48

Sales Reporting of Possible AEs

Online AE scanning and reporting covered in Social Media Listening and Engagement


@GPPnews tweets on AEs

Smart! @KCCorp #meddevice division hired a nurse to monitor and respond to medical questions online #digdevice #hcsm #hcmktg

@wtongen: Only a few! @NucleusMedMedia: Roche, Boehringer and Pfizer received 1-2 #sm comments that were adverse events #digdevice















Field Reporting


Field Data ReportDatabase and/or Email

52

Mobile Device Security and Control

MobileIron

Stephan Keller, Director NA VAR Channel

[email protected]

(727) 776-8767


@GPPnews tweets on #mobile

Maquet uses @mobileiron for Mobile Device Management--transparent pushes of new apps. No need for sales to download. #meddevice #digdevice

38% of physicians have seen #sales reps with iPads: what they think about it here http://ow.ly/1vxzIR #meddevice #digdevice







http://ow.ly/1vxzIR






Why MDM?

Software Distribution — The ability to manage and support mobile application including deploy, install, update, delete or block.

Policy Management — Development, control and operations of enterprise mobile policy.

Inventory Management — Beyond basic inventory management, this includes provisioning and support.

Security Management — The enforcement of standard device security, authentication and encryption.


MobileIron used by Med Devices

https://info.mobileiron.com/gartner_mq_2011_ORG.html

https://info.mobileiron.com/gartner_mq_2011_ORG.html


Mobile OS Evolution

2007 2010 2013

• Touch wins• Consumer UX

wins• Global IT will

have to support 3-5 OS

http://images.google.com/imgres?imgurl=http://blogs.digitalmediaonlineinc.com/TechUniverse/resource/apple-logo1.jpg&imgrefurl=http://blogs.digitalmediaonlineinc.com/TechUniverse/category/Prestige&usg=__ivNFymGZ3zLxqOzPeD8WaWb3YEc=&h=480&w=397&sz=22&hl=en&start=1&tbnid=HhYIr-Oz_5sLkM:&tbnh=129&tbnw=107&prev=/images?q=apple&gbv=2&hl=en







Mobile apps are catalyzing a new breed of Shadow IT

The new Shadow IT:

End-userSolo developers

Contractors

Small teamsHighly fragmented

Highly decentralized

Desktop(client-server)

MobileDatacenter

Corporate IT

“IT bypass” catalyzed by:• Strong user demand for mobile apps• Increasingly technical user base• Easy (initial) app development • Corporate policies lagging technology


Enterprise Lifecycle Support

4 Roll out at scale

By group and policy

5Enforce security and profile updates silently

7 Publish approved apps & monitor rogue apps

8 Control access to ActiveSync

6 Control international roaming costs

9 Wipe (full or selective) when lost or retired

Over-the-air, protected via SCEP

3 Configure securely

Multi-OS console for employee- and company-

owned phones

1 See all devices

Support for all iOS configuration and security

options

2 Configure fully

© Mingletoe LLC. All rights reserved. 60 60

Business Needs and IT Meet

60

• Know who and what’s out there

• Block unauthorized devices

• Provision, secure, and configure at scale, per user

• Update policies over time

• Enforce the enterprise data boundary for user-owned iPhones

IT needs

• Get up and going with easy self service

• Gain secure access to enterprise resources

• Easily get needed apps

• Help make sure services are working well

• Have an simple, intuitive enterprise experience

End-user needs

Bridges the gap between what end users demand and what IT

requires


Silent EnforcementZero-Touch

Security

Provision & modify enterprise policies & certificates

Enforce restrictions Enforce enterprise

data boundary – selectively

Alert on device events such as storage usage or compromised devices

No User Interaction Required


Device-side APIs and services

Management and security platform

Rogue app protection

Application delivery

Installed app inventory

Application lifecycle

Acc

ess

cont

rol

Profile creation

Profile delivery

Zero-touch enforcement

Policy and settings

Service quality (user-driven)

Int’l roaming detection

NotificationsCost and quality

Certificate deliveryAdvanced security

Inventory and detection

Enterprise data boundary

MobileIron Compliance Controls



MobileIron’s Customers

64

Tie It All Together

Simplifying Multiple Systems of Record


Consider…

Policies before technology; Revisions later–Flow charting data, responses, and responsibilities–Broad team participation in policies–Easy, intuitive interfaces (“skins”) or build interfaces for different roles

Strong integration partner for large enterprises, e.g. Accenture (top in LS), Deloitte, IBM

Built on known platforms, e.g. Sharepoint

Well-respected integration technology, e.g. salesforce.com, Oracle, SAP


Why Software?

Flexible integration to legacy systems via APIs

Not a core competency to regulated industries

Smart and sustainable: SaaS/Cloud software learns rapidly from the community and every benefits

Cost efficient

~Hardware agnostic

Easy = Sales Adoption

Compliant = Less Risk

Efficient = Save $


Contact Information

Maureen Shaffer, President/CEO Mingletoe LLC

[email protected]

www.linkedin.com/in/maureenashaffer

www.twitter.com/maureenshaffer


http://www.linkedin.com/in/maureenashaffer

http://www.twitter.com/maureenshaffer


Best eDiscovery Cost Slide Ever


Digital Marketing Cuts Sales Reps

Some of the drug giants have already begun slashing their sales forces and experimenting with digital marketing. Sanofi-Aventis has www.ipractice.com, AstraZeneca offers Touchpoints, and Merck has www.merckservices.com – all of which offer 24×7 information. http://www.pixelsandpills.com/2011/08/30/pointcounterpoint-digital-tools-replace-sales-force

/

http://www.ipractice.com/

http://www.aztouchpoints.com/

http://www.aztouchpoints.com/

http://online.wsj.com/public/quotes/main.html?type=djn&symbol=mrk

http://www.merckservices.com/

http://www.pixelsandpills.com/2011/08/30/pointcounterpoint-digital-tools-replace-sales-force/



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