Virtual coffee drinking with the Best Undergraduates to Bielefeld University (BU2BU)

Special times require special measures: In order to be able to continue to support the Best Undergraduates to Bielefeld University (BU2BU) program in 2020, we have implemented a virtual coffee drinking session with interested students.
All participants agreed that the virtual meeting was a real alternative to previous on-site events due to real coffee, great questions and a pleasant atmosphere.

You can find the detailed article including the students’ feedback here.

For more information on joining SALETELLIGENCE, please take a look at our Career section or send us an unsolicited application. We look forward to hearing from you!

 

SALETELLIGENCE – 15 years of data analytics for the healthcare industry

Today 15 years ago SALETELLIGENCE was founded as a start-up by Sven Potthoff, Jan-Maik Schlifter and Alexander Wittke.

The founding idea at that time: to create data-based and customized solutions for sales and marketing teams in the healthcare industry using innovative statistical methods – and this long before “Big Data”.

Over the last 15 years, more than 1,000 customer projects with more than 200 companies have confirmed that the solutions provided by SALETELLIGENCE generate real and sustainable competitive advantages. As a result, SALETELLIGENCE has grown continuously to a current staff of about 25 employees. In addition to the main location in Bielefeld, we have opened additional offices in Vienna and Bern. As a result, we are now present in the entire DACH region.

First and foremost, we would like to thank our customers for their loyalty. They often work together with us for many years. We also would like to thank our new customers for the trust they have placed in us. They can look forward to our proven quality of results and many innovative solutions.

Equally, we would also like to thank our employees. As highly professional experts, they ensure that you get more out of your data and can work more purposefully.

Together we would like to tackle the next 15 years with you and continue to support you as your data analytics experts.

Corona Crisis – Impact on Pharmaceutical Field Forces and Digital / Multi Channel Strategies

A market research study across 63 pharmaceutical companies in D/A/CH (between 22nd of April and 6th of May 2020) unveiled significant challenges and opportunities for pharmaceutical companies.

Results of the industry survey

The results raise some key questions:

  1. To what extend is Pharma really prepared to go “Digital”?
  2. How robust and aligned are the different channels?
  3. Are physicians being approached via preferred channels/ time/ content?
  4. Closed loop in place? How integrated are Advanced Analytics in customer interaction, strategy and planning processes/ tools?
  5. Customers’ needs and wants, reflected going forward? Customers decision making process, changed?

Results of the study are showing a fairly wide spread of readiness. Putting this into the light of respondents expectations, that physicians behavior will change significantly:

  1. Physicians are expected to be even more difficult to be visited by reps
  2. Physicians will be far more determined to define time slots for rep interaction themselves
  3. Multi-Channel acceptance will increase significantly
  4. The changes are here to stay

And the majority of respondents is clearly expecting that Pharma/ physician interaction will not return to the way it used to be prior the crisis and the healthcare systems as such will undergo meaningful changes. Last but not least, a significant number of respondents is expecting field forces to further shrink. To counter act the new reality,  engagement level of the respondents companies seems high, especially upgrading digital strategies is top of the list.

Onepager for the results of Corona industry survey 2020

If you would like to learn more about the study’s results, implications for all stake holders, risks and opportunities associated with it, please contact us:

Martin Walter from SALETELLIGENCE or Björn Komischke from MundiCare.

The SALETELLIGENCE Hospital Navigator is becoming increasingly popular – Benefit now from the latest case numbers.

More and more customers trust in the expertise of SALETELLIGENCE and use our innovative web tool. This enables you to systematically tap hospital potential and secure competitive advantages.

The number of users has risen sharply in recent months. This shows the practical added value our tool brings to hospital sales.

 

You too can benefit from the latest quality reports. With our web-tool you get access to all the information, exact case numbers and extensive analysis options (find out more here).

You can also test the Hospital Navigator without obligation: Ask for a demo access or arrange an introduction for you and your colleagues.

 

Saletelligence donates computing power for the Folding@home project

We at SALETELLIGENCE have decided to donate a part of our computing power, which we normally use for our analyses and statistical models, to the Folding@home project. This way we make an important contribution to the increase of scientific knowledge about COVID19 and other diseases (Alzheimer’s, cancer, Parkinson’s, etc.).

The Folding@home project uses the unused computing power of various computers worldwide to simulate protein folding. Existing scientific calculations and simulations are broken down into subtasks and then processed on different computers. The computing power generated in this way far surpasses the fastest supercomputers in the world:

The SALETELLIGENC team has already completed more than 550 workunits for the project and is among the top 5% of over 250,000 teams worldwide. We would like to encourage you to participate in the project (also in our team) to find important answers to COVID19 and other diseases.

UPDATE CORONA-SHUTDOWN: WHAT EFFECT DO CURFEW AND CONTACT BAN HAVE?

In our first presentation on the Flatten the Curve Effect, we used an event study to show that the restrictive measures such as the closure of day-care centres and schools as well as accompanying measures such as the increased home office activities of many companies had an effect. This time, we will look at the question of what additional effect the curfews and contact bans have had in containing the Covid-19 epidemic.

ADAPTED EVENT STUDY

The basic idea of the event study is similar to the last observation. This time, however, we compare the development of the actually observed number of infected persons (= officially confirmed cases) with the expected curve of infected persons without additional initial and contact restrictions. We model the latter by using the observed daily growth rates of infected persons in the period after the first restrictions (see below). The difference between the two curves at a given time then describes the additional impact of curfews and contact restrictions.

The growth rates for Germany in the period from 21.03. to 28.03.2020 are structurally lower than the growth observed previously (without restrictions). This period forms the basis for the modelled curve.

 

RESULTS

In the curve of infected people we see another bend 6 days after the introduction of contact and curfew. Our analysis shows that these movement restrictions had a strong additional effect. As of 08.04. there were a total of 113,296 confirmed Covid-19 cases. Without the additional restrictions, however, more than 230,000 cases would have been expected. This means that the first measures would not have been sufficient to contain the spread equally.

Optimal launch support with Early Adopter Identification and Advanced Analytics

Various types of adopters are known from adoption research. They differ according to the time of adoption of an innovation, e.g. early adopters, followers and change reductants (so-called attitudinal or behavioural segmentation).

 

The knowledge about the degree of willingness of doctors to adopt new therapies is of great importance, especially in the launch preparation. This can be used, e.g. to support round tables, regional advisory boards, symposia, direct marketing measures or visit planning.

In most cases, this type of typologization relies on the internal knowledge of the sales force. However, even for the most experienced employee, a classification of all physicians within the target group is very time-consuming and almost impossible to achieve, e.g. if:

  • individual territories are vacant,
  • the universe as a whole is very large (in our example all general practitioners in Switzerland),
  • the therapy is new and therefore little experience has been gained (in our example a launch preparation in the field of heart failure).

WITH ADVANCED ANALYTICS TO THE SOLUTION

For this reason, we recommend a combination of expert knowledge and advanced analytics to identify early adopters. As a first step a manageable sample of known early adopters and followers, e.g. a few people clearly identified by the employees, is necessary. Afterwards, the large number of unknown people can be assigned to one of these groups on the basis of characteristics. For this purpose, we rely on already available information from our customers as well as freely researchable sources.

As a result, we were able to identify about 20 significant adopter characteristics (including visit history, doctors’ web affinity, network affiliations, etc.). Based on this characteristics we were able to provide early adopter information for the entire target group.

You are welcome to find out more about Advanced Analytics or about our services in Switzerland from Dr. Heiko Xander personally on site: +41.(0)31.351-45 45

We are always interested in tailor-made approaches for sales and marketing. With SALETELLIGENCE we have an innovative partner here on site who supports us optimally. The Advanced Analytics approach for early adopter identification is practical and has saved us a lot of time and energy.

Commercial Effectiveness Team Lead, Switzerland

MundiCare and SALETELLIGENCE – a strong partnership

Sales in life sciences is still one of the big issues for big pharma, generics and biotech companies. MundiCare and SALETELLIGENCE work together as partners for your success!

From disruptive strategies, through all steps of the SFE process, perfect operationalization to advanced analytics – we offer you individual solutions that ensure sustainable success.

For MundiCare and SALETELLIGENCE, our priority is to immediately understand your challenges and opportunities, and to work with you to develop, evaluate and implement the options. You will be accompanied by senior experts who know what they are talking about from many years of experience.

ABOUT MUNDICARE

Strategies for Life Science
The best of both worlds: Our expertise combines health industry and management consulting, many years of experience and operational industry knowledge. We advise and accompany e.g. NASDAQ and DAX companies as well as medium-sized businesses and start-ups, big pharma, generics, biotech and chemical companies from strategy to implementation. Our recipe for success: One of the founding partners is always at our clients’ side – for the company, the team, the career.

Healthcare, Pharma, Biotech and Chemistry: constantly changing
In a complex and fast moving industry, we turn challenges into results: Our strategies are individual, targeted and trend-setting. Our input is the basis for decision makers. Our solutions are fast and lasting. We cover the entire value chain, from research and development to marketing – nationally and internationally.

Strategic Advisors: Our knowledge has methodology
Personal and tailor-made: We are efficient and sustainable in our close cooperation with our clients and their teams. We listen, ask questions, think along, understand – creatively and strategically. The results are sustainable solutions from today for tomorrow – Turning complexity into results that matter

ABOUT SALETELLIGENCE

SALETELLIGENCE is the expert for data analytics in the healthcare sector. With our expertise in Big Data, Advanced Analytics and Applications, we support companies in the healthcare industry in communicating with their customers in a targeted manner and ensuring optimal patient care. Our concepts and approaches are based on a broad database, analytical and customized. In more than 15 years, our highly specialized team at our locations in Bielefeld, Vienna and Bern has completed more than 1,000 projects for over 200 companies.

Big Data
Digitization creates data worlds that you can use for planning sales and marketing. Understanding the individual customer comprehensively and tailoring your own activities better to customer needs – we mobilize large amounts of data, bring them together and make them usable for your challenges.

Advanced analytics
Advanced Analytics, AI and Data Science are more than “buzzwords” for us. They have always been part of our daily work and are part of our corporate DNA. In our team we combine business know-how with highly innovative statistics and IT. We evaluate large amounts of data with state-of-the-art statistics. In this way we deliver results for your decisions in marketing and sales.

Applications
Big Data and Advanced Analytics optimally support your marketing and sales planning. With the latest tools, we make the daily work easier for you and your employees. Turn modern technologies for data use, evaluation and processing into your productivity turbo in marketing and sales.

CORONA-SHUTDOWN: What effect do the measures have?

We are all massively affected by the Corona crisis. In order to slow down or to contain the spread (“Flatten the Curve”), drastic measures such as the closure of kindergartens and schools, contact bans and curfews have been decided. In the meantime, voices are already being raised asking for the end of the measures. The longing for our accustomed freedom is understandable and justified, but at this point in time it is probably premature.

A crucial question, however, is whether and to what extent the measures taken are having any effect at all? So far, in the public there are little or no comments on this. We at SALETELLIGENCE have addressed this question and developed a web-based tool to determine the effect of the measures taken to contain the COVID-19 pandemic.

BASIC IDEA: EVENT STUDY

The basic idea is based on an event study, whereby the development of the number of infected persons actually observed (= officially confirmed cases) is compared with the expected curve of an unchecked spread. The difference between the two curves at a given point in time describes the impact of the containment measures.

Looking at the curve of infected persons in Germany, a bend in the curve on 20.03. is striking. The number of infected persons continues to rise, but not to the same extent as before. If one calculates the expected number of infected persons using real data up to 20.03, the result is the dotted line above. In our model, this corresponds to the course of an unchecked spread. If we now determine the difference between the two curves on the basis of the data up to 28 March, this describes the effect of the containment measures (“Flatten the Curve Effect”).

RESULTS FOR GERMANY

In Germany, roughly 57,000 cases were observed on 28 March, whereas the expected number without measures would have been more than 130,000 cases. The number of cases could therefore be reduced by more than 50% or, in other words: More than every second case could be avoided! It remains to be said that the measures for social distancing are effective in Germany!

The described reduction is due to the measures of the day-care and school closures (from 16.03.) as well as accompanying measures such as the increased home office activities of many companies. The additional contact bans or curfews imposed later (from 22.03.) lie outside our period under consideration (20.03.). It remains to be seen whether there will soon be another bend in the curve, i.e. whether these measures will have an additional effect.

We will take up these and other questions for Germany and other countries at regular intervals on our homepage or look at them in detail.

THE TOOL

In addition, we offer interested parties free access to our web-based analysis tool. This tool offers a daily updated database of Germany, Austria and Switzerland as well as other countries (EUIG5 and US).

Here you will find the link to the tool: https://covid19.saletelligence.de/

Data volume in the healthcare industry requires professional analysis methods

According to various studies (e.g. University of Michigan, March 2015), the amount of digital data in the healthcare industry is growing exponentially from year to year. While in 2013 there were still 153 exabytes (1 exabyte = one billion gigabytes) of digital healthcare data, by 2020 ~2,300 exabytes are expected.

But does more data really automatically lead to better decisions and more knowledge about your customers?

We have much more data than 20 years ago and much better CRM systems, but unfortunately we know less about our customers today than we did then.

Head of Sales & Marketing of a healthcare company

So the challenge with a lot of existing data lies in professional methods of data merging, analysis and interpretation of the results.

What is to be done?

Three factors in particular are important with regard to data analysts:

  1. Exact knowledge of the healthcare-specific data sources and data contents as well as any limitations.
  2. Profound methodological knowledge in the area of data compilation, processing and modelling with the help of statistical software solutions and tools.
  3. Many years of experience and skills in the interpretation and validation of results.

However, in addition to the experience of the employees, two other factors are very important:

  1. Speed of implementation: the best analysis only leads to limited new findings, if implementation takes so long, that the data is already out of date again.
  2. Processing of the results: Statistically complex correlations and results of extensive analyses must be translated into simple messages and recommendations for action at the end. Only then can you generate benefits.

If you want to avoid generating just lots of data for the data graveyard, we will be happy to support you with our tools and more than 15 years of experience in the analysis and appropriate preparation of healthcare data.

Furthermore in our solutions section, you will find an overview of the specific issues we deal with and where we can help you make progress.

Please contact us if you need more information!