Talent Pool Training

SFE Department
1. DATA
why is it important in business?

2. Data types
By nature and collection source

3. Analysis techniques and modules

10 concepts

4. How to make use of IMS analyzer data?

Utilization of data interpretation tools:

1
2
DATA
Why is it important in business?
3
4 Data helps you understand your
customers and the market.

5
DATA Types
Primary Vs Secondary Data
Primary Data:

• The data which are collected from the field under the control and supervision of an investigator.
• Primary data means original data that has been collected specially for the purpose in mind.
• This type of data are generally fresh and collected for the first time.
• It is useful for current studies as well as for future studies, for example: questionnaires.

Primary
Research

Quantitative Qualitative
Data Data

Surveys Individual
Personal interviews, Mails, In- Experiments Focus groups depth
house, Telephone, E-mail, Web. interviews
Secondary Data:

▪ Data gathered and recorded by someone else prior to and for a purpose other than the current project.
▪ It involves less cost, time and effort.
▪ Secondary data is data that is being reused usually in a different context.
ANALYSIS TECHNIQUES

New dimensions for

IMS KPIs 1
Traditional (Simple):
▪ PPG%
▪ MS%
▪ Geo Share

New (Advanced):
▪ EI
▪ Growth Drivers (Growth Value)
▪ Relative Market Share
▪ MS Gain/Loss Value

1 2 3
ANALYSIS TECHNIQUES

Pareto Curve
(“80:20”) 2
Pareto Analysis is a technique used for business
decision making based on the 80/20 rule.
It is a decision-making technique that statistically
separates a limited number of input factors as having
the greatest impact on an outcome, either desirable or
undesirable.

Example of Pareto Analysis:

▪ Almost 20% of EVA brands (19) represents 80% of
total EVA sales (104)
▪ Source of Business in terms of “ Pharmacies or
Customers”.

4
ANALYSIS TECHNIQUES

KPC Combs
(Key Purchase Criteria) 3
The KPC Combs is a visually simple tool that helps you display jointly both the importance of customer
purchasing criteria and the ranking of competitors against those criteria.

Factors Affecting Physicians’ Prescribing Decisions

HCPs’ Responses

Av. Criteria
Competitor A
Competitor B
Competitor C

Patients’ Profile Physicians’ experience Products’ influence Marketing activity Payers’ influence Environmental factors

5
ANALYSIS TECHNIQUES

Harvey Balls 4
Harvey Balls are a technique that helps you summarize the results of a benchmarking exercise where the
item benchmarked obey different metrics.

Key skills for medical representatives

Communication Negotiation Public Speaking Problem Solving Leadership Results Oriented

MR 1
MR 2
MR 3
MR 4
MR 5

No Skill Low Medium High Expert

ANALYSIS TECHNIQUES

Histograms 5
Histogram is a common variation of column charts used to present distribution and relationships of a single
variable over a set of categories.
A good example of a histogram would be a distribution of grades on a medical knowledge validation.

MR Score
18 16
16
14 13
12
12 10
10
8
6 5
4
2
0
0-20 20-40 40-60 60-80 80-100
MR Score
6
ANALYSIS TECHNIQUES

Timeline Chart 6
The timeline chart is a variation of line charts. Obviously, any line chart that shows values over a period of
time is a timeline chart.
The only difference is in functionality — most timeline charts will let you zoom in and out and compress or
stretch the time axis to see more details or overall trends.

EVA New Launches 2019-2020

ACTI-COLLA C

MELLITOFIX MET PRANDAGLIM MET

LIMITLESS C-ZINC
DURAFOS PRANDAGLIM
TEKLIVA ANSELACOX
NAUSETRON MELLITOFIX

NUCLEOPOVIR VELPA
TEKLIVA PLUS APIXATRACK UNIPRICORT PARACETAMOL-EVA PH
OLANZA

Jan-19 Feb-19 Mar-19 Apr-19 May-19 Jun-19 Jul-19 Aug-19 Sep-19 Oct-19 Nov-19 Dec-19 Jan-20 Feb-20 Mar-20 Apr-20 May-20 Jun-20
7
ANALYSIS TECHNIQUES

Gantt Chart 7
▪ Gantt charts are good for planning and scheduling projects. Gantt charts are essentially project maps,
illustrating what needs to be done, in what order, and by what deadline.
▪ You can visualize the total time a project should take, the resources involved, as well as the order and
dependencies of tasks.
Project X
Days
0 5 10 15 20 25 30

Task 1

Task 2

Task 3

Task 4

Task 5

8
ANALYSIS TECHNIQUES

Waterfall Chart 8
- Perfect for charting the change in a company's resource over time.
- These resources could be cash balance, inventory or employee headcount.

Company Cash Flow

10,000

8,000

6,000

4,000

2,000

-
Start Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec End
(2,000)
9
ANALYSIS TECHNIQUES

Bubble Chart 9
8
Bubble charts visually provides a quick assessment of
the relationship between different data. 6 P5

4
This type of chart is a helpful tool for analyzing data
sets with multiple inputs, visualizing patterns, and P3
2
P2
finding trends using data analysis.

Growth Rate
P1
0
-5% 0% 5% 10% 15% 20% 25% 30% 35% 40%
The bubble chart communicates two dimensions of
-2
data:
P6P4
• A Numerical value visualized in the scale of its -4
circular bubbles (X/Y-axis) P7
• In what each bubble represents (Bubble -6

Size/Bubble Color)
-8
Market Share
10
ANALYSIS TECHNIQUES

General Charts Tips 10 Chart

Title

Data
Label

Chart
Elements

Data
Series
 1
BAR CHART
Bar Charts are very versatile, they are best used to show change over time or
compare different categories.
BAR CHART
Design and Best Practices
 2
PIE CHART
Pie charts are best used for making part-to-whole comparisons. They are most
impactful with a small data set.
PIE CHART
Design and Best Practices
 3
LINE CHART
Line charts are used to show time-series relationship with continuous data. They
help show trend and acceleration.

Sales
800 756

700 630
624
600
522
500 456
432
400

300

200
123
100

0
Jan Feb Mar Apr May Jun Jul
LINE CHART
Design and Best Practices
 4
BUPPLE CHART
Bubble charts are good for displaying nominal comparisons or ranking relationships
BUPPLE CHART
Design and Best Practices
HOW CAN YOU MAKE USE OF ANALYZER DATA?
THANK YOU
& Just Keep
Practicing