Actually, right now, within the framework of the SALETELLIGENCE Christmas bakery, our employees would be making homemade biscuits for our customers.

Unfortunately this year, for the first time in 15 years, this is not possible.

Nevertheless, we would like to encourage you to bake some biscuits yourself with some impressions from the past years. Enjoy the advent season!

Our best recipes can be found here:

Our biscuit recipes from 2020

Do you have the feeling that there might be something wrong with the bonus system or do you get respective feedback from the sales force? Is the premium administration very laborious and time-consuming or error-prone? – A health check of the premium system brings light into the dark!

Bonus systems have traditionally been very important for healthcare companies. Variable remuneration components are designed to motivate sales staff in particular and to align their actions with the company’s goals. Since it is a remuneration component, the issue of bonuses is often politically or emotionally charged. This results in the requirement to have the bonus system as an important adjusting screw in sales management continuously in view or to optimize it.

This is exactly why SALETELLIGENCE offers the Health Check for the incentive system. In a detailed assessment, the relevant areas of processes, systematics and tools are comprehensively illuminated and analysed.

Health check

Overview: Health Check incentive system

As part of the assessment, we conduct structured in-depth interviews with the relevant process participants as well as quantitative analyses of the bonus systems.

On the basis of this inventory and the analyses, we evaluate the bonus system and identify concrete possibilities for improvement. In addition, we develop recommendations for possible solutions with regard to the identified fields of action.

At the end of the Health Check, the result is a reliable planning basis for further action to improve the bonus system.

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.