New business models – interface with Pharma
7th EPLS Conference, Prague
Manuela Mueller-Gerndt
[email protected]
23rd September 2014
© 2014 HCL – Proprietary & Confidential
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HCL: Quick Facts
HCL Technologies
Enterprise & Custom Applications,
Infrastructure Services ,Product
Engineering & R&D and BPO Services
Global Market Focus
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HCL Enterprise
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$6.2
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What HCL Stands for
HCL
Avitas
HCL Infosystems
Hardware, System Integration,
Networking Solutions, Managed ISP
Services, Homeland Security & ICT
Distribution
Indian Market Focus
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90000
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Life Sciences Service Offerings
2.400+ consultants
Information
Management &
Professional
Services
Compliance
& Validation
Portals &
Content Management
Drug Discovery
Drug
Development
Regulatory
Manufacturing
& SCM IT
Sales &
Marketing
Enterprise IT
250+ consultants
500+ consultants
80 consultants
190 consultants
260 consultants
800+ consultants
 Target
Identification &
Validation
 Hit Identification
 Lead Generation &
Optimization
 Predictive
Computational
Chemistry Tools
 Lab Automation
 Preclinical
 Protocol
Development
 Clinical Trial
Management
 Clinical Data
Management
 Data Analysis
 Submissions
 Lab
Automation
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Validation
GAMP5
ASTM
Submission
Consultancy
Audit
Compliance:
ICH
USFDA and
related
regulations
 Procurement
 Factory
Solutions
 Enterprise
Solutions
 Automation
Solutions
 Consulting
 MES
 LEAN
 Marketing
Management
 Sales Force
Management
 Sales Support
Solutions
 Consulting
 CRM
 ERP
 Middleware
 Content
Management
 Consulting
 Service
Management
 DW/BI
 Accelrys
 LIMS
 ELN
 Siebel eClinical
 Oracle Clinical
 Remote Data
Capture
 LIMS, ELN
CDS, SDMS
 Phase Forward
 ICH, GCP,
SOPs
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Oracle AERS
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eMDR
Document
Management
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Sciences
 MSFT
Dynamics
 Veeva
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Application Support
& Enhancement
BPO & Infrastructure
Fully Loaded
Service Lines
Application Dev.
& Management
Oracle Agile
OPSM
OTM
Demantra
LIMS, ELN
CDS, SDMS
SAP
Fusion, BEA
Aqua Logic
Siebel
JDE
Oracle EBS
PeopleSoft
CRM On
Demand
 SAP
HCL’s Investments
Clinical Transformation
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Real World Evidence
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Integrated Clinical Platform SI and ADM
Services across EDC, CTMS, LSH, Safety,
Risk Management, CDW for Oracle
HSGBU Products and Custom Apps
Unified Clinical Platform on a Hosted
Model – Integrated EDC, CTMS, LSH ,
Safety and CDA Environment
Functional KPO Services
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Discovery Drug Design Optimization
Comparative Effectiveness Research (CER)
Clinical Trial Optimization
Value Based Pricing (VBP)
Optimal Treatment Indicators
Evidence based Medicine (EBM)/Evidence
based Practice (EBP)
© 2014 HCL – Proprietary & Confidential
Commercial Transformation
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Sales Operations Outsourcing
Sales Reporting and Analytics:
Enhanced Direct Sales Support (Call Centre):
Campaign and Brand Management
Compliance Services (Statutory Compliance)
Contract Sales Organization Optimization
Representative customers across all functional areas
Drug Discovery
Drug
Development
Manufacturing
& SCM IT
Sales
& Marketing
Distribution/
Enterprise IT
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© 2014 HCL – Proprietary & Confidential
HCL Healthcare : Vision Statement
“Creatively converge Technology, Data and Services around the
patient to fundamentally transform Patient Insights, Patient
Outcomes, Patient Experience and HC Reach Globally. “
Our Vision is based on four convergent drivers continuing to create a major inflexion point
on Patient behaviours and expectations relating to Healthcare globally. Over the foreseeable
future they will have an increasing impact in transforming the way patients perceive, receive
and believe in Healthcare; to move Patients from a victim mindset of ‘Heal Me’ to a more
positive, proactive mindset of ‘Help me heal myself’.
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© 2014 HCL – Proprietary & Confidential
The opportunity: healthcare inefficiency
Source: IBM Institute for Business Value
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Market Forces Driving Life Science Transformation
Tougher and tighter
regulations mandate higher
standards of compliance
Complex and
inefficient Life
Sciences R&D
contribute to
weak pipeline
Empowered patients call
for more effective therapies
Industry
challenges
and
opportunities
Globalization
and the new economic
environment tax
development resources
New market entrants
and treatment
approaches challenge
existing models
Quality and efficiency
of Life Sciences products challenge
the current drug safety models
Source: IBM Institute for Business Value
Generic versions of
blockbuster drugs create
pricing pressures
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© 2014 HCL – Proprietary & Confidential
We see transformation in the Healthcare and Life Sciences industries
around three major business trends, supported by two fundamental
capabilities
Evolution of
Care Delivery
Ecosystem
Convergence
Movement to
Consumerism
Information Readiness and Analytics
Business Structure Modernization
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New care delivery models are evolving to be preventative and more
focused on wellness and outcomes
Today’s Care
My patients are those who make appointments to
see me
Our patients are those who are registered in our
medical home or invisible in an ACO
Care is determined by today’s problem and time
available today
Care is determined by a proactive plan to meet
health needs, with or without visits
Care varies by scheduled time and memory or
skill of the doctor
Care is standardized according to evidence-based
guidelines
I know I deliver high quality care because I’m well
trained
We measure our quality and make rapid changes to
improve it
Patients are responsible for coordinating their own
care
A prepared team of professionals coordinates all
patients’ care
It’s up to the patient to tell us what happened to
them
We track tests and consultations, and follow-up after
emergency department and hospital
Clinic operations center on meeting the doctor’s
needs
An interdisciplinary team works at the top of our
licenses to serve patients
Source: Adapted with permission by IBM from Daniel F. Duffy, M.D.
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Tomorrow’s Care
9/29/2014
There is a desire to move to large-scale, patient-centric services that
monitor outcomes
Supplier of
Products / Devices
Traditional product
provider
Scope
Product wrap around
service
Therapeutic area solution
provider
Health Solutions Provider
 Developing advanced
analytics predictive
models to improve
physician targeting and
segmentation defining
next best action
 Developed remote heath
monitoring light weight
care coordination solution
 Piloting a care coordination
solution enabled with
predictive analytics to
prevent crisis in progressive
chronic disease patients
 Piloting a hospital
transition in care solution
offering targeting reducing
30 day readmissions for
CHF, AMI, PNA
 Advanced commercial
analytics
 Front end and patient
engagement services
 More sophisticated front
end, care coordination
services, data integration,
and advanced Healthcare
analytics
 More sophisticated front
end, sophisticated care
coordination services, and
data integration
 Traditional model of
increased market share,
quicker uptake, and
improved brand loyalty
 Traditional model of
increased market share
based on improved market
place perception, value add
services, and
differentiation
 B2B business model
targeting government
entities as the customers;
revenue through an initial
fee and then a per patient
charge
 B2B model, targeting
hospitals as the primary
customers; charging an
initial fee, a per patient
charge, then evolving to a
B2B2C model
System
Business
Model
Solutions
Provider
Value to Healthcare Ecosystem
Commercial Effectiveness
Source: IBM Institute for Business Value
Business Transformation
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Healthcare model disruption and scalability
Source: Ernst & Young, The New Healthcare Ecosystem
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Data is called the new „oil“
Source: Gartner, 2013
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Big Data is more than just volume
Volume
Terabytes to
exabytes of
existing data
to process
Velocity
Variety
Streaming data,
milliseconds to
seconds to
respond
Source: IBM Institute for Business Value
Structured,
unstructured,
text and
multimedia
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Veracity
Uncertainty from
inconsistency,
ambiguities, etc.
What does Big Data mean for Life Sciences?
Volume
26
million
unique molecules in the
ChemSpider chemical
database, from 400+ sources
Research data is spread
across huge databases of
patents, compounds, journals,
biomarkers, structure activity
relationships, genomics, and
medical records
Source: IBM Institute for Business Value
Velocity
1,000
Variety
/sec
vital-signs are captured by
bedside monitoring devices
Real-time analysis of
device data, images &
alerts will change the role
of monitoring devices in
healthcare outcomes and
patient wellbeing.
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80
%
unstructured data in EMRs,
devices, publications, drug
structures…
Advancing population health
and personalized medicine
with variety of data inputs from
medical records, notes and
dictation; public health reports;
social media and web content
Real-time monitoring platform with a patient centricity approach,
covering a multi-device approach – one of many examples
Monitoring and data transmission
Family
Update medical
records
Health state
monitoring
Doctor
Smart Packaging
Health information
and actions
Home Monitoring
Patient
Outcomes
Monitoring Portal
Pill Dispensers
Smartphone Apps
Payor
Manufacturer
Interventions
Analytics
Data
Aggregation
Data capture and analysis
Design Interventions
Source: IBM HCLS
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© 2014 HCL – Proprietary & Confidential
Data
Collection
Cognitive computing is a rapid evolving landscape and
combines transformational technologies
2 Generates and
evaluates
evidence-based
hypothesis
1 Understands
natural language
and human
communication
3 Adapts and learns
from user
selections and
responses
In 2020, approx. 80% of the technology on the
market will have cognitive services:
discovery, probabilistic, big data,
natural language.
Source: IBM WATSON
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© 2014 HCL – Proprietary & Confidential
Oncology Advisor created by IBM for Wellpoint and Cancer
Centers
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Source: IBM WATSON
Implantable Pain Management System
 Product: Implantable device, delivers drug to spinal
chord for management of pain from muscle
contractions. The drug can be refilled from outside
and the device can be configured from outside
wirelessly for dosage management.
 HCL responsibilities: Complete development of
HW and SW, prototyping and verification. Offered
support for risk management (FMEA, SHA) and
regulatory submission.
500+ patients are
implanted with the
device in Europe.
Recently
approved by FDA
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© 2014 HCL – Proprietary & Confidential
Selected Nerve Stimulator
 Product: Delivers electrical pulses
transcutaneously to the nerves for
treatment of over active bladder (Urinary
incontinence) for Women.
 HCL
responsibilities:
Complete
development of HW and SW, prototyping
and verification. Offered support for risk
management (FMEA, SHA) and regulatory
submission.
Nominated for
MDEA 2012
Awards
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© 2014 HCL – Proprietary & Confidential
Disease Management Ecosystem
 Product: iPad based SW application that can collate information from service
providers, suppliers and care givers. Can talk to set of smart devices through
blue tooth for data management and alerts
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© 2014 HCL – Proprietary & Confidential
To enable patient-centric services at scale, the
underlying technology needs to be developed in detail
Heart Health Ecosystem
Patients
Payors
Partners
Virtual Counselor:
Education Center
Lifestyle Consults
Community Services
Physicians
Hub
Real-Time Monitoring System:
Health metrics monitoring
Data tracking and storage
Analytics & visualization
Additional Heart Health Services
Capture, aggregate & distribute
Analyse and present
User groups and roles
Personal Profile management
Flexible, scalable architecture
Cloud-based or hybrid model
Robust failsafe operations
Security and data integrity
Services
Business Processes
Data Management
SW Architecture
IT Infrastructure
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© 2014 HCL – Proprietary & Confidential
Source: IBM
Commercial
Model
Delivery
Model
Workflow
Processes
Reporting
Metrics
Governance
Application Integration
Portal for multiple roles
Alerts/ Communication
Compliance
Care Protocol Delivery
Remote device monitoring
Clinical and operational analytics
Automotive Industry is investing in healthcare
 Consuming Health on the Road
 „Healthy car“
 Collection of health data, vital
parameter etc.
 Massage within the car
 Special, „customized“ chairs
 In USA: Health Teaching during
rush hours (drug education,
disease education)
 Collaboration with Pharma and
IT
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http://www.manager-magazin.de/lifestyle/auto/0,2828,403537-2,00.html
Health in the car
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Further examples
 Genentech and PatientsLikeMe close a large groundbreaking 5 year
research agreement (use patient‘s real experience with diseases and
drugs for better research)
 Elli Lilly & Co is rolling out a web-based service to help people learn
about particular drugs (guiding patients before diagnosis)
 Bayer works with Microlife (med. dev. manufacturer) and distributes a
screening device with automated diagnosis software to physicians in
Switzerland (blood pressure and pulse, pre-diagnosis through evaluation
of measurements)
 Pfizer Integrated Health: project aimed at stepping beyond the pill and
bringing together science, drugs and technology to improve patients
outcomes (help physicians making an accurate diagnosis of lower back
pain -> closed down after 2 years.)
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Google: Calico focuses on the challenge of aging and
associated diseases
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