CONTRACTING CONSIDERATIONS

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1 CONTRACTING CONSIDERATIONS Acquisition and Collection of Specialty Product Data By: Stephanie Levin December 14, 2016

2 Agenda Disclaimer Introduction Audience Poll Data Requirements & Process Flow Growing Pains Resolution Steps & the Path Forward Q & A

3 Disclaimer The following presentation represents my personal view and does not represent Bayer s view or in anyway associated with Bayer

4 Stephanie Levin Program Manager, Specialty Data Bayer Healthcare, Whippany, NJ Background 17 years in the pharmaceutical industry Sales Operations Training Analytics/Reporting Data Management Current Role Program Manager, Specialty Data Data requirements & contracting Data Implementation Manage department s relationships with SPPs and data aggregators

5 Audience Poll SPP? Manufacturer? Consultant / Data Management Partner?

6 THE GOOD Data Requirements & Process Flow

7 What Does Good Look Like? Data Fields Do the data elements support the measurement of key business questions Can the SPP reliably provide the data elements. E.g. are they a required part of SPP operations Are the data fields clearly defined Number of Files Is the data consolidated as much as possible Is data duplicative across deliverables File Delivery Is the data being sent to the right place (e.g. data aggregator, direct to manufacturer) Compliance Scoring / Fee Structure Does the contract specify exactly how compliance is measured Does the fee appropriately incentivize the SPP to provide the required data

Managed Markets Human Resources Reporting & Analytics Data Warehouse to Downstream Systems Data

8 High-level Process Flow SPP Data to Manufacturer Data Supporting Internal Requirements Internal Requirements SPP to Data Aggregator* Based On Stakeholder Needs Sales Force Sales Leadership Marketing Managed Markets Human Resources Reporting & Analytics Data Warehouse to Downstream Systems Data Aggregator to Data Warehouse (Manufacturer) * Data aggregator optional; SPP may provide data directly to manufacturer

Analytics Human Resources Data Requirement Development Draft core requirements Stakeholder

9 Internal Requirements Detail Requirements Gathering to Contract Generation Internal Requirements Business Need Assessment Sales & Marketing Managed Markets Reporting & Analytics Human Resources Data Requirement Development Draft core requirements Stakeholder review Contract Generation Provide core requirements, fee structure, compliance scoring Review of Contract Draft

10 THE BAD Growing Pains

11 Internal Requirements Detail Requirements Gathering to Contract Generation Internal Requirements Business Need Assessment Sales & Marketing Managed Markets Reporting & Analytics Human Resources Data Requirement Development Draft core requirements Stakeholder review Contract Generation Provide core requirements, fee structure, compliance scoring Review of Contract Draft

Internal Data Management nor the SPPs were consulted on the data requirements prior to execution Failure to engage the proper stakeholders led to incomplete, unclear or unattainable data requirements

12 Internal Data Management nor the SPPs were consulted on the data requirements prior to execution Failure to engage the proper stakeholders led to incomplete, unclear or unattainable data requirements Missing data Incorrect data Subpar data compliance measures Need to amend contracts and implement changes AND/OR Inability to perform analytics Gaps in Field Force HR data Poor data quality Unable to meet the needs of the customer More time was spent trying to understand the data than answering business questions

13 AND FIXING THE UGLY Resolution Steps & the Path Forward

14 Solicit SPP Feedback on Data Bayer hosted a Data Summit in 2014 to open a dialogue with our SPP partners. Key questions and facts about SPP operations led to significant improvement in our understanding of current pain points & challenges. Why do manufacturers ask for all of this data? We are in the business of helping patients not collecting data Our systems don t capture that data We don t need all of that information to fill an Rx That data is captured in different systems and they aren t connected

15 Proactively Engage Stakeholders Data & Implementation Capabilities Analytics & Reporting Future data needs & data required to perform analyses Knowledge of product & overall strategy SPP In-depth knowledge of data & data flow to downstream systems Sales & Marketing Data Mgmt.

16 Develop Core Data Set File layouts Industry standard when possible (i.e. 867) Ability to answer key business questions across brands Core data elements Compliance Scoring Sliding scale per report with clearly defined measures

17 Q & A

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