Partnering people and technology to build more productive relationships

Clinical and commercial success in pharma has always been dependent on relationships. Now our sector and others are seeing people and technology come together in incredibly exciting new ways, creating stronger connections and enabling continuous and productive conversations to take place in real time. The opportunities for pharma are immense – but finding the right path to follow is challenging.

The Healthcare Internet of Things: A Network of Opportunities for All casts a candid eye over the latest developments and plots a course for pharmaceutical companies wanting to maximise long-term commercial advantage. Based on in-depth discussions with 10 senior industry leaders at the forefront of technology, this report examines how the Internet of Things (IoT) phenomenon can be usefully applied to foster more communicative relationships between pharma, patients, physicians and payers.

• Clear definition of IoT and an explanation of what it encompasses – including the technologies, tools and approaches that exist today and are already delivering value.
• Outline of how the organisational structures within pharma need to evolve to adopt an IoT strategy, including specialist partnerships, leadership culture and data science capabilities. 
• Expert views on how IoT can be harnessed to power-charge relationships with physicians, patient segments, and payers. 
• Detailed discussion on what an IoT enabled future could look like plus a clear view on what needs to be in place to get there. 
• Exploration of how IoT can speed the time-to-market of drugs and drive cost-effective processes.

• Enables more joined-up thinking: Supports a holistic approach - IoT can be applied across multiple areas from trial management to market access, patient-centricity to payer liaison. 
• Facilitates informed decision-making: Gain the insight needed to formulate targeted IoT strategies that fit with wider business plans, goals and technology capabilities. 
• Manages business expectations: Draw on case studies with pharma and other industries to identify evidence of benefits being realised and clarity on what is possible. 
• Provides a clear plan of action: Find out what needs to be in place and the potential pitfalls. Understand the route to setting up and rolling out an IoT strategy.

Why IoT matters for pharma

A highly connected healthcare ecosystem will ultimately help pharma serve patients better. IoT may be in its infancy today, however those that implement gradual, planned and controlled changes now will be best placed to realise the benefits of a connected future. 
Earlier diagnosis is widely expected to be one of the most important IoT outcomes. The huge leaps made by IBM’s Watson is a prime example of what is already possible. Ultimately, IoT is a business issue, not just an IT one, as it has the potential to fundamentally change the way clinical and commercial decisions are made across the drug lifecycle.

• Evolution or revolution? What structures and business models are needed to leverage IoT to meet commercial and/or clinical business objectives?
• What evidence already exists to support the strategic, financial and operational benefits gained from putting in place an IoT strategy?
• What can pharma learn from other industries with more evolved experience in applying IoT thinking to their stakeholder relationships? 
• Who should pharma look to partner with and what type of partner companies should be considered? Are single or multiple relationships required?

• Duncan Arbour, Innovation Lead at Inventive Health Europe
• Matt Bolton, Associate Strategy Director at Clear M&C Saatchi
• Christopher Colucci, Head of Enterprise Applications at Insmed
• Philipp Diesinger, Global Chief Data Scientist at Boehringer 
• Laurent Flouret, Director – Global Digital Strategy & Innovation at Sanofi
• Daniel George, Digital Experience Leader in Global Commercial Excellence at AstraZeneca
• Magnus Jörntén-Karlsson, Project Director, Pharmaceutical Innovations, AstraZeneca R&D
• Valerio Nannini, Senior Vice President, Head of Strategies and Performance at Nestlé
• Daniel Ramirez, International Head of Business Development, LEO Innovation Lab, LEO Pharma A/S
• Jane Rhodes, Senior Director of New Initiatives for the Value-Based Medicine team at Biogen

“Now, you can have more digital eyes and ears on the pre-clinical, clinical and real world data, and far greater ability to make sense of this. It’s the potential for no meaningful change in data, no matter how tiny, to be missed.”
Duncan Arbour, Inventive Health Europe

“The nature of the IoT in healthcare is that it brings the patient to the fore in their treatment journey, and as such, if pharma can develop its position here, it can develop closer relationships with patients.”
Matt Bolton of Clear M&C Saatchi

“IoT has the potential to disrupt traditional methods of clinical development processes, improve decision making and speed up drug development.”
Jane Rhodes of Biogen

• Senior-leadership teams and key decision-makers
• Commercial and clinical department leads
• Relationship management and customer care specialists
• Technology departments and IT investment decision-makers
• Human resources and talent finders
• Payer liaison 
• Trial designers and managers

• Growing connectivity as momentum for the Internet-of-Things (IoT)
• Embracing the IoT in healthcare and pharma
• Key insights
• Key drivers of the IoT
• Patient-centricity and the IoT
• The potential of the IoT for other stakeholders
• Physicians and HCPs
• Pharmacies
• Payers
• The current status of the healthcare IoT
• The Tools of the IoT
• Key insights
• Wearables
• Analytics
• Cloud computing
• Cognitive systems
• Blockchain
• The IoT as a strategic consideration for pharma and healthcare
• Key insights
• Patient monitoring and improved diagnosis, adherence and outcomes
• R&D and real-world data
• Value-adding services
• Customer satisfaction and customer experience management
• Faster time-to-market and commercial effectiveness
• Challenges and Resistors to uptake of the IoT
• Key insights
• Are the regulations around IoT solution development clearly defined?
• Will IoT be data secured?
• Is technology mature enough?
• What does a successful IoT pilot programme look like?
• Will there be an ROI from the IoT?
• Accentuating positive opportunities from the IoT
• Key insights
• Learning from other industries
• Collaborating with the best for effective business models
• Optimising touchpoints for customer engagement
• Allow the IoT to shake up clinical trials and R&D
• Building a truly integrated, trusted network of care
• Organisational structure and the IoT
• Key insights
• Think data, think connectivity
• Data science capabilities
• Tech-savvy leadership to facilitate IoT success
• The Future of IoT in healthcare
• Key insights
• Unparalleled healthcare access and communication
• Regulatory agencies need to be supportive
• Change in business model
• Conclusions
• Expert biographies