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WOLF-IMPLEMENTATIONS
INTRODUCTION
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AGENDA ADRIVAN DEN BERG
Introduction
About Us
Pricing360 Platform
Wolf Consultancy
Why Us
Demo
Next Steps…
Adri Van den Berg, has
over a decade of
experience as a consultant
in accounting, corporate
performance reporting,
business analytics, financial
controlling and strategic
pharmaceutical pricing
solutions, driving
company profitability.
Head of Solution Consulting
Experience
60
Time presentation & demo
Minutes
Agenda Introduction
HARALDPETRY
10 Life Science ¦ Pricing
+
Head of Pricing & Contracting
Harald Petry, has over 15
years experience as a
business consultant in HR,
performance
management, business
analytics and driving
company profitability with
the help of state on the art
software solutions and
consultancy.
Experience
15 Software Solutions
+
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2006 2012 2013
1st pricing excellence project Pricing360 platform Commercialisation EvolutionAVandenberg F&P AVandenberg F&P InnoPeritus/Pricing360 Gmbh Wolf-Implementations Srl
The Beginning
One pharma client embarked on a multi-year pricing transformation program, were Adri Van den Berg was contracted to help implement and improve the revenue management system…
Birth of the Platform
After working for years with a system, that didn’t deliver what was expected, we developed the platform for life sciences, that is user friendly and supports users in their day to day jobs…
Available Now
Group of market access & pricing life science specialists, working together in creating a unique company, focusing on market access & pricing consultancy / tools. The platform is growing…
Accelerate your Profitability
The Pricing360 platform by Wolf-Implementations. Making sure the platform and its customers are staying upfront with new innovations for decision making based on facts for profitability.
750+325
Employees & Contractors Offices Platform users
>85
Costs est. pricing excellence project
The Netherlands
Romania (Global HQ)
India (Development)Million USD Growing
Founder and redline throughout the pricing360 history
Adri Van den Berg Owner OwnerOwner/Partner
About Us History of the Wolf
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Goal Mission
About Us The Wolfpack
During the past 15 years we have lived
through significant changes in the pharmaceutical and medical device industry
sector. There has been a dramatic increase on price pressure and ultimately margins. Hence
the need for robust pricing and contracting solutions.
We have learnt from within our
industry, working with sub-optimal solutions, and lived through protracted implementations.
Our Pr icing360 solutions have been specifically designed for the life sciences sector by a team
that possess a deep understanding of the needs of internal pricing decision makers.
We have designed our solutions with real life
experience in creating, managing and executing innovative pricing and contracting
systems.
Our solutions are based on modular applications, both for list price management
and analytics that focus on net price optimization.
Step by step, we operate through a roadmap
linked to capabilities and ROI.
Our Goal
Continue to develop innovative pricing and contracting solutions using reliable advanced technologies.
Demonstrate improvements in organisational pricing and contracting execution.
Focus on results beyond delivery and implementation.
Our Mission
To create a better life for our staff and customers.
Build a dedicated platform and network forum for pricing and contracting functions in our sector.
Continuously build solutions that streamline your internal processes to reduce your work load and prevent errors.
Our Ways
To partner with you and take a vested interest in your success.
Align our approach to your strategic goals and objectives, and provide transparency in our methods.
Bring our passion for learning and building new ways to address pricing and contracting challenges.
Ways
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NL RO IN WOLF
Hilversum (20min from Amsterdam) Bucharest Bangalore Global VisionClose to the customer Heart of the Wolf Silicon Valley of India Wolf-Implementations Srl
About Us Finding Wolves
Product development &Sales department
The Netherlands is were it all started. We have life sciences experts, product development and our Head of Solutions Consulting in Hilversum. In 2016/2017 the office will move to a new location in Utrecht.
Global Head Quarters & 1s t line support
Romania as a center was chosen because of the growth in IT specialists. Our employees are now closer to the customer and in the same time zone, also internal admin support is located in Bucharest.
Programming & 2nd line support
India has the best developers in the world. Bangalore is one of the biggest IT hubs, and we need a lot of skilled developers and testers to maintain quick turnaround for new system functionalities.
Future employees
It doesn’t make sense to hire smart people and then tell them what to do. We hire smart people so they can tell us what to do.
-Steve Jobs-
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THE PRICING360 PLATFORM
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Pricing360 Platform Modules
7
Our Wolf-Implementations Pricing360 platform is an agile,
easy-to-implement self-service platform that helps you
manage all your product prices and price structures.
The database stores everything you need to effectively
manage your pricing, including all historical price changes
and any price floor violation. Price requests, approvals and
escalation tasks can be easily managed by means of a single
click using mobile apps.
Some key benefits: • Minimizes margin leaks, eliminate inaccurate government reporting
• Maximizes internal price transparency
• Eliminates outdated price lists, stores information for referencing
• Directly connected to your workflow and governance process
• Stores vast amounts of information, incl. active and pending prices
• Review price erosion and model different what-if scenarios
• Accessible on mobile devices – anytime, anywhere
List P
rice M
anag
em
ent
Net P
rice O
ptim
izatio
n
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Seamless data exchange,between customer systems and external providers for pricing updates and reporting.
Integrated Pricing Platform, were all needed modules are and client requirements are integrated.
Defined processes driven by policy and education with transparent decision making and notifications.
1 2 3
Clear roles and responsibilities with specific personnel to drive clarity & efficiency through the organization.
4
Pricing360 Platform Interfaces
Internal Systems
Data Providers
ReportingD
ATA
EX
CH
AN
GE
Price Negotiators
Commercial-
Operations
KAM’s
Price Approvers
Price Managers
Pricing Analysts
Administrators
INTER
FAC
E
Systems Pricing360 Cloud Platform Users
1
2
3
4
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Maximum
Price
Net Price100
90 85 85 80 78 76 74 75
56 5646 45 45
Margin Leakage
Gross Price Invoice Price Gross Profit Net Profit
On-Invoice
Discount
Off-Invoice
Discount
Operating
Costs
Net Price
1% Revenue
loss on list has
typically 11%effect on profit
COGS
List price floor Commercial price floor Pricing Strategy
GPD:
Monitor your list
price, ensure
governance and
secure maintain
maximum product
value
CPM:
Awareness of
competitor price and
respond to market
changes
IRP:
Reduce list price
erosion and evaluate
financial impact
PTA:
Limit volume leakage
to other counties
CMS/TMS:
Monitor pricing strategy and governance
Prevent maverick pricing
Protected your profit margins
External Systems:
COGS, Royalties
and Operating Costs
NPO:
Insight into the
Gross-to-Net waterfall:
Analyze contract,
Customer data,
Customer price bands,
Optimize net profit
Pricing360 Platform Visibility on Profitability
The Gross-to-Net waterfall is seen by many clients as an end goal to get better grip on their profitability. To get the full visibility on customer/contract level for the Gross-to-Net waterfall, all Pricing360 modules play an important role. One missing module gives less visibility and can lead to incorrect decisions.
Achieving this is a multi-year important and resource intense project, but as an end result giving you the ability to make better decisions based on facts for profitability.
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Predictive
Pricing360 Platform Roadmap to Predictive Analytics
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Predictive
optimazation
Predictive
modeling
Explaining
analysis
OLAPAd-hoc
reportsStandard
reportsClean
dataRaw
data
What-if
What is the best
that can be done?
What is going to happen?
What could happen?
Why did it happen?
What has happened?
BI-Analytics has several stages of maturity. In the end-stage the best decision will be taken based on all available data. Of course not every prediction will be happening. But with the new technics for Predictive Analytics, the trustworthiness of the outcome is more reliable and this will minimize risks.
The Base: Clean and rich data
The first step making it possible to have a Predictive Analytics environment is clean and enriched data from multiple sources. This is the base for an accurate and reliable prediction. ‘Garbage in is garbage out’.
What-if-scenario’s
Trends, government restrictions and pricing strategies can have different future outcomes. That why it is important to simulate what-if scenario’s. Pricing360 can do this based on accurate actual and historical data.
Predictive Modeling
The amount of what-if scenario’s is almost unlimited. That’s why it’s better to have a model, with all the components that can influence the future situation. This is done by adding internal- and external data components into the model. Based on this it will predict the outcome.
Predictive Optimization
Now we know what probably the outcome is going to be. And we need the answer to the question, what is the most effective way to achieve our goals, resolve and respond to these changes. This is what Predictive Analytics is about.
< V
alu
e fo
r th
e c
ust
om
er
>
< Maturity Business Intelligence at the customer >
Reactive Controlled Pro-Active
2015/20172012/20142009/20112006/2008
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Data
up
date
s in
real-
tim
e
Power BI Service / Qlikview serverReal-time operational dashboardsand reports
Power BI DesktopDesktop visual data analysis and report builder
Publish reports to the Power BI /
Qlikview Service for end user
consumption
Visually analyze data and create
beautiful, interactive reports
Pricing360 Platform Analytical Benefits
StreamAnalytics
MachineLearnings
StatisticalAnalytics
IntelligentApps
Pricing360 CLOUD
NON-MICROSOFT CLOUD
ON-PREMISE DATA INTELL
IGEN
CE
TM
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DEMO
Pricing360 Platform
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CONSULTANCY
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Governance Organisation Training
Consultancy More then Software
Pricing Policy and Price floors
Our solutions are aligned to your internal organizational structure. The governance framework is linked to internal workflows.Price changes and contract requests are simple to track through our systems.
Our mobile apps make it easier for your organization to review, accept, escalate, and reject price requests.
Diagnostics
Before investing in any pricing applications, mitigate your risk. We can run a diagnostics consultancy project, that’s essential before any change programme. We will run a process of data & system audit, analytics and interviews to establish a baseline in 3 core areas.With as outcome a clear pricing vision roadmap
Innovation for Life Sciences
Our “Price Fluency” program is designed to ensure every key stakeholder within the organisation receives and obtains a strong foundation of the importance of pricing and governance.The ROI of our solution extends past implementation. Our program is designed to continuously enhance your capabilities beyond basic solution training.
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WHY US ?
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People Technology Future
Why Customer Choose Us?
Experts in Life Sciences
Our main background is that we have worked in the life sciences industry and developed our platform based on this knowledge
Our only focus is pricing for the life sciences, were we have many years of experience and we will continue to work and share our learnings.
Not only software! We deliver consultancy projects around pricing: Organizational Diagnostics, Governance & Pricing Policies, Price floor calculations and give trainings.
Build for Life Sciences
Our platform is developed with the latest Microsoft technology and specifically built for pricing departments in the life sciences industry.
Not with outdated technologies like Silverlight, or a platform that is designed for different industries or for different purposes like Salesforce.com. Our turn around time for enhancements is Monthly, instead of Quarterly, so you don’t have to wait.
Innovation for Life Sciences
Our team is constantly looking for new innovative ways to support the life sciences industry, either through our consultancy or system development.
2016/2017 will be also the years that we are able to use the new Microsoft analytical benefits and machine learnings that are needed in the life sciences industry, to reducing risks and making more decisions based of facts for profitability.
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Questions Contact Information
RomaniaWolf – Implementations Srl(Pricing360 Platform)
23rd Unirii Blvd13th Building, 1st Entrance6th Floor, 16th Ap., 4th DistrictZip code: 040103BucharestRomania
HollandWolf – Implementations Srl
Harald Petry
Leeghwaterstraat 1341221BJ HilversumThe Netherlands
phone: +40 75 903 [email protected]
www.pricing360.com
Thank you, for your interest in our solutions!
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BACKUP
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Pricing360 Platform Impression
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Ne
t P
rice
Reporting
Gross-to-Net
Contract
Management
Tender management
Net Price data
gathering & pilot
county involvement
Net Price
Reporting
Configuration &
Testing
Tender
Config.
2016Aug Sep Oct Nov Dec
2017Jan Feb Mar Apr May Jun Jul Aug Sep Oct
Kick-Off
1 Aug
Net governance &
pricing policy
Training preparation
List price reporting
Review/Discuss Pricing &
Contracting Strategy for Net Price
Management
Lis
t P
rice
Price database &
Competitor data
Workflow &
Price floors
International
Reference Pricing
End-
User
training
Tech.
Go live
List PriceStabilisation
Training Prep.
Pricing360 Platform Project Implementation time-line
Nov Dec
Financial & Contract Data
Gathering by
Wolf-Implementation
Business Analysts
Pilot Country Involvement
Kick-off
&
Data
Gathering
Reports
Config.
&
Testing
User
Go live
Global launch
sequence
Net PriceStabilisation
Tech.
Go liveEnd-User Training
End-
User
Training
Tech.
Go live
Deployment depending on customer needs End
30 Jul
User
Go live