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Maximizing Pre-Launch Effectiveness in the Era of Non-Personal Engagement

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WBNR 0402 - Maximizing Pre-Launch Effectiveness in the Era of Non-Personal Promotion

 

About This Webinar:

With the Healthcare Map™ as our foundation, Komodo Health is revolutionizing how brand teams prepare for upcoming drug launches. In this webinar, you will learn how Aperture enables life sciences organizations to quickly understand the connections between:
  • Patients and providers
  • Providers and healthcare institutions
  • Different sources of market influences
  • Building rich provider engagement strategies in preparation for launch

Webinar Transcript:

00:06 Vivian DeWoskin: All right, we're gonna go ahead and get started. Thank you so much to everyone for joining our webinar today, we're excited to have you here. Just a couple of orders of housekeeping before we get started. First, all of your lines are muted. We will be using some polling questions throughout our discussion today, and so we thank you in advance for your candid responses and for your participation. And then lastly, there is a chat window if you have any questions or comments as we go along. We will have some time for Q&A toward the end of the discussion. I might also be asking for additional questions or comments as we go through, so please feel free to use that. All right, again, thank you so much, everyone, for joining. I'd like to tell you a little bit about myself and our agenda for today. My name's Vivian DeWoskin, I'm a VP of Life Sciences at Komodo Health.

01:07 VD: For the past 10 years prior to joining Komodo and here at Komodo, I've worked as a consultant to the life sciences industry where my focus has been on launch planning in particular. I specialize in working with companies who are preparing for their maybe first commercial launch, especially in the areas of oncology and orphan diseases. Now that I'm at Komodo, I work with much the same types of companies, helping to apply better data, technology, analytics and workflow solutions to the questions that every team faces as they prepare the market and prepare their organization as well for launch. So it's my pleasure to be able to spend a little bit of time with you all this morning talking about those topics, sharing some insights and ideas that we have, as well as hearing from all of you.

02:02 VD: So to that end, I will cover today's objectives first and then describe our agenda. First, we'd like to spend some time talking about the current reality of COVID-19 on life sciences organizations, and in particular on commercial teams that are preparing for a launch either of a new product, a new indication. It may be their first launch or it may be their 27th. We'll also share some insights and options that we see for how our life sciences community can make critical business decisions that you have to during this uncertain time as you prepare for those launches. And third, speaking to the point I made a minute ago, we would love to also take this time to gather some feedback from the life sciences commercial community on the challenges that you're facing. I mentioned we'll be using some poll questions throughout. We would love to hear from you, gather your feedback, and also capture additional questions we might not be asking that you would find valuable to hear your peers in the industry also comment on. So we'll point those moments out when we get to them in today's webinar.

03:15 VD: In terms of the agenda, we'll start by addressing what I mentioned, the current reality for life sciences today, which we're all aware of at this point, and talk a little bit then about how commercial teams are adapting in the last couple of weeks. Lastly, we'll spend a little bit of time talking about ways that we see commercial teams can potentially stay on track for their launch and take this opportunity to revise and improve your strategy for commercial launch to make this time as effective as possible. We'll end by looking ahead with some of the summary of those suggestions that we'll make, and then save time at the end for Q&A.

04:00 VD: All right. So to start, let's just talk a little bit about 2020 so far, and this new virtual landscape that we find ourselves in. At this point, we're all very aware that major conferences have been cancelled or moved online, hospitals and HCP offices are not permitting in-person visitors. In fact, in many of those institutions, policy changes are potentially being implemented at the institution level that may forever change our access to HCPs in those settings. Even if you are able to access or engage with HCPs right now, it's clear that, rightly so, their focus and time is directed elsewhere to address this current crisis. Whether they've been pulled into the front lines to care for patients affected by COVID-19 or they've simply had to change their operations of their own practice, their day-to-day has been significantly altered as well. The lack of clarity, timely data and information on which to base decisions is affecting all of us in the broader healthcare ecosystem and in the life sciences in particular. Now, commercial teams preparing for the launch of a new therapy or indication, are additionally faced with new added challenges on top of the typical challenges and timeline needs that any brand preparing for launch phases, and this is true across companies of all sizes and in every therapeutic area.

05:38 VD: We know that there's clearly a potential to fall behind on timelines for important pre-launch activities, and that's probably top of mind for many of you. There is a reality that clinical and regulatory delays are becoming the norm. The concern now is not to worry about the potential for those delays, but to manage the company and manage your teams through whatever those types of delays look like for you. We've seen FDA AdComs pushed back, and in some cases, even approved drugs are waiting to actually commercially launch. This certainly adds further uncertainty to timelines and objectives for commercial teams as you're potentially now working toward what could be a moving target. Third, we've started to hear some rumblings or concerns potentially, especially down the line, about supply chain distribution and access to therapies for patients. Particularly this is a concern for some brands when thinking about how they're going to get their API over time.

06:51 VD: And then lastly, and perhaps most importantly really for all of us working in this industry, there are potential challenges to patients actually getting the therapy or care that they need. We all work in the life sciences and come to work every day because we care about patients and outcomes and in making a positive difference in their lives. But right now, we find ourselves in a time of considerable uncertainty in how that care is going to be delivered, whether patients will have the access to therapy that they need, and how that may change over the coming months. Before we dive into a little bit more content about what teams are doing and some suggestions that we have for how to navigate through these challenges, we'll start with a couple of our first polling questions to get a better understanding of who is joining us on the webinar today. So we'll start with the first couple of questions to help guide the rest of our discussion.

07:54 VD: First, I would love to ask you all to comment on how effective you think your pre-existing commercial launch strategy is now in the COVID-19 environment. And I'd love to hear a little bit potentially from you in the comments or in the questions as well as to what you're basing that rating on. And we're starting to see a few of the results come in, so thank you for those of you that are commenting. We'll keep these results up on the screen so that everyone can view them for a couple of minutes while we get the answers in, and we're planning to share some of these insights out to the rest of the audience that's here today following our webinar. But it seems like many of you so far are noting that your strategy is somewhat effective. And I think that that really resonates with me, it probably resonates with many of you on the line, that some things are gonna stay the same. Certain things need to get done, and you are likely already in a solid place regarding your launch strategy, but now there's additional uncertainty that we've talked about. It's not really clear what's gonna happen in the next few weeks, let alone the next several months, and that means that there are open questions about how your strategy will need to change.

09:15 VD: I'm hoping we can spend a little bit of time addressing some of that in today's discussion, but for those of you who did answer extremely effective or effective, I would also love to encourage you to comment in the chat, share some of the things that you and your team are doing to maintain the effectiveness of your strategy, or ask any questions that you have about how you might be able to maintain that moving forward. So I'd like to move on to the next question now. Thanks again for everyone's responses to that first one. I'd love to hear from you what you think is right now the biggest barrier to a successful launch as a result of COVID-19. And we've put several different options here. I think that there's a lot more than this, so there is an "other" choice, but one thing that we see is potentially delays in the clinical readout, FDA approval or your launch itself. There's the possibility of supply chain concerns or patient access concerns, your ability perhaps to pivot and adopt more virtual engagement or NPP or overweight that in your strategy relative to where you were previously.

10:34 VD: And then one that personally resonates for me, whether you view this as missed time, lost time that could be spent on market education and on market preparation. And it looks like so far we're getting a little bit of a split over the group. Thank you all for your comments as you add them. So far, I think a lot of you, about a third of you agree with me that there's a lot of worry and potential anxiety about what this shelter-in-place, what this lack of access to HCPs is going to do to your market education and market prep timelines or effectiveness. And also, okay, now it's settled in at about a third of you as well also were concerned about your ability to maybe rapidly pivot to virtual engagement or NPP, which were likely a part of your marketing or commercial strategy previously, but now perhaps need to be over-emphasized or emphasized to a greater extent than before. And if there was not a suggestion here that you think is the biggest barrier, some of you wrote "other", I'd love to hear from a couple of you as well in the comments as to what in fact your organization is facing and what you think might be a bigger barrier than some of the ones we've mentioned here. Thanks, everyone.

12:05 VD: We'll do one last question before we move on. And the last is, coupled with the previous barriers we mentioned, have your team's operational resources been constrained due to COVID-19? As I think a lot of us could anticipate or be concerned potentially about impacts to budget or impacts to our ability to hire the teams and the resources that we would otherwise have liked to have on board to complete our launch preparations, but maybe you're not affected yet. I think that there's a lot of uncertainty, and it looks like many of you are saying the same thing, that no impact just yet but there's likely going to be something down the line. I'm really glad to see that about a quarter of you haven't had any impact to your resources and don't anticipate a change in your resources as a result, which is really heartening. And for those of you whose resources have already been impacted, I'd love to hear a little bit about what form that's taken.

13:18 VD: For our part, we've heard a lot about the challenges to hiring and to adding more people to the team right now. So I anticipated that that's likely going to be weighing heavily on many of you, especially if you were in the process of trying to ramp up a sales team or a field team. That might be on hold for the foreseeable future without a very clear timeline for when that's gonna change. Thank you so much to everyone for your helpful responses. I hope that you've found a little bit of insight as well in hearing from your peers in the life sciences community as to what they're facing at the moment as well. And again, we'll share some of these results of our surveys following the webinar.

14:06 VD: All right, so let's move on and talk a little bit about what we've heard teams are doing right now. And I'll make one more plug at this point for anyone to continue using that chat window to add more comments as to what you're doing, especially if you don't see anything reflected here. But first, we know teams are obviously undertaking a lot of scenario planning under varying assumptions for regulatory timelines, for clinical care, for your clinical trials as well as commercial timelines. As you think about launch planning, you might be evaluating your strategy and evaluating your plans now under multiple different potential launch readiness states, for instance, or FDA approval timeless. You're likely evaluating your forecast as well and looking at different scenarios for how the next several months could play out and what the impact could be in the long run on your overall market opportunity.

15:11 VD: Part and parcel of that is, involves assessing the projects and timelines that are at risk at the moment and re-prioritizing where those efforts are needed. Coupled with that, maybe you're revisiting your target list or revising your launch or go-to market strategy overall at the moment. Especially with field teams grounded currently there is, again, a need most likely to revisit those lists and make sure that you're really thinking about the various possibilities for what could happen in the future. That includes thinking about preparations for virtual engagement and detailing or non-personal promotion, which we heard from many of you in the poll question a few minutes ago is one of your areas of biggest concern right now. And lastly, thinking about the patients and the reason that we all do the work that we do, there's a lot of effort being put into developing solutions to ensure patients have availability of and access to therapy that they need over the short-term as well as the long-term.

16:22 VD: So we're hearing a few common questions as well as teams try to grapple with those tasks that they're faced with at the moment. So a few of them that we're hearing here at Komodo, I would love to hear more common questions that you all are asking as well, we're being asked which HCPs are maybe being pulled to the front lines against COVID-19 as COVID-19 may be affecting patient care in other conditions. It's not just COVID-19 patients that are affected, but care for patients with all sorts of other conditions being impacted potentially by their HCPs, splitting their focus or simply not seeing patients in their own practice. Similarly, which HCPs or practices are telehealth ready? Which ones are already seeing patients virtually, and how is that going? How is it working in practice? What does it mean for the patients? And what does it mean for HCPs? And what does it mean for us if our HCPs are likely going to be making maybe more of a switch to virtual care over the coming year, not just for the next couple of months?

17:37 VD: How are patients, of course, being affected? We've talked about this, but the main question being, are patients still able to receive therapies? For instance, HCP administered therapies, biologics, chemotherapy. Are patients being able to get in for the infusions that they need on the timelines that we expect? Or are there at least delays in that care? If a patient was supposed to be receiving their dose every eight weeks, will that change moving forward? Are they splitting doses, taking a drug holiday, skipping a refill at the pharmacy if they're experiencing financial burden? And of course, then that comes... As a commercial team, we wonder, what's going to be the impact, short and long-term on our market opportunity and what form will that take? Here at Komodo, we are working to answer those questions and many more as well as we work with our life sciences partners.

18:39 VD: For those of you who are less familiar with us, Komodo Health is a company that sits at the intersection of healthcare, data and technology, and we build solutions for the life sciences team, for life sciences on top of the healthcare journey of 320 million US patients. And we do so always with our mission in mind to reduce the Global Burden of Disease, right now, I think that is at the forefront of many of our minds, especially speaking about the impact of patient care, we've talked about over the last few slides, as we think about the secondary impact of COVID-19 on the rest of the healthcare ecosystem, what will be the burden of disease on the patients that we are committed to caring for and to providing therapies for?

19:26 VD: Komodo reconstructs the journey of the 320 million US patients by linking thousands of different data sources together, so that we have a full picture of the longitudinal experience of patients on the ground, so even as patients move across different stakeholders in the healthcare system, different care settings, different practitioners, or even move to different payers. Our goal is to be able to track that journey and truly understand what the patient is going through. To do so, we're adding data each and every day, and we think that's going to potentially hold very powerful insights in the weeks and months to come, as we start to be able to really see and explore some of those secondary effects of COVID-19 on different groups of patients with different conditions.

20:21 VD: So I think the question then becomes, how can we leverage that information, how can we take the insights from 320 million US patient journeys to inform and update commercial launch strategy in this new world that we're living in? I think you'll likely all agree that even during normal times, launch teams are always under time pressure, you're always trying to take full advantage of limited time that's available to you to prepare for and execute a flawless launch. Now, launch teams are being asked to do potentially even more, or maybe pivot completely with even less time potentially. So how can you scale the time that you do have in this environment? How can you maximize the pre launch time you have right now to prepare without falling behind, failing to meet expectations or generally feeling like the next couple of months are just lost to you.

21:25 VD: Here at Komodo, we think a lot about data, we think specifically about using the right data, the right time to make decisions. So over the next few slides, I'm gonna show you some of the ways that commercial teams are working with Komodo to maximize their efficiency, make sure they're updating their strategy on the basis of the most accurate clinical information available, and generally how you can feel empowered not to be losing time right now as we're all isolated at home, and in fact, still be able to move ahead and make changes and updates to your commercial launch strategy quickly and efficiently, so that you can stay on track, stay ahead of target were possible. First, I'll talk to you a little bit about Aperture, which is Komodo's market intelligence and segmentation platform. It takes patient level data for all the patients in your specific therapeutic area and rolls that up to share insights with you at the HCP and the HCO level. So we talked a little bit about target lists previously, a couple of slides ago, and how maybe revisiting your target lists and updating those as part of something that you're doing right now as you think about the switch to more virtual engagement or NPP. And up until now, you might have built those lists for sales and marketing based off of script data, which could in fact become outdated as the market rapidly changes as a result of COVID-19.

23:02 VD: The top decile treaters that you'd planned on targeting might not stay the top decile. And RxData could be an incomplete picture of where patients are being seen, especially if care patterns change as a result of this current crisis. So here at Komodo, we think about aligning strategy to clinical volume on a patient level basis, that means instead of just thinking about scripts, thinking about which HCPs are seeing, managing or yes, treating your specific patient population. And because we see the journey of 320 million US patients, we can quickly tell you where the highest volume of patients are, who is seeing them, that HCP's profile and details of the entire care team, so not just a single primary treating specialty. Using Aperture, you can quickly search for the HCPs that have the highest volume of your patients in the most recent 12 months, compare that list to your existing target list and update, refined or just expand the number of HCPs that you plan to target. Especially as teams think about relying more and more heavily on non-personal promotion, casting a wide net can be really crucial, so you don't miss an opportunity and maximize your chances for engagement. Even before the COVID-19 pandemic, commercial teams have often found 40 to 50% more relevant HCPs to target via this method, and to us, it becomes only a little bit more important now.

24:40 VD: I also mentioned the value of seeing the entire care network for your patients, especially if care patterns shift in the coming months. Knowing what other HCPs or specialties are part of the network of care for your patients can give you more options to explore. It may be that access to the HCPs that were previously your top targets has become more restricted, so being able to fully understand the entire journey of your patient population through the healthcare system, again, gives you more options and maybe fewer potential dead ends as you seek to engage with HCPs to educate them about your patient population or about your therapy. And you might also find that you need to make different decisions or refine your strategy in different ways based on geography, if you're like us, you anticipate that what holds true for one part of the US, they not hold true for all the others in the next few months.

25:39 VD: So you can think about going maybe territory by territory and refining your strategy based on the needs of that particular area and the reality is on the ground there, or for the next six months, making specific and bottom-up decisions to guide your overall launch strategy. And the last thing I'll mention is that, it's not only important to have the most comprehensive target list possible when you're thinking about virtual engagement and NPP, but maybe more than ever, it's equally critical to be able to accurately and quickly segment your HCP universe for different messaging and engagement. As you start to think about virtual interactions and increasing and NPP significantly, being able to create micro-segmented, highly tailored lists of different audiences will be very crucial because Aperture makes HCP's clinical practice, scientific activity and industry involvement all available in one place.

26:45 VD: Tailoring your messaging to a physician, specific patient, population and knowledge areas can be very quick and efficient. Strong NPP strategy based on segmented relevant messages will be key for your brand as HCPs are spending the time and energy managing their patients through this crisis, this uncertainty. I'll also say that you may be hearing similar things from your agencies, we expect as everyone moves toward more virtual engagement and NPP, a more crowded space digitally, with respect to HCP personal inboxes, they're likely to overflow even more than they already do as the entire industry moves toward virtual only and NPP engagement. In that setting on message, critical insights that are highly relevant to the HCPs you are specifically speaking to or key to standing out in this private space. So we've talked a little bit about how it's important to align your strategy toward to the reality of where patients are on the ground and what they're experiencing, and to take that a step further, being able to do that at the right time, on a real time basis will also be very important in this age that we're living in right now.

28:17 VD: Now more than ever, as I mentioned, we think HCPs are gonna be flooded with virtual outreach from everyone, from every angle, from... By a pharma, from patients, from payers, and it elevates the need for them to triage all of those messages to maintain relevance and credibility, since every touch point is virtual, having patient level insights can be critical to creating a different care-based messages that resonate with your HCPs. So we have a solution here, we call Pulses of Clinical Learning Solution, effectively allowing you to have insight into where your patients are being seen in real time, and knowing where your patients are, who's seeing them, and relevant information about those patients and those HCPs allows you to have the right messages to maximize engagement at that point in time with your HCPs.

29:20 VD: When we think about Pulse, we think about identifying some critical points in the patient journey, and those are gonna be more critical than ever before, identifying patients that are still being tested and potentially diagnosed with your target therapeutic area, or patients who are continuing to start therapy will be critically important to know and to know where those patients are and who is seeing them as things rapidly evolve in the coming months. Pulse alerts commercial teams weekly on physicians that are seeing the right patients at these actionable moments for intervention during the care journey. This also means that your NPP spend could be more effectively allocated to areas where it will have the most immediate impact, so on physicians who are currently making treatment decisions for patients who are maybe newly diagnosed. The results we hope is that patients are still able to get the therapies that they need when they need them, and commercial teams are still productive and engaging providers, even if we're not able to be in the field.

30:30 VD: We customize those alerts based on your specific patient population, so depending on your needs and what's relevant to your patients and therapeutic area we'll be able to identify the right patients at the right time and tell you a lot about those patients as well as about the HCPs that are seeing them with significant enhancement of that information. Ultimately, the reason that we are all doing what we do is to try and make a difference for patients, and those patients need care now, more than ever. Your business is likely being affected by COVID-19, but your patients could potentially be at risk, at risk of not getting the care that they need in some cases, life-improving or life-saving care. So as you're working to be as productive and efficient as possible and preparing for your launch, having the data that allows you to find those patients with precision allows you to allocate your time and resources to the HCPs or the settings where you can have the biggest positive impact for patients.

31:39 VD: So I'd like to wrap up with a couple more slides and another poll question or two before we go into some Q&A time. To recap, what I hope everyone has been able to partly take away from the discussion today is that there are ways to make the most use of this time that you have, pre-launch, even if we're all sheltering in place, field teams are not out there in the field, talking to HCPs. There are things that you can do to update your strategy and refine that on the basis of timely, accurate, complete clinical information and could help you potentially pivot your strategy toward NPP or virtual engagement more effectively and more quickly, so you can potentially... We talked about maximize that potential for engagement from HCPs by having the most detailed, accurate knowledge of those HCPs and their practices to help you stand out from the chaos and the clutter that HCPs are likely to be bombarded with over the coming months. And we talked about the importance of finding patients in real time, delivering the right information to the right HCP at the right time to ensure high quality care and access to therapy for your patient population.

33:02 VD: Alright. So one last question before we move to Q&A. I would love to hear from you all as of right now, how prepared you feel to meet your objectives for the next 3 to 6 months or 2020 overall. And again, thank you so much for your candid responses, it's very helpful to hear and to share as well with your peers in the industry. Alright, so many of you feel somewhat prepared, and I think that makes a lot of sense, given some of the conversation we had previously in some of the responses to earlier questions that you felt like your strategy was going to be somewhat effective in the world that we find ourselves living in today. So I think this aligns very well with what you've already said going into this discussion, that you're likely to be able to navigate through this, but there's going to be some unexpected changes along the way, and I'd love to hear in the next few minutes as we take time for some Q&A, what additional questions you have, not just for us here at Komodo and what we're seeing, but also what other questions you might have for your peers in the commercial space in life sciences. What else could we be asking our broader community and sharing with all of you all moving forward? So I wanna thank you all so much for taking some time to be here, we'll pause now and do a little bit of Q&A. Roxanne, I will turn it over to you, I know you're on the line and you've been looking at questions.

34:42 Roxanne Lopez: Thanks Vivian. We've gotten a few in just in the time that you've been speaking, so let's start with those to allow folks some more time to think and enter those into the Q&A box. So the first question is, you talked about real-time data, but how frequently is that data updated for Pulse?

35:00 VD: Okay, thank you, it's a great question. Pulse streams the most recent data that we ingest here at Komodo. So at Komodo, we are constantly receiving new data each and every day, we stream about 15 million clinical encounter data points per day. And the way Pulse works is that we set it up so that we're always looking at about the last week's worth of data, so when you get an alert, which we send out on a weekly basis, you're seeing the clinical encounters that happened the week prior and know for instance, that Dr. John Smith saw a patient with this relevant diagnosis code last week in this particular care setting. I hope that addresses that question, whoever asked.

35:46 RL: Okay, we've gotten a question about, does our data extent to Canada or is it US-based at the moment?

35:52 VD: That's a great question. At this time, it's entirely US-based. Sorry, unfortunately, I can't offer Canadian data at this time.

36:05 RL: Okay, can changes in practices related to access, so for example, if the HCO or HCP is limiting pharma visits at this point, is that gonna show in the data?

36:18 VD: It will, yeah, and it's something we're actually actively looking into right now, so we've started over the last week preparing some analyses that we'll be able to tell you more about in the coming weeks and months, but looking exactly for that, are there dips in clinical encounters as patients are not going in to see their provider, or is some portion of clinical care being sort of rescued, so to speak, by Telehealth? So that's actually something we're in the middle of working on just this week, and we'd like to continue to keep our community informed about, we expect that there's probably going to be a couple of different dynamics at play. So in the short term, yes, I think it's likely that we're gonna actually start to see fewer clinical encounters and potentially different clinical encounters in the past few weeks extending to the next couple of months, and that might look different across different therapeutic areas as different types of care are being deemed essential versus nonessential.

37:25 VD: But what that might also mean is that some nonessential care that we expect is being pushed off today, that might actually lead to more patients or more disease burden down the line. So we spent some time last weekend starting to investigate this in breast cancer, for instance, expecting that perhaps patients aren't getting their mammograms on a regular basis as a hypothetical example. What that could mean is that we see a decline in those types of clinical encounters over the next several months, and it could mean an increase in the number of patients potentially diagnosed with perhaps metastatic disease down the line, so that's something we're actively looking into, and we will be able to see as the data unfolds.

38:19 RL: Alright, we've gotten another question, and I think this is more just based on your personal perspective Vivian, but do you expect conversions to change? Industry standard is 2%, so do we see this going to decrease given a predicted over-saturation of virtual communications?

38:39 VD: It's a really great question. My personal opinion is that probably, yes. I think it would be a wise question for you all to talk about with your agencies right now and to see how they're navigating it, and if they've already started to see any changes in conversion rate as a result, but I do believe that, I think anecdotally, talking to HCPs, they are being pulled in a million different directions right now, and they're not used to working on the phone and on the computer quite in the same way that they're doing it right now, and so I do think we're gonna see a little bit of over-saturation and impact on them as they try and weed through and figure out how to allocate their time and focus.

39:32 RL: Do you have thoughts around innovative and compliance strategies to drive for successful HCP engagement digitally?

39:43 VD: Yes, so I think we talked a little bit about some of them today, and for whoever asked this question, I would also just... You are welcome to reach out and talk in more specifics, especially if you have particular questions that you're facing within, if I unbutton that question a little bit. What I would suggest in some of the things that I talked about over the course of the day-to-day is, trying to know your audience as much as possible to increase the likelihood of engagement. And so that means having a really, really robust understanding of your patient population, so that can be by updating and revising your understanding of the patient journey so that you really, truly understand everything the patient is going through, and therefore what the HCP is navigating the patient through at the moment. It also means understanding your HCP as well, understanding their practice, understanding their patient population, care patterns, the network of care, their institution, and I think that those are some of the ways that you can be more effective in getting HCPs attention and then being able to successfully engage them in this new age we're living in. I think all focus is going to be more than ever before on patient care in the moment. So being timely as well, I think is going to be even more important than it was previously.

41:21 RL: Okay, we've gotten another question about, does our data include the ability to see different sites of care, specifically those doctors who are still seeing patients through telemedicine?

41:31 VD: Yes, that's a really great question. I mentioned a little bit earlier that that's something we're currently looking into, we have a group... I'm actually expecting to hear from them a little later today, so you caught me in advance. We have a group currently looking into seeing the volume of Telehealth in our claims, that is something that can be seen in claims, and so one thing we're actively working on for our customers is being able to very quickly assess which HPCs have had virtual visits maybe in the last year and how that's changing moving forward, so that you have an understanding of where patient care is potentially being delivered via telemedicine, as well as which HCP, individual HCPs or practice settings or healthcare organizations are more adept at delivering Telehealth.

42:26 RL: And piggy-backing on that, this is more of an opinion, but do you expect patients will continue to use telemedicine after COVID-19 is over?

42:36 VD: I wanna say that I think that that's likely. But I also think that one thing we'll learn over the next few weeks is how adopted it even is right now. And so personally an area that I wanna look into is not just which HCPs are doing telemedicine, right? But our patients actually replacing... How much care our patients is actually replacing with Telehealth versus foregoing entirely because not only is Telehealth a little bit unusual for physicians to pivot to, but for many of them, they've at least had some maybe Telehealth capability or it's been emerging in their practice over time. There's many, many, many patients out there who have never once opened a telemedicine app on their phone, or had never tried to visit their doctor that way. So I think we're gonna see differences in, depending on the therapeutic area, the patient need and the patient population and demographics that are influencing patients adoption of telemedicine.

43:46 VD: And I think in some cases where we might see higher adoption, I think, yes, virtual care is potentially gonna be here to stay, and this is something that pushes the boundary there. Think about urgent care. I think in a lot of urgent care settings right now that are actively discouraging patients from coming in and exposing themselves if they don't need to, we're seeing a switch to virtual care, and that might work, but for a lot of patients who maybe don't need urgent care, they might just forego, any visit at the moment. And then there's gonna be patients who can't afford to forego care, and they might be using telemedicine as a stop gap because they have no other choice, but in reality, their care shouldn't be managed virtually and does require in-person visits. So it's a long answer to your question, but I think it's not... I think overall, we're going to see an increase in adoption of telemedicine, but I think it's gonna be segmented, and I think there's gonna be differences in that by therapeutic area.

44:56 RL: Okay, we've gotten another question in the same vein, is there a way to view in Aperture, the HCP's online engagement, not just in Telehealth, but overall online engagement?

45:06 VD: Yeah.

45:08 RL: And I think this is connected to the social discussion we were having.

45:12 VD: Yeah, that's a really great question. That's actually something that is not a feature that's turned on right now, but it's something we're currently working to deploy for our customers in short order, because we know for certainly, we've been hearing a lot of requests for more social media information about HCPs and understanding social influence, so not only was that a hot topic before, but I think it's become only more important now as so much moves virtual. So yes, in the works and something that we absolutely will be including in the near future.

45:51 RL: Alright, those are the questions that we've gotten into the Q&A box at this point.

45:56 VD: Great, well, I wanna thank all of you so much for your time, for your thoughtful contributions to the polling questions and for the questions that you asked so far. I know it's up here on the screen, but I'll also mention it. We're planning to share some of these insights on a continuous basis with our broader community, you can look for those updates on LinkedIn and on our website and follow us there for some of those updates. We'll also send the recording of this webinar to the group who registered for today, and in the meantime, if we didn't get to your question, or if you have more specific questions that you would like to talk through about your particular therapeutic area, your particular company and your timelines, please reach out. I put the marketing at Komodo health email alias here, you can reach out there. There's no obligation at all for anything, if you'd just like to talk and brainstorm a little bit about your commercial strategy over the next few months, I'd be very, very happy to connect with you and to pull in others from Komodo that perhaps have worked in your therapeutic area as well. I'll thank you all again so much for your time. We have one exit survey question on the way out that Roxanne will pop up, and hopefully you'll be able to give us responses to your feedback on today's discussion. But thank you again and I hope everyone stays well and healthy in this time.

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