Axioma
A specialized syndicated database containing information on health professionals and health organizations. Data is provided in: Belarus, Kazakhstan, Russia, Uzbekistan, Ukraine.
Problems resolved with the help of Axioma
Analysis of market potential (Specialists / Institutions)

Getting the right data rapidly

Continuous support and updating of current information

Performing external categorization of the database

GPS monitoring of user devices

Legal usage of personal data

Sources of database updates
Information collected by medical representatives

Information received from official sources

Direct phone calls to doctors or pharmacies


Interactive marketing activities, etc


Market research projects


The database is updated using our own telemarketing center
Database of Specialists
Data types:
Doctors (children/adults, in-patient clinic/polyclinic).
Pharmacists.
Office staff of distributors.

Data provided:
  • Full Name.
  • Specialization (primary and secondary).
  • Place of work (main and additional).
  • Contact information (work phone)
  • Working experience.
Locations:
  • Belarus
  • Kazakhstan
  • Russia
  • Uzbekistan
  • Ukraine
Data for categorization - Ukraine:
  • Patient flow
  • Visiting pressure
*Using Pharma MCM service it is possible to send information for specialists to their personal cell phones or emails).
Database of Institutions
Data types:
Outlets.
Distributors.
Treatment and prophylactic institutions.

Data provided:
Name.
Contact information (address, phone).
Organizational structure (subdivisions);
Data on sales and availability of medications.
Geo-coordinates.

Locations:
  • Belarus
  • Kazakhstan
  • Russia
  • Uzbekistan
  • Ukraine
Data for categorization - Ukraine:
Turnover of sales outlets.
Visiting pressure.
Categorization
The index of visiting pressure is a relative indicator of the visiting activity to the doctor /to the medical representatives' pharmacy of those companies that take part in the syndicated project. The calculating principle is that all doctors are ranked by the indicator of the total number of medical representatives visits per quarter from the bigger (the most visited doctor) to a smaller one. The most visited doctor / pharmacy is assigned the indicator of 100, for all other doctors this indicator decreases in proportion to the total number of medical representatives visits.
Location: Ukraine. Quarterly update is provided.

The flow of patients is the absolute indicator of the total number of patients that visit doctor per week. The principle of getting information is a survey of doctors. Locations: 30 largest cities of Ukraine.
Quarterly update is provided.

The turnover of pharmacies is an absolute indicator of the total turnover of each pharmacy point (UAH). The principle of calculation: the symbiosis of several external data sources, combined in a single calculation using cluster hierarchical models.
Location: Ukraine (without solo proprietorship). Quarterly update is provided.
    Data integration
    Integration with CRM Pharma HRM system

    Integration with Veeva CRM system

    Specialists, Outlets, Medical institutions are constantly in motion

    Changes are provided within 365 days in the customer database
    30%
    Specialists
    Doubles
    Dead souls
    20%
    Outlets
    Doubles
    Closed institutions
    10%
    Prevention and treatment facilities
    Doubles
    Disbanded institutions
    How to determine whether your company needs a database service?
    If you have one of the tasks described below, you cannot do without a database service ...
    Planning sales in the territory
    1) Understanding the volume of the market
    2) Evaluating investments for work with clients
    3) Choosing the right growth strategy

    The most comprehensive and up-to-date information about specialists.
    Data comes from different sources:
    • The supplier's own external service (more than 300 representatives),
    • External services of participants of the syndicated project (more than 7000 medical representatives),
    • Specialized contact center 150 people,
    • Mailouts with feedbacks (more than 500 000 annually)
    • Marketing research,
    • Audit projects of external services (about 100 000 interviews per year).

    Data is checked daily
    The company introduces a new product to the market
    1) The ability to calculate the rep-equivalent
    2) Forecasting the results
    3) Saving time and resources for developing a new target audience
    Categorizing customers without a visiting them
    1) Identification of the most potential customers (Ukraine)
    2) Transformation of the target list into the MP task.


    Specialists:
    - Visiting pressure *
    - Patient flow **

    Institutions (Pharmacies):
    - Visiting pressure *
    - Turnover of pharmacies ***

    * The index of visiting pressure is a relative indicator of the visiting activity to the doctor /to the medical representatives' pharmacy of the companies that take part in the syndicated project. The Calculating principle is that all doctors are ranked by the indicator of the total number of medical representatives visits per quarter from the bigger (the most visited doctor) to a smaller one.

    The most visited doctor / pharmacy is assigned the indicator of 100, for all other doctors this indicator decreases in proportion to the total number of medical representatives visits.
    Location: Ukraine. Quarterly update is provided.

    ** The flow of patients is the absolute indicator of the total number of patients that visit doctor per week. The principle of getting information is a survey of doctors. Locations: 30 largest cities of Ukraine.
    Quarterly update is provided.

    *** The turnover of pharmacies is an absolute indicator of the total turnover of each pharmacy point (UAH). The principle of calculation: the symbiosis of several external data sources, combined in a single calculation using cluster hierarchical models.
    Location: Ukraine (without solo proprietorship). Quarterly update is provided.
    Compliance of personal data with the law
    We guarantee compliance with the personal data protection law.

    • We obtain agreement from the subjects of personal data (doctors) to post information about them in a specialized database
    • We inform the subjects of personal data about their rights, as well as the possible transfer of information to third parties (pharmaceutical companies)
    • We provide specialists with access to personal data
    • We register the database according to the requirements of the current legislation of the country (if necessary)
    • We keep the database up to date
    Controlling the location of representatives
    Along with the database on institutions (sales outlets or health facilities) we provide their geo-coordinates. This information is used while monitoring the location of representatives and planning visits to calculate the optimal itinerary.
    Getting immediate information about new pharmacies and specialists in the territory of representatives
    The database support service provides representatives with information on any record that triggers questions. Reports generated for users are based on changes in the database, (new customers on the territory, changes in the database for a particular period, etc.)
    Structuring the database
    • The data correspond with the generally accepted classification of specialists
    • Full structure of trading networks is supported
    Checking the quality of your own database
    To determine the quality of your own database, you can order a free pilot project.

    After providing a small volume of your database, our specialists conduct an operative analysis of the information and provide you with detailed statistics:
    • Cleanliness of the database;
    • Completeness of the database;

    • Database categorization (Potential);
    • Comparison of the visited database and potential;

    • Recommendations for database coverage (your database);
    • Recommendations for database coverage (complete database - Axioma)
    • Recommendations on the number of staff
    Order a presentation or pilot project
    to estimate the quality, speed and uniqueness of services provided
    Feedbacks from the participants of pilot projects
    We conduct a large number of pilot projects annually to show the potential of possible growth of your business
    Our database is very clean, we have just checked it...

    Before checking the database, we had been sure that our database is not flawless in terms of completeness, but it is certainly relevant because under the strict guidance of regional managers, our representatives have just finished the long process of cleaning the database last week...
    The head of the external service of S... company

    Results:
    Completeness: 25%
    Cleanliness: 90%
    We work with a narrow target audience and we know all the experts...

    Before the data check we had such a faulty opinion that we ideally work through the specialists and that other companies do not visit our doctors...
    Commercial director of P... company

    Results:

    Completeness: 65%
    Cleanliness: 80%
    The index of visiting pressures showed that other companies are extremely actively working with these specialists.
    Why should you pay third-party companies for the work that our employees can perform easily?

    Apparently, representatives have much more important tasks to do and a lot of time needs to be spent on collecting and constant verification of data that quickly becomes irrelevant. Currently, we save a lot of resources using the Axioma database - this rational development is Axioma.
    The head of the external service of D... company

    Results:
    Cooperation: 7 years of collaboration
    Categorical indexes used:
    • Turnover
    • Patient flow
    • Visiting pressure
    Large companies can maintain a database independently

    They can do it indeed, you just need to build a business process properly:
    • organize the work of the call center to contact clients and obtain permission to store their personal information.
    • register the database in the state supervisory instance if necessary.
    • enable medical representatives to add new data to the database on their own and to receive a prompt response to any request.
    Director of IT department of F ... company

    Results:
    Usage of the specialized Axioma database in Ukraine:
    • TOP-10 Pharmaceutical companies: 70%
    • TOP-20 Pharmaceutical companies: 65%