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1© 2017 Apttus Corporation
© 2017 Apttus Corporation
Gopkiran Rao
SVP QUOTE-TO-CASH
A common goal is to get fair net price compensation across the full range of contracts:
The Life Sciences Industry
• Large...
Medtech
Manufacturer
Public and
Private Health
Franchise
Service
Partner
Payments
Processor
Billing
Partner
Retail
Tender ...
.
The Business Challenge –
Models to Engage Providers & Payers Are Ever Evolving
Pricing Strategies
(Set Price)
Contract S...
A Better Way Starts by Integrating Pricing & Revenue Processes
Results in a Powerful Hierarchy of Enterprise Decision Drivers
DESCRIPTIVE
Product, Customer,
Price Reporting
DESCRIPTIVE
...
Enter Machine Learning:
Putting Rule-Based Systems… on Steroids
.
Pricing & Contracting Recommendations and Guidance
Product
Starting, Target
and Walkway
Discounts
Account
Asset
Lines
Hist...
Balancing Descriptive, Predictive and Cognitive Insights
Machine Learning is All Around Us
Intelligent Agents leverage a Conversational Interface
To Simplify Usage, Drive Adoption
Naturally Aligned With How And
Wh...
Driving the First Best Action
Assist
Guide
Coach
Elliott,
Why? Based on my analysis, I think there is a high probability
t...
Learn More
DEMO TRIAL WORKSHOP
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Meet MAX… AI for Pricing & Contracting for Medtech & Pharma Manufacturers

Artificial Intelligence (AI), is bringing transformational value by offering a game-changing pricing, proposal, offer and contracting experience for sales and service leaders working with group and provider customers. Attend this session for a practical discussion of the key capabilities made possible with AI for device, equipment and drug companies.

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Meet MAX… AI for Pricing & Contracting for Medtech & Pharma Manufacturers

  1. 1. 1© 2017 Apttus Corporation
  2. 2. © 2017 Apttus Corporation Gopkiran Rao SVP QUOTE-TO-CASH
  3. 3. A common goal is to get fair net price compensation across the full range of contracts: The Life Sciences Industry • Large Private Entities, • Hospitals Groups • Large Pharmacy Chains • National Access for Direct Reimbursement • Public hospitals • Regional authorities • Public sick funds • Single hospitals • Pharmacies & Wholesalers Big Contracts Market Access Agreements Large Tenders Smaller Deals
  4. 4. Medtech Manufacturer Public and Private Health Franchise Service Partner Payments Processor Billing Partner Retail Tender Portal Group Purchasing • Health Economics • KAMs and NAMs • Finance & Legal • Trade & Channel • Support & Service Admin Fee Committed Contracts Tiered Pricing Rebates Reference Price Market Basket Pricing Promotions Credit CheckMonth End Billing Multi-Lot Tender Chargebacks Catalogs & Options Customer • KOL • (Clinical/PTN) • Finance & Legal • Vendor Mgmt. • (Provider) • (HI) Finance Terms Order Capitation Distributor Cost-Focused Value-based | risk-sharing | bundled payments Self-Service Omni-Channel Mobile, Conversational, Prescriptive Contract & Tender - centeredRelationship-oriented Ship-to-Order Healthcare and Life Sciences Cash-to-Cash Processes are Limited by Legacy A Better Way Today’s Way Integrated Business Process, Unified Data Model
  5. 5. . The Business Challenge – Models to Engage Providers & Payers Are Ever Evolving Pricing Strategies (Set Price) Contract Strategies (Committed Price) Revenue Execution (Realized Price) Device: Combine cost-plus pricing for the device with outcomes-based pricing for the contract strategy and payment discounts MedSurg: Combine Kits and portfolio pricing for the SKUs and volume-based rebates for the contract Equipment: Combine capital list pricing for the device with Reagent pricing on the contract and zero dollar billing on the Shipping invoice and retrospective billing for payment
  6. 6. A Better Way Starts by Integrating Pricing & Revenue Processes
  7. 7. Results in a Powerful Hierarchy of Enterprise Decision Drivers DESCRIPTIVE Product, Customer, Price Reporting DESCRIPTIVE Contract & Customer Compliance Reporting DESCRIPTIVE Revenue & Leakage Reporting ROI Reporting Understand Context But the on us is still on humans getting it right…. Also known as the the Next Best Action…. QUOTE CONTRACT REVENUEOPPORTUNITY ERPPRICE
  8. 8. Enter Machine Learning: Putting Rule-Based Systems… on Steroids .
  9. 9. Pricing & Contracting Recommendations and Guidance Product Starting, Target and Walkway Discounts Account Asset Lines Historical Pricing Structures Incentive Rules CRM Data Conversion Likelihood – With Rationale Business Rules Product Recommendations Product Family (Group) Recommendations Rebate Tier Guidance
  10. 10. Balancing Descriptive, Predictive and Cognitive Insights
  11. 11. Machine Learning is All Around Us
  12. 12. Intelligent Agents leverage a Conversational Interface To Simplify Usage, Drive Adoption Naturally Aligned With How And Where Your Users Work What if you could do this on your phone? Anytime, anywhere? Machine Learning, Meet Intelligent Agent
  13. 13. Driving the First Best Action Assist Guide Coach Elliott, Why? Based on my analysis, I think there is a high probability to combine a renewal with the the OneOR solution to St. Lukes. Good morning Gop, I have created a New Opportunity for St. Luke Hospital Click here to start configuring the quote for the new offering and I will tell you how you should price it and your compensation on the sale. Best selling, Max Profits NEW OPPORTUNITY LAUNCHED Copyright ©2016 Apttus. All Rights Reserved. Various trademarks held by their respective owners. Solutions | Support| Contact Us | Privacy Policy
  14. 14. Learn More DEMO TRIAL WORKSHOP

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Artificial Intelligence (AI), is bringing transformational value by offering a game-changing pricing, proposal, offer and contracting experience for sales and service leaders working with group and provider customers. Attend this session for a practical discussion of the key capabilities made possible with AI for device, equipment and drug companies.

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