The leading provider of clinical, commercial and consulting services to biotech, pharma and healthcare companies required modernization of its systems. The company wanted to maintain the Capex and increasing demand of scalability of existing IT infrastructure by moving to cloud. However, with limited technology support and cloud capability within the internal IT team, there was a risk associated. This is where Incedo stepped in to provide successful cloud solution with minimal to no disruptions, leading to cost savings.

Incedo leveraged its expertise in cloud to devise a solution that would be scalable, cost-effective and provide velocity to the modernization of client’s systems. The solution solved for several areas including:

applications migrated cloud

Applications migrated to cloud resulted in 60% cost savings.

reduction overall client onboarding time

Reduction in overall client onboarding time to 2-3 days, owing to cloud computational capabilities

daily automated comprehensive health checkup

Daily automated comprehensive health checkup and status updates to the client for better decision and planning.

zero application downtime enabling

Zero application downtime enabling 100% availability of services through proactive monitoring

high security cloud

High security of Cloud environment validated through quarterly VA/PT Audits

resource optimization with management

Resource optimization with management based on utilization trends resulting.

FDA Guidelines on Real World Data and Real-World Evidence

“As the breadth and reliability of RWE increases, so do the opportunities for FDA to make use of this information”, noted Scott Gottlieb, former FDA Commissioner National Academies of Science, Engineering, and Medicine while examining the impact of RWE on medical product development.

FDA has a long history of using RWE to monitor and evaluate the safety of drug products after they are approved. Real world data traditionally come from a variety of sources such as data derived from electronic health records (EHRs), medical claims and billing data, data from product and disease registries, patient-generated data, including from in-home-use settings, and even data from mobile devices that can inform on health status. With such ever-increasing reliability of real world data, FDA published its Framework for FDA’s Real World Evidence program. It laid out a framework for evaluating the potential use of real-world evidence (RWE) to help support the approval of a new indication for a drug already approved under section 505(c) of the FD&C Act or to help support or satisfy drug post-approval study requirements.

Further, the May 2019 draft guidelines, “Submitting Documents Using Real-World Data (RWD) and Real-World Evidence (RWE) to FDA for Drugs and Biologics,” encourage sponsors using RWD to generate RWE as part of a regulatory submission for investigational new drug applications (INDs), new drug applications (NDAs) and biologics license applications (BLAs).

These developments are growing acknowledgement by FDA on the need for Real-World Evidence across RCTs, single arm trials and observational studies, to enhance clinical research and support regulatory decision making.

Are Pharma and CROs ready ?

FDA has made RWD and RWE a “top strategic priority”. Medical Research is at a turning point – with an abundance of real-world data from a wide variety of sources ranging from EHRs to wearables like Fitbits delivering terabytes of data, healthcare practitioners are pushing ahead on delivering personalized care, while acknowledgingthe value of real world data and evidence.

It’s a redefining moment for Lifesciences industry – the professionals across the industry understand that RWD will transform not only clinical development process but also commercialization and reimbursement decisions. However, Life Sciences – Pharma, Biotechs, CROs – are yet to widely adopt RWD insights in an institutional way because many are unsure of the road forward and are facing several roadblocks.

There are challenges such as:

  1. Inconsistent RWE data collection and quality while increasing complications due to new data sources, resulting in data fragmentation.

In Lifesciences industry having data has never been a problem, however, the ability to stitch together a robust patient-journey data has been complicated. Once the patient health journey data is complete, it allows researchers to compare interventions and outcomes more meaningfully. With this the objective to fully understand the impact of different clinical options can be fulfilled. More importantly, the insights give researchers an ability to understand patient’s challenges and assess how their medical products perform when the patient need is the highest.

RWD researchers today typically use Electronic Health Record, Health Insurance Claims and Population Health sources of aggregated data for their research. There is a growing desire to leverage several new sources of patient data to make evidence generation more robust, insightful, and richer. Genomic data, biomarkers and digital data i.e. data generated from mobile devices, wearables, health apps or other biometric devices – are topmost in the priority order across organizations and researchers for real world insight generation.

However, organizations usually encounter challenges in stitching together the patient journey across these varied RWD data sets, due to their inherent nuances and complications.

  1. Lack of robust internal resources with the needed RWD experience and expertise.

The current nature of RWD initiatives or studies is very bespoke within lifesciences organizations. The typical approach has been to execute each study in a silo, usually dependent upon a few researchers and biostatisticians. Such an approach has led to significant gap in terms of demand for pre and post commercialization real world analytics, and the capabilities of the organization to fulfill the demand.

With hurdles such as lack of limited RWE skilled resource pool, poor knowledge sharing, lack of standard methodologies and next to no reusability, this gap continues to widen.

  1. Need for technology to manage and analyze data and provide RWE.

With the exponentially growing complexity and volume of different emerging RWD data sources,Lifescience and Pharma organization are seen to be  insufficient for analysis and evidence generation. For example, with the increasing use of wearables and biometric devices, digitally patient reported data is becoming mainstream for clinical drug trials, while the traditional data platforms are struggling to process this real-time, streaming source of patient health information. Similarly, intelligent insight generation from EHR data is something which is beyond capabilities of current systems, as it requires new-age AI and NLP capabilities to process text data which is missing in traditional systems.

Advanced data and AI/ML driven computing technologies are critical to aggregate consistent and robust patient-journey data from these RWD sources.

Strategy for institutionalizing Real-World Data and Evidence Generation

The role of real world evidence in drug development and post-commercialization evidence monitoring is really turning the corner. So far, only payers were demanding evidence as part of the access and reimbursement process; but with FDA putting its full weight behind acknowledging it as a critical part of its regulatory framework, it right time for Pharma and CROs to build their real world data capabilities at the institutional level.

Evolving RWE as a core institutional capability and to give it necessary organizational focus, Pharma and CROs has to invest in and build out centralized “RWE center of excellence”, with a federated ecosystem of evidence generation.

  • The RWE center of excellence must focus on developing core capabilities around RWE data acquisitions, standards, technology and processes.
    • Develops and enforces RWE data collection and quality standards
    • Acquires, develops best-in-class Big data (high complexity, structured, unstructured, streaming) processing and management capabilities for enterprise RWE data management
    • Design and implements standard analytics methodologies to ensure consistency in quality of evidence generated across the organization
    • Institutionalizes RWE knowledge base via structured training and knowledge management, supporting the rapid ramp-up of enterprise RWE skilled resources
    • Develops standards and SOPs across RWE processes and evidence reporting
    • Drives execution of strategic and highly critical evidence studies
  • The broader federated ecosystem – regional, therapeutic area, product line-based teams – focus on study design and execution as well as developing partnerships and alliances.
    • Execute critical RWE studies for their respective regions, therapeutic areas or product portfolios
    • Drives local, regional or therapeutics areas partnerships with RWE data owners, peers, providers and other health industry stakeholders

Such a “core” Center of Excellence integrated with “federated” evidence generation strategy, is critical to bring the required scale to overall RWE generation and enablement by marrying COE driven standardization with the flexibility to meet growing specific RWE needs across the organization.

Patient Health Outcomes as north star of Healthcare ecosystem

Changing healthcare environment is resulting in a global consensus that all medical products and services must provide evidence of value – improvement in patient health outcomes and economic efficiency. The stakeholders across the patient treatment value chain – pharma, medical devices, providers, payers – have realized that patient centricity and focus on health outcomes improvement are the “north star” for the industry. The demonstration of development on these dimensions has become an essential requirement for significant decisions regarding the patient’s health. The industry had made significant investments in generating health or real-world data across patients’ health journey to make rapid decisions, across various healthcare decision points.

Innovative, plus traditional, Real World Data for comprehensive patient insights

For the Life Sciences industry (pharmaceuticals, medical devices, clinical research organizations, biotech, digital therapeutics, and others) insights and evidence generation with a focus on leveraging the real-world data are becoming instrumental in drug development and commercialization process. The rapidly increasing patient-centric data is informing the process and decisions from discovery, clinical development, trial design, trial outcomes (e.g. efficacy, toxicity) to identifying best treatment setting, provider education, value effectiveness for re-imbursement and overall long term impact on patient health-life.

Today, Life Sciences industry has access to multiple patient centric data sources including claims data, EMR, Lab/diagnostics, patient registries, pharmacies, disease registries as well as innovative, emerging digital health data including wearables, digital implants, health app, social media and much more. The availability of these digital and innovative data sources has significantly increased the ability to have more comprehensive insights into patient health and effectiveness of the prescribed treatments.

For example, drug development is an extremely expensive process and often relies on an inefficient clinical trial process. Over the last few years, RCT data is being married with claim administrative data to deliver insights into the effectiveness of treatments. However, claims data will show that a patient filled a prescription but wouldn’t necessarily give insights into health outcomes, improvement in diagnostic parameter or side-effects. With various sources and abundance of patient-centric data, such gaps regarding patient health insights can be easily bridged, providing life sciences organizations the relevant solutions to advance the drug development process.

From Real World Data to Real World Patient Insights – The challenges

Having access to real world data is merely the start of patient insights journey. Analyzing these rich sources of patient data is critical to uncover numerous deep insights such as which practices are most effective in improving overall patient health life or which approaches, and interventions can significantly improve the effectiveness of patient care. With this view, several Life Sciences organizations have become increasingly aware of the importance of the application of cutting-edge data science and analytics techniques to derive meaningful insights from the complicated and vast real-world data sources, which is why life sciences organizations have started on their journey to analyze real-world data.

While this is a widely accepted thought process today across various stakeholders in the healthcare value chain, however, the execution capability to leverage advanced data science and machine learning is still a constraint. With the complexity involved in the patient data universe, analysts end up spending a significant amount of their effort and time in underlying data preparation and integration activities. These challenges leave behind an unrealized potential in deriving outcomes and insights from multi-dimensional patient data from various sources.

Data Science Platform to accelerate Real World Insight for faster action

With the growing demand for patient insights and evidence generation, a bespoke analytics or study execution approach i.e. grounds-up execution for each study, is an extremely inefficient approach and will somewhat hinder the speed and agility required in decision making in today’s health world.

Consequently, a Real World Evidence Platform driven approach which can deliver impact and value across RWD Studies and delivering patient insights using Data Science at scale is critical to enable real-world insights as a core enterprise asset.

Focused on bringing the best-in-class AI/Machine Learning capabilities to Real World insights, the Real World Evidence Platform also plays an assistive role in enriching the productivity of analysts in multiple ways.

Advanced Analytics (AI/ML) for Real-World Insights

Modern life sciences organizations can possibly leverage AI/ML, predictive analytics capabilities to enhance the insights generated from real-world data. With the ability to uncover insights from new data sources, formats (text, unstructured, wearables) leveraging Natural Language Processing and Natural Language Generation, the platform provides relevant solutions for improving public health.

Pre-built Machine Learning Model Libraries

Pre-built model libraries can integrate new user-defined models with the flexibility of external tool integration (e.g., Excel, BI/reporting systems), providing healthcare players with promising health outcomes and higher productivity.

Reduced scale-up time for new studies

The platform uses standardized analytics processes, which dramatically reduces the ramp-up time along with evidence synthesis templates for a rapid generation of insights resulting in an extensive array of desired results. Also, the use of automated ML model workflow and performance monitoring can possibly revolutionize how life sciences organizations can work to reduce spending and improve patient outcomes.

Improved Reusability

The reusable data features and models help build institutional knowledge for the healthcare players. Moreover, the pre-configured patient data model covering patient 360 profile, diagnosis, procedures, physician, Rx prescription, digital health data that is suitable for healthcare professionals assists in drawing critical actionable insights in the context of patient care. The platform also presents a flexible data model designed to integrate new, evolving patient data elements.

Deeper patient health insights generated at scale to drive better health outcomes – is a critical imperative for the Lifesciences industry as it aspires to play a leading role in the patient health continuum. There are certain limitations of current bespoke Real-world analytics approaches. Such restrictions are a serious deterrent in this pursuit and Life Sciences organizations’ ability to deliver on the healthcare “north star” – Improve Patient Health Outcomes.

Patient Marketing: Changing Landscape

I have seen patient marketing in HealthCare undergo significant change in a rapidly transforming commercial and digital environment. There are numerous factors disrupting the status quo:

  • Increasing role of patients in treatment and care
  • Competition for “high-value” patients for “elective” provider service lines (e.g. Knee Replacement)
  • The availability of large “volume” and “variety” of data, and tools to organize and mine it
  • Growing importance of alternate channels (increasingly digital) to reach prospective patients
  • A steady increase in HealthCare digital marketing spend; albeit it’s still significantly lower compared to other industries

Personalization: From Consumer Internet to Patient Acquisition Marketing

Traditional patient marketing by HealthCare providers presents a number of challenges:

  • It is rules driven broad based targeting and does not mine available data to create a patient 360 profile for personalized outreach
  • The importance of patient journey map and the role of “influencers” is not explicitly mapped
  • Channel preference is not explicitly modelled or accounted for
  • Past campaigns and channel outreach not incorporated

Given the changes in the commercial marketing environment, it is imperative that HealthCare Providers drive personalization in patient targeting – the “right patients” to target with the “right channel outreach” and the “right message”

The native digital firms are at the cutting edge of using advanced AI/ML modelling techniques to drive effective consumer targeting. National retailers’ online loyalty programs are a good example of how these firms leverage data to optimize targeting. They use multi-year history of data (website visits, clicks and conversions along with email opens, clicks and subsequent conversions) in Bayesian machine learning models, to create a propensity score for each product-consumer segment. This is employed for personalized e-marketing and user experience, with estimated marketing ROI improvement of around 20 percentage points.

Some key learnings from these firms include:

  1. Untargeted outreach is ineffective – users tune them out
  2. Machine learning models can leverage history of user behaviour on emails, apps, website and offline data such as phone calls or sales contacts
  3. The models can be operationalized to power personalized experience on all “user touch points”, such as emails, website, call centre etc.
  4. Personalized experiences leads to user delight and increased response rates, as well as reduce churn and improve ROI of marketing channel promotions.

Bringing Learnings and Best Practices from Digital Native Firms to HealthCare

In order to leveraging the experience from digital native firms, it is imperative that we bring the “Best Practices and Learnings” to the HealthCare business context:

Bringing Learnings and Best Practices from Digital Native Firms to HealthCare

Patient Acquisition Marketing Personalization: Problem-Solving Framework

A structured problem solving approach is necessary to analyse personalization in patient marketing.  A key part of this framework is to link the

propensity prediction and recommendation to patient segmentation and available data (patients with some history within our system vs. new prospects).

In addition, the prioritization must be linked to core business objectives e.g. drive business in “orthopaedic surgery line of service as part of overall expansion and profitability strategy”

A broad outline of the problem solving framework and its constituent parts is shown in the illustration below:

Patient Acquisition Marketing Personalization: Problem-Solving Framework

In my experience, the key to driving personalization in patient acquisition is:

  • Creating a 360 patient profile including the journey map for existing patients
  • Choice of “appropriate” ML modelling approach based on patient segment (existing vs. new prospect)
  • Channel preference modelling based on available data and/or experimentation approach to try out alternative outreach strategies
  • Ability to augment modelling results with business priority driven rules
  • Integration of existing patient outreach infrastructure to deliver marketing message via the appropriate channel

Program Execution

There is great diversity across organizations.  In order to successfully execute personalized targeting and digital marketing solutions, it is also imperative to define the right operating model that aligns with business objectives, organizational strengths, and the right partner(s).

Here is a brief outline of an execution approach that I have been seen work well:

  • The output from the “personalization” analysis is executed thru the existing patient engagement platforms 
  • It is also imperative to deploy an A/B testing framework to improve our channel outreach and messaging over time
  • Finally, a “system of insights” that can track the effectiveness of our marketing efforts and deliver both “insights” and “course-correction” recommendations is key for ongoing success and to optimize program ROI

Program Execution

In conclusion, a data-driven approach that leverages the best in class AI/ML modelling; implemented within the context of our organizational engagement model, and focused on key business metrics is critical to driving successful implementation of patient marketing programs.

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