The Dawn of a New Era

Sample: 103 Pharma Professionals (API, Excipient, Intermediate)

Professional Split

Supplier 24%

Buyer 36%

Both 40%

Number of Employees

(1-10) 19%

(10-50) 13%

(50-250) 23%

(500-1000) 19%

(1000+) 26%

Pharma Poised for Online Adoption

Global Reach

EMEA, 71%

APAC, 22%

AMER, 7%

Key Findings

• 42% sometimes use online tools or social media

• Whopping 76% ready for online trading

• 82% want modular function-led platform

Dynamics at Play

Pharma Industry Individuals

Value Communication,

Variety, Fast Pace, Success

Dislike Bureaucracy, Routine & Delays,

Wasting Time 82% Target & Deadline

Led

75% Report & Forecast

Buyers

Industry Integration

Access When

Travelling

Address Email

Barrier, Excel Use

Increase Sourcing:

More Catalogues

• Trading

• Relationship Building

• Planning & Forecasting

• Shipments

• Researching Partners

• Chasing Payments

Buyer Drivers Position of Power: Maintain Relationships to Smooth Transactions

SME: Flexible & Like Personal Touch

Pressure

• Target, Deadline, Reporting

Relationships

• Prefer Email but Still Tel; Use Spreadsheets

How

• Mix of SM & Online PF to Source

Corp: Process-led & Time Pressured

Pressure

• Target, Deadline, Reporting

Relationships

• Busy; Prefer Email to Tel; Use Spreadsheets

How

• Reliant on ERP; Backup Sourcing with Online PF

Buyer Preferences Mitigate Risk in Decision Making

SME Requirements

Increase Sourcing

Access Statistical Data

Forecasting & Reporting Tools

Prioritise Actions

Save Time

Drive New Biz Easy to Use

Secure

Mitigate Decision-

Making Risk

Corporate Requirements

Increase Sourcing

Access Statistical Data

Forecasting & Reporting Tools

Store Transactional

Data

Easy to Use

Save Time Follow

Business Processes

Secure

Drive New Business

Key Buyer Insights

SME: Open

• 70%* would use online PF & 30% want 1 stop shop

• 70% don’t attach risk to online business execution

• 50% believe sharing docs & process will reduce workload

• 80% prefer modular solution built on functionality

*30% could be convinced

Corp: Open – Address ‘Risk’

• 81%* would use online PF & 27% want 1 stop shop

• 54% don’t attach risk to online business execution

• 55% believe sharing docs & process will reduce workload

• 94% prefer modular solution built on functionality

*18% could be convinced

Key Buyer Learnings: Excite Me

Strategy: Personal Best

Online Business Tool

•Unlimited RFQs to Overcome Email Barrier

•Options to answer via email

Solve Routine Tasks

•Prefilled Data

•Easy Excel upload

Enhance Relationships

•Online chat

Make Quick, Safe Decisions

•MIS & Stats, Reminders on Delayed Processes, Comparison Tool

Suppliers

Industry Integration

Access When

Travelling

Address Email

Barrier, Excel Use

Increase Business

Opportunity

• Relationship Building

• Trading

• Researching Competitors/Partners

• Planning & Forecasting

• Shipments

• Chasing Payments

Supplier Drivers Rely on Creating Strong Relationships to Increase Sales

SME Caste Wider New Biz Net

Pressure

• Target, Deadline, Report & Forecast

Relationships

• Drive though Email/Tel; Use Spreadsheets

How

• CRM, SM & Online PF to Develop Sales Leads

Corporate Drive Organic Growth

Pressure

• Target, Deadline, Report & Forecast

Relationships

• Focus on Email with Little Tel; Use Spreadsheets

How

• ERP & Internal IT to Exploit Sales Leads

Supplier Preferences Prioritise Actions to Meet Sales Targets

SME Requirements

Increase Sales Leads

Prioritise Actions

Forecasting & Reporting Tools

Connect Trading Partners

Drive New Business

Save Time Easy to Use

Increase Sales Opps

Follow Business

Processes

Corporate Requirements

Increase Sales Leads

Prioritise Actions

Forecasting & Reporting Tools

Access Statistical Data

Drives New Business

Increase Sales Saves Time

Secure

Follows Business Process

Key Supplier Insights

SME: Open – Highlight ‘workload’

• 67%* would use online PF & 50% want 1 stop shop

• 84% don’t attach risk to online business execution

• 83% believe sharing docs & process will reduce workload

• 100% prefer modular solution built on functionality

*33% could be convinced

Corp: Closed - Require PR

• 0%* would use online PF & 0% want 1 stop shop

• 40% don’t attach risk to online business execution

• 40% believe sharing docs & process will reduce workload

• 90% prefer modular solution built on functionality

*60% could be convinced though personal recommendations from trusted partners

Key Supplier Learnings: Excite Me

Strategy: Personal Best

Online Sales Tool

•Unlimited RFQs Response to Overcome Email Barrier

•Options to answer via Email

Solve Routine Tasks

•Prefilled Data

•Easy Excel upload

Enhance Relationships

•Online chat

Prioritise Actions to Target

•MIS & Stats, Reminders on Delayed Processes, Prioritise Actions to Hit Sales Targets

Go to Market

Customer Facing Product & Business Model Fit for Purpose

Adoption Funnel: Free Product that Helps Individuals Hit Their Personal Best

•Develop front end ‘excite me’ tools to open adoption funnel

•Close Marketplace until you build trust, control your own networks, keep the cowboys out etc.

•Launch, PR/Marketing Campaigns to Drive Platform Population Over 6 Months

•When platform populated and becomes a commodity that businesses will pay for, move into Profitability strategy (below)

Profitability: Paid for Functionality that Helps Departments and Businesses to Hit Their Personal Best

•Open marketplace; move from catalogue ‘feel’ into a new business tool for sales/sourcing

•Feature led purchasing options for departments

•Feature led purchasing options for businesses

•Back up with sales (affiliate) and marketing strategy