Navigator Workbench Introduction 2013q4 Release – v61

Table of Contents Introduction - Quick Start Across Health 2Navigator Workbench Manual

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The Across Health Navigator Workbench is a dataset to be used as a cross-channel planning tool GPs play a critical role in many therapeutic areas, yet the traditional sales force-centric model is rapidly losing ground to cross-channel approaches Our Navigator Workbench assesses the effectiveness of new channels versus the gold standard in sales/marketing and medical, in terms of Reach and Impact; Rep and MedEd Equivalent metrics are introduced This information will allow marketing, sales and medical teams to optimize their communication efforts and cross-channel plans Additionally, we cover the influence of Product Life-cycle and Decision Journey stages; we show GPs’ preferences for communication attributes, and assess how GPs score pharma companies in terms of communication The Navigator Workbench covers 1478 profiled GPs from 14 European countries, and shows data as one-country tables, as an all-countries consolidation, and as comparative cross-country tables 12Navigator Workbench Manual

As such, geographical coverage is broad… We cover 14 markets Europe Top 5: DE, FR, IT, UK, ES Lowlands and Alpine: BE, NL, CH, AT Nordics: DK, SE Other: GR, TR, RU 13Navigator Workbench Manual

…and a wide net is cast in terms of scope and core deliverables 14Navigator Workbench Manual

Reach and Impact are the key output metrics Reach: “which channels have you encountered in the last 3 months?” Impact: “to what extent do these channels influence your prescribing?” Other metrics and analyses will be covered in detail under the “Operating the Navigator Workbench” section Channel definitions are covered under the “Survey set-up and overall methodology” section 15Navigator Workbench Manual

Using the data has been made easy… 16Navigator Workbench Manual Click buttons and flags to surf between countries/sections Sections can be accessed from the top of each country Click green buttons to sort data Tables have abbreviated legends at the bottom

Table of Contents Introduction - Quick Start Across Health 17Navigator Workbench Manual

18 Customer Innovation Strategy & Execution 60+ strong consultancy Focus on innovative customer-centric approaches (e-powering traditional channels– “fusion”) Holistic approach: From strategy to implementation & success metrics/KPIs Unique offering in the industry Global footprint (offices in 9 strategic markets) Life Sciences Focus Pharmaceuticals Devices & Diagnostics Consumer Health Patient & Professional Associations Across Health: focused fusion consulting Navigator Workbench Manual

How do we work? Navigator Workbench Manual19 The 4 i’s 01 Insight We summarize key trends, best practices and benchmarks - also from related and other industries - and compare them to your current situation. Landscape analysis & marketing mix assessment 04 Impact We measure the impact of the new strategy using dashboards, KPIs,… and create best-practice documents/tools. Effectiveness, ROI & customer intelligence The 4 i Methodology 03 Integrated execution We handle the project from A to Z as well as support in related activities such as change management, process & organizational development, design, training of sales reps etc. Program management & on-site support 02 Innovation We come up with an innovative, balanced and integrated roadmap and strategy for the program that builds on the strengths of your existing channels. Fusion strategy development

We occupy a unique position in the consulting and services industry 20 Big-5 Consultancies Web Agencies Health Units of MarCom Companies Strategy Implementation Cross Industry Life Sciences Navigator Workbench Manual

Some of our key customers 21Navigator Workbench Manual

22 Key Across Staff for the Navigator Workbench Navigator Workbench Manual