Channel preference and the road to multichannel maturity

HIGH

MEDIUM

DIGITAL SATISFACTIONOF HEALTHCARE PROFESSIONALS BY COUNTRY

Digital activity exceeding demandDigital activity meeting demandDigital activity falling short of demand

Digital has real impactin US and Japanbut there is lowsophistication

No country is digitallymature right now

(although individualcampaigns may be)

Two years is a practical international benchmarkto achieve multichannel

transformation

Most countries are still dominated by

traditional promotionalchannels

LOWHigh digital share can co-exist with salesforce in true multichannelenvironment

Client experience shows successful international multichannel programs are possible across US, Europe and Japan

Significant unmet demand for digital

DIGITAL DETAILSVOLUME 2016

Japan 65%

USA13%

EU512%

Other9%

China1%

There are both countries where HCPs are asking for more use of digital channels than they get, and ones where they report too much use of digital

Source: QI European Thought Leadership, QI Global ChannelDynamics™ database 2016

If we are to reach multichannel maturity, pharma needs to be better at understanding their customers and getting the channel mix right

DIGITAL SHARE OF VOLUME:

US 21%, JAPAN 37%

THE

ROAD TO M

ULTIC

HANNEL M

ATURIT

Y18% GROWTH 2015-2016

CHANNELPREFERENCE INSIGHT

is only a guide on the road to multichannelmaturity, but this insight is one of the

most important starting points