∙  How are you different than what SFDC does in CRM?

Our platform can be used in conjunction with salesforce.com or any other CRM platform or as a standalone tool if you do not have a CRM in place.

Our solution has been purpose-built for the life science industry and specifically for life science sales reps by a team of sales reps, VPs and operation experts who knows the industry.  This is unlike Salesforce, which is rigid and one-size-fits-all-industries, and therefore requires significant customization to meet the needs of life science companies.

This approach has resulted in:

  • Our solution is seeing an adoption rate >85% while Salesforce struggles to hit the 30% mark in the industry. This is because our application is customized what a sales person and management needs to do to run their daily/weekly activities.
  • Growth in sales (6 product launches in last 3 years)
  • New rep ramp up time to productivity reduced from months to weeks
  • Rep pre call planning time reduced from 20 to 2 minutes on average
  • Avg of >14% increase in rep productivity year over year

Some of the key differentiators below better explains why:

  • Provide reps w/information needed to decrease time spent prepping and have more meaningful conversation. This is a significant shift from “pulling a report” mindset to having an interactive application that is aligned with your business process
  • Besides reporting calls and entering pipeline
  • Allows field reps to understand where there are issues and address them before they get too big
  • Allow finance insight into daily sales activity w/out needing your involvement
  • Our application is designed with the role in mind. The data is the same but roles and responsibilities aren’t. So we customize the application and what /how is presented by role. For example, what a rep is asked to do is different than what a regional manager needs to do when they start their day.
  • We take your sales team input when developing the application:
  • One of our current customers quoted: “Many CRM implementations struggle and eventually fail because Sales does not have a say in how the system is built and configured, and we have an excellent opportunity to make this system function for each of you.  We also vetted Tika extensively and we’re confident they deliver a solution that is unparalleled in either the CRM or Sales Reporting spaces, and I have seen them all”

∙ How are you different than what Tableau does for analytics?

Tableau is a generic data analytics platform while Tika is a mobile and data analytics solution designed specifically for life science sales teams incorporating workflow solutions and out of the box analytics tailored just for them.

Tableau’s main use is an easy to use self-service analytic tool to slice and dice data for home office personnel i.e.: analysts, analytics and sales ops personnel to identify and share their findings in graphical form from PC to IPad.  However, this does not give the representative the prescriptive analytics they need to drive and protect sales in their territories.

Tableau does not scale well when faced with large volumes of data that need to be distributed to the enterprise. It is not designed for massive scalability and requires the integration of several other applications from partners with different capabilities to deliver the same features and functions as TikaMobile. Tika has successfully deployed our technology to fortune 500 life science companies, in both US and globally.

Tika has capabilities to get sophisticated systems to communicate and integrate I.e.: Oracle, JD Edwards, Model N (Contract information) and sort this information down to the rep level while allowing reps to push up new opportunities i.e.: rep sales forecasts, ROI calculators, procedure evaluations, etc.  This empowers reps and managers to make strategic business decisions to enhance their performance, while increasing productivity.  (No need to create spreadsheets it gets rolled up into higher level views automatically. Tableau finds it difficult to scale and perform at this level of complexity and functionality.

Our clients can grow with our single platform technology over time vs. Tableau which will require you to be continually add different vendors and applications to make it work along with the exorbitant consulting fees over time to build your custom application out.  We can have your chosen pilot division rolled out for field testing in 8 weeks and after confirming we are giving the sales force what they need we can turn on entire division within days.

What do you use to blend and integrate data sources?

We are an open data source next gen enterprise class system which is the major reason why we are chosen by many pharma and device companies because we can effectively communicate with most platforms. Our BI engine has native connectors to most data sources: Databases (Row\Columnar), Warehouse, Appliance, OLAP, SaaS based apps, Cloud sources, Social Data, User/departmental data. We blend data from any modeled and unmodeled sources.

What ETL tool do you use to connect to these data sources?

We use multi-faceted strategy to connect to these data sources that is determined by business imperative. We have native connectors to most data sources: Databases (Row\Columnar), Warehouse, Appliance, OLAP, SaaS based apps, Cloud sources, Social Data, User/departmental data

These data sources are typically used by our clients to do data discovery and come built-in to the platform.

For most divisions of life science companies, we have also created pre built data marts optimized for mobility and analytics. Depending on business imperative we use SSIS (standard offering, at no extra charge), Informatica or Datastage (additional platform fees may apply). However, in cloud, model ETL typically is transparent to our customers.

How are we able to leverage HANA, which is the platform that we connect to Tableau?

Some of our customers use HANA as ODS or use it to store SAP BW?

We have compatibility with SAP HANA.  We can connect with it using 3 different ways depending on your configuration.:

We support multi source and data blending so Sap HANA can be a source of data for us.

  • Standalone SAP HANA Database

Data is stored directly in HANA or an ETL process moves data into HANA • Tika uses SAP HANA as any other relational source using ODBC/SQL • Model the HANA database schema using Architect.

  • SAP HANA for SAP Netweaver BW via MDX
  • SAP BW is the data provider, with HANA as the data storage database • Tika connects to SAP BW through BAPI and issues MDX • The BW catalog is imported directly into Tika
  • SAP HANA for SAP Netweaver BW via SQL

SAP BW is the data provider, with HANA as the data storage database. Expose BW   Infoproviders (Infocubes, DSOs, Query Snapshots) as HANA information views • our BI engine uses SAP HANA as any other relational source using ODBC/SQL

What development work is required to create these types of dashboards?

We are a fifth generation solution designed specifically for life science reps to pull and push information and create a collaborative environment between field, marketing and home office. For field teams we follow agile methodology to create a customized experience.  The initial rollout for a division takes 6 to 8 weeks and we can do multiple teams simultaneously.

Dashboards (3rd generation) and reports (2nd generation), once platform is in place can be created within minutes or days depending on complexity.

What is the offline access like?

Our app is designed for online and offline access on IOS, Android devices therefore our offline access is very robust. Not only is information pushed to the reps available to them offline but in certain scenarios the information pulled up from the field can also be entered offline.  Our Apps will automatically sync when connection is next made updating all application level views

Who are your competitors?

No other company has all our capabilities integrated into one SaaS system that is specifically designed for the pharma and med device market by pharma and med device leaders and experts.  It would require several indirect competitors to team up and try to piece together a solution to have our capabilities under one application for your sales force.  This is an extremely costly alternative to Tika with no guarantee of working.  More importantly, rep adoption would likely be extremely low because the number of applications needed to be utilized.  Our technology is advanced and proven at Fortune 500 pharma and med device companies.  Most importantly, with our CRM/Analytic SaaS technology your organization can grow into/utilize tools already built vs. competitors who you will quickly grow out of or end up spending extensively on consulting fees to buildout.

How large is the company and who uses the product

We are a privately held profitable company.  We have numerous clients in Med Device and Pharma ( >4000 sales reps world wide), some large some small with referenceable name available on our website.    The references at pharma and device companies will confirm our capabilities to scale globally in multiple divisions and integrate model N, Targeting, and other complex information far beyond just sales data from ERP and CRM systems.

Global Headquarters:  New York, NY

Sales and Marketing:   MorrisTown, NJ, San Francisco, CA

European Operations: Lomianki, Poland

How do you differentiate on what a “high value customer” is?

We build a multi-criteria scoring framework and assign value to each customer based on environmental, operational, attitudinal and behavioral attributes.

This advanced analytical method is tweaked based on the strategy of the product e.g. early growth, expansion or protecting market share.

In general, we develop an analytically substantiated view of the customer landscape, taking into account the product strategy, priority hospital customers and regions of commercial concentration

We follow a process with below steps:

  • Identify and integrate data needed for analyses
  • Create a holistic composed of several attributes per customer
  • Develop a high-definition segmentation scheme that includes sales potential and market share potential
  • Develop a prioritized list for the sales force and calculate each customer’s potential score
  • Develop a holistic view of the customer for the sales force to conduct business review with the customer

Output is:

  • Customer analysis landscape report embedded in our application, including existing and potential customers
  • Enhanced target customer list prioritized by the required sales analytics

How does Tika “accelerate” product launches?

Tika has helped launch 6 pharma and Medical products in last 3 years wordwide. Widely recognized as one of the best med device product launches of 2015, a catheter coated with anticoagulant, was launched on the Tika platform. Using our technology, the field was provided the “high value targets” for the launch that included list of key hospitals and cardiologist that were conducting the ablation procedure that was closely correlated to the device. Sales team and management got immediate visibility into targets, consignments, what consignments were converting into orders, and which high value hospitals were starting to reorder. This near real time two-way visibility into the product launch allowed management to course correct on the fly and make strategy adjustments locally, regionally and/or nationally.

Our pull and push capability of Tika platform allowed representatives to capture what they were seeing in the field and management was able to support their efforts more effectively.  Wall street labeled this launch one of the most impressive launches, resulting in significant increase in revenues and shareholder stock price.

      In your “case study” on the website, what did the company do before they used TikaMobile?

In case study the surgical division used Saleforce.com and Cognos prior to Tika and have since switched everything to Tika.

Many Client clients use us in conjunction with their CRM platform (most salesforce.com, few Siebel) to bring targeting, CRM, ERP, contracts data etc. together. Others use us as their CRM and analytics platform.

How were representatives in the case study able to do predictive scoring?

Tika platform has an analytical engine that can create a score for each customer, the algorithm for this scoring can be customized working with the marketing team of the customer. This score can be used to decile or segment customers. In addition, we have capabilities to allow the field to create/suggest their own deciles for the customer that can then be used to override or in conjunction with TIKA/Home Office generated score.

The predictive scoring is not done by the reps, it is created and is pushed to the app, in addition key drivers of the score (e.g. Number of icd9 claims, deciles, number of beds, ordered products, etc.) are provided to the reps so they can create segments and customize it based on geography and add them to their plan for the week.

How do you secure the data to each unique user (i.e. row level security)?

Access to data is authorized is controlled at two levels – User and User Groups. Access to data is further authorized through the following configuration methods:
• Privileges
• Security Roles
• Object Permissions
• Security Filters

Who would be the creators of the dashboard? Do they need to create one for the mobile app and one for the iPad?

The dashboards once created can be used on mobile and web devices with minimal changes and do not have to be recreated for different platforms.

Tika would be creating the mobile apps customized for each division’s needs. Your home office team, if it chooses can also use the self-service and data discovery capability of our platform to create the dashboards and reports and distribute to the end users. (Similar to Tableau Function)

What hosting services do you use?

AWS EC2. Amazon Cloud VPC.

What training is required?

Half day training completed by regional/district managers and representatives via webinar or at POA meetings.  Our team will train the client trainers and they are the managers and sales representatives who are involved in the application design process.  These individuals become the champions and leaders of the roll out.  Our experts will support the training process and rollout to ensure a successful transition

What do you do in the six to eight-week period to get up and running?

  • ½ day meeting with several top reps, mgrs. and sales directors (Storyboarding, App Layout and Needs Analysis)
  • Access to all your data feeds in requested formats from IT i.e.:
    • Sap, Oracle, JD Edwards, Model N, or from Syndicated data sources, claims data or SP/SD data. We handle the modifications to the application and incorporate the data.
  • Agile development of the app with periodic check in with the core team.
  • At week 8, we do a two-week pilot with up to 25 reps. (Reps just download App to IPad)

What is the licensing like?

SaaS model: Per user per month charge. One-time integration fee for each sales division or home office application. Annual maintenance fee.

What type of authentication does a user need to access the application?

Authentication Factors:

There are multiple modes of authentication available including multi factor authentication and is dependent on each client implementation.

  • Bio-metric, Barcode scan, SecurID are supported in addition to user/password authentication.

Authentication Methods supported:

  • Standard authentication
  • Database authentication
  • LDAP authentication
  • Windows NT authentication
  • Trusted authentication provider
  • Integrated authentication
  • Anonymous

Single Sign-On (SSO) standards supported:

  • SAML 2.0
  • WS-FED
  • ADSF

What’s the availability of the tool globally and what languages does it support?

We are currently being used by device companies in United States, China, Canada, Australia and Europe, Middle East and India with capabilities to go into most Countries.  We offer full multi-language support and double-byte characters.

Do you have Soc2 certification?

Tika is committed to ensuring our current and future customers regarding the robust capabilities and security of Tika platform. A part of that commitment is our guarantee to have our business policies and practices evaluated and validated by independent 3rd parties. Service Organization Controls reports (SOC) are issued to organizations that provide services like Tika, and whose controls have been evaluated by a 3rd party against defined standards. The reports are available to customers and potential customers who are evaluating the effectiveness of Tika policies and procedure for controlling our services. We are committed to maintaining the SOC accreditations to reassure and validate our customers use of Tika platform. Please submit a request to Support(@)Tikamobile.com to get a copy of the Soc2 report on file.

Still have a question not listed above?

Please submit your queries to info@tikamobile.com