Monthly Archives: June 2017

Sanofi: Forwarding Medical Advances and Breakthroughs to Help People Have Better Health

June 12, 2017

Faster time to market in any industry is vital, but in bio-pharmaceuticals, it is even more than that – faster time to market can improve patient care or even change patient outcomes.  For the French multi-national bio-pharmaceutical Sanofi, analytics and data are the key factor in accelerating time to market. Operating in 100 countries around the globe and providing healthcare solutions to more than 170 countries, Sanofi produces critical pharma products for oncology, diabetes, cardiovascular, central nervous system and vaccines. Screen Shot 2017-06-12 at 5.57.19 PM

“Our goal is to help people have better health.  We produce vaccines to prevent disease in some of the poorest countries in the world.  We are researching solutions to meet unmet needs. We are also in consumer health, helping people feel better and live better.  We provide this to people all around the world.” – Martin Longpré, Solution Architect

It is well recognized that clinical data is one of the most sensitive industry assets and a competitive advantage that is required for critical evidence of a drug therapy’s efficacy, safety, as well as potential health and economic impact. Managing one of the largest R&D organizations in the bio-pharmaceutical industry, with a diverse pipeline, Sanofi R&D focuses on maximizing the efficiency of its clinical development organization as well as improving visibility into the progress of its global trials. Aiming toward the business outcomes of product innovation and risk mitigation, Sanofi R&D created MAESTRO.  Like a distinguished musician, MAESTRO is an agile, integrated warehouse designed to scale and address the clinical trial challenges that materialize from the high variability of the data captured.  Clinical trial data is as varied as it gets; everything must be entered – patient data, medical test results, protocol data, and medical side effects (even a headache must be captured).

Screen Shot 2017-06-12 at 5.57.08 PMMAESTRO, from the beginning was designed to scale.  Today, the solution is able to address the clinical trial challenges materialized by the high variability of the data captured and the continuous increase in volume introduced by an extensive portfolio of prescription drugs, vaccines, generics, and consumer healthcare products.  Sanofi R&D is able to manage dozens of studies at once (70-75) with the ability to scale to 200.  Researchers are able to refresh the study every ten minutes rather than every forty in the previous environment, allowing them faster access to new information.  And, the lockout time on studies has been reduced from eight hours to just under an hour!

“If we think about this system, it allows us to recognize and rapidly address any change in the status of a patient. If a patient experiences an adverse event during a clinical study, especially a serious adverse event, it is important that we get notified immediately so we can respond accordingly. The safety of our patients always comes first, in all the studies we do.” – Martin Longpré, Solution Architect

Teradata’s Enterprise Data Consulting organization helped Sanofi architect, integrate and migrate the data from Oracle to Teradata in addition to being instrumental in implementing important features such as JSON, User Defined Functions and Temporal. Project MAESTRO is impacting business outcomes, including;

  • Product Innovation and the ability of the R&D organization to potentially create new products or designs that are safer, more efficient, and meet the market needs sought by doctors and patients.
  • Risk identification, mitigation and evaluation should any agency (internal or external) want to understand a study’s traceability.

“The major advantage is that we have a history of all the interactions with the patient.  This means from the beginning of the clinical study, let’s say four years ago, to the end of the study, we will be able to provide every action that has taken place with that subject for all the different elements of the study.” – Martin Longpré, Solution Architect

All of which propels Sanofi towards their mission to “shape tomorrow’s health.”

“Félicitations” to Sanofi on project MAESTRO and all of your success!


Lufthansa Group: Connecting Europe to the World While Keeping the Customer at the Center of Business

June 5, 2017

“Big data costs money. Big analytics earns money.” Have you ever heard a more true statement?  That profound little nugget came from Heiko Merten, Head of Global Sales Business Intelligence Applications at Lufthansa Group.  Heiko knows what he is talking about – last year Lufthansa Group maintained critical profit margins and used that “big data and big analytics” to achieve three corporate KPI’s – maximize revenue, minimize costs, and maintain customer satisfaction. No easy feat operating multiple airlines and more than 18 companies that provide services to those airlines (think food, cleaning, and maintenance just to start.)

“That’s our KPI set which is supported by performance drivers. It means those factors that Screen Shot 2017-06-05 at 2.38.58 PMinfluence and affect those KPIs.  From a point of view, our top management should steer the company just via the top level KPIs and only if there are questions, uncertainties or need for clarification, will they drill down to have a look on the performance drivers together with middle management.” – Heiko Merten, Head of Global Sales Business Intelligence Applications

So, what are they doing and how are they doing it?

In order to measure those KPI’s, Lufthansa had to create a common data language from the multiple airline acquisitions and then integrate the data, from many internal and external sources, including revenue, reservation, marketing information, schedule, and market share while also bringing in competitive information to remain in tune with the competition. Lufthansa integrated their data with the Teradata Unified Data Architecture™ to break down the many different brand silos for crew scheduling, destinations, airplane schedules, jet fuel, and crew efficiency.  They have the ability to understand cross-functional performances of the different Lufthansa Group airlines, establishing a monetary evaluation of the carriers’ bookings.

Screen Shot 2017-06-05 at 2.30.46 PMWithin this highly competitive market, Lufthansa uses analytics to measure ‘fare share.’  Using pricing, route, airplane model and even customer segment data to determine if travel agents are giving Lufthansa group their fair share within a growing or shrinking market.

“How did the Lufthansa Group’s market share develop in comparison to the overall market development? Or who gained new share of the market? And to be more concrete, if Lufthansa grows by three percent in the market that overall grows thirty percent, that’s not a good sign. And vice versa. If a market shrinks by ten percent and Lufthansa shrinks just by five, that’s a good sign for Lufthansa…We are currently modeling or introducing a KPI called ‘fair share’ to evaluate the performance of agents or corporate customers reflecting exactly the fair market share of an agent.  That Lufthansa share that is sought thru an agent.”- Heiko Merten, Head of Global Sales Business Intelligence Applications

The integration of that data quickly led to another outcome or purpose for the analytical ecosystem which was to enable customer-specific offers and better service, establishing an overarching analysis among the multiple brands/carriers and business units.  That same integrated data also;

  1. Helps better steer sales and sales performances within Lufthansa Group airlines;
  2. Gets the full picture of their customer’s performance and rewards loyalty; and
  3. Fulfills the sales strategy and commercial targets on customer levels with optimal attribution of incentives.

With the right analytics, Lufthansa can overcome economic, competitive, and quality challenges to achieve unprecedented levels of excellence leading.  All coming back to…

“…Big data costs money.  Big analytics earns money. And that means, in my eyes, that additional revenue cannot be generated by data, it must be generated from the analytics that are based on the data.  This is an important point.  Have a good data set available and have powerful, high-performance reporting on top.”  – Heiko Merten, Global Sales BI Applications

Congratulations to Lufthansa Group for all your success!