Analyzing Syndicated Data

This chapter covers the following topics:

About Analyzing Syndicated Data

The views in the Analysis screen present sales, prescription, and call detailing data in an accessible format. These views allow you to evaluate your performance and determine where to focus your sales activities.

Much of the data displayed in these views derives from syndicated data.

Note: All the views in the Analysis screen are read-only.

The terms direct sales and indirect sales are used in some views of the Analysis screen as follows:

Direct sales. Refers to product sales directly from your company to accounts.
Indirect sales. Refers to product sales from wholesalers to accounts.

Scenario for Analysis

This topic outlines an example process performed by the Siebel administrator and end users. Your company might follow a different process according to its business requirements.

A pharmaceutical company has bought syndicated data concerning its retail product sales. This syndicated data is displayed in most of theSiebel Life Sciences Analysis views.

Periodically, the Siebel administrator extracts portions of the syndicated data and distributes it according to territory assignments. As part of this process, the Siebel administrator updates responsibilities, which affect the data that can be viewed by an individual, and updates payer and plan information.

In order to use the new information, the application user must download the syndicated data updates.

Process of Analysis

This topic details sample tasks often performed by administrators and end-users working with the Analysis screen. Your company might follow a different process according to its business requirements.

Administrator Procedure

The following administrative procedure is described in this topic:

Defining Payer and Plan Information.

Other administrator procedures, applicable to the data used in the Analysis screen, are described elsewhere:

Showing Presentations Using the PCD Viewer.
Creating a Data Extraction Rule. Extract portions of data according to territory assignments.
Specifying the Data to Route to Mobile Users. Send the compressed data extracts to mobile users.
(Optional) Updating responsibilities. For general information about responsibilities, see Siebel Security Guide.
Associating positions to bricks. See Administering Bricks.

End-User Procedures

The following list shows tasks end users typically perform using the Analysis screens:

Defining Payer and Plan Information

You can use the Payer Administration view to define payer and plan information. This information appears in the plan and payment type–based views in the Analysis screen.

This task is a step in Process of Analysis.

To create a payer

Navigate to the Administration - Application screen, then the Payer view.

Click the New button and complete the fields in the new record.

Some of the fields are described in the following table.

Field	Comments
Type	Three types are supported: Total, Plan, and Payer.
Name	Enter the name of the payer, plan, or payment type. If you selected Plan in the Type field, enter the plan name.
Account Name	If relevant, select the payer account, or create a new account for the payer in the Pick Account dialog box.
Account Site	The location of the plan.
IMS Id	The identifier assigned to the plan by the syndicated data provider.

Importing Syndicated Data Files

If data extracts have been routed to the end users by the Siebel administrator, the end users receive notification when they synchronize your local database. During synchronization, the data extracts are downloaded to their hard drives (as attachments), where they are stored until you import them. After they import the data into their local databases, the files are deleted from their hard drives.

Note: If you want to postpone receiving data extracts until a later time, turn off the Retrieve Published Files option in your synchronization setup. To find this option, select File, then Synchronize, and then click Setup in the Siebel Remote dialog box.

This task is a step in Process of Analysis.

To import syndicated data extracts

Navigate to the Syndicated Data Files screen.

Note: Even if you postponed receiving data extract files by turning off the Retrieve Published Files option in your synchronization setup, this view displays records for all the files routed to you. Although the files are listed here, you cannot import them until you have received them during a subsequent synchronization.
Select one or more files and click Import.
The Syndicated Data Files view is cleared, and the data extract files that you received during synchronization are deleted from your hard drive.

Analyzing Brick-Level Syndicated Data

This task is a step in Process of Analysis.

End users can analyze syndicated data that is associated with a brick. They can also analyze activities, such as calls, associated with an account or contact within a brick. Using the brick-level analysis views, end users can correlate those activities with prescription or sales trends.

The data that appears in the Analysis screen, then Bricks view, is determined by the user’s position and the bricks that the administrator has associated with that position. For more information, see Administering Bricks.

Displaying All Contacts Associated with a Brick

The following procedure shows you how to display the contacts associated with a brick.

To display all contacts associated with a brick

Navigate to the Analysis screen, then the Bricks Analysis List view.
From the view drop-down menu, select Bricks Rx Analysis.
Select a brick in the Bricks list.
Click the Contacts tab.
The Contacts list displays all contacts associated with the selected brick.

Correlating Actual Calls Made with Indirect Sales By Brick

The following procedure shows you how to correlate the actual call made with indirect sales by brick.

To correlate actual calls made with indirect sales by brick

Navigate to the Analysis screen, then the Bricks Analysis List view.
Select a brick in the Bricks list.
Click the Indirect Sales by Brick tab.
Select a record and click the actual calls button.
The list shows the number of account calls submitted for the selected product and period. Remember to select a record that contains your company’s product in order to see the activity data.

Correlating Actual Calls Made With Prescription Trends By Brick

The following procedure shows you how to correlate the actual call made with prescription trends by brick.

To correlate actual calls made with prescription trends by brick

Navigate to the Analysis screen, then the Bricks Analysis List view.
Select a brick in the Bricks list.
Click the Rx Trend by Brick tab.
Select a record and click the actual calls button.
The list shows the number of account calls submitted for the selected product and period. Remember to select a record that contains your company’s product in order to see the activity data.

Working with Sales, Rx, and Call Data

The views in the Analysis screen display prescriber, account, plan, payer, and territory level sales and Rx data, as well as call data. These views provide the capability to view data in both list and chart formats.

To access any of the views listed in Views in the Analysis Screen, navigate to the Analysis screen default Analysis view, select the appropriate market in the All Markets list, and then select the desired view from the view tabs.

A list format appears by default when you select a view from the Analysis view tabs. You can view your sales and Rx data numbers in a chart format by clicking the toggle button.

The data in the Analysis screen must be updated periodically. Mobile users must download files that have been extracted and sent by the Siebel administrator and then import the new data into their local databases. For more information, see the table in the topic Importing Syndicated Data Files.

This task is a step in Process of Analysis.

To display data with the views in the Analysis screen

Navigate to the Analysis screen.
Select the appropriate market (therapeutic class) in the All Markets list.

Note: You can select a different market at any time in all views in the Analysis screen, except in the Activities subviews (the Account Detailing Analysis and Contact Detailing Analysis views).
Click a category from the view tabs.
Display only the sales, Rx, or call data you want to view using query by example or targeting.
See Planning Calls for information on targeting.

Note: By default, Siebel Pharma displays (and charts) all available data appropriate to the selected Analysis view. It is recommended that you always filter your data lists to make the displayed data more meaningful. The charts in the Account Detailing Analysis and Contact Detailing Analysis views display all calls, regardless of status, unless you filter the data in the upper list.
Select a chart type from the drop-down list to specify which type of chart you want to use for viewing the selected data.
Examples of available chart types include 3D stacked bar, 3D bar, and 2D bar.
Zoom in on data or limit the chart to particular data points by hovering the mouse cursor over the chart element (a bar or pie segment) to see the data only for that chart element. To return to the complete set of data for the original chart, execute a new query.

Views in the Analysis Screen

In Siebel Life Sciences, the availability of certain views can be limited according to each user’s responsibilities. Therefore, the views you see might differ from those shown and described in the following table.

Note: Analysis data is read-only. Data refresh cycles are determined by your company’s business process and data availability.

The following table describes the functions of the views in the Analysis screen. Your responsibilities determine which views are available to you.

Table Views Available from the Analysis Screen

View	Functions
All Market screen, then the Direct Sales Trend by Territory - Volume view	For managers, displays internal product sales data at the territory level over a selected period of time. Displays direct sales data for areas covered by their sales representatives.
All Markets screen, then the Direct Sales Trend by Account - Volume view	For representatives, displays internal product sales data at the account level over a selected period of time.
All Markets screen, then the Indirect Sales Trend by Territory - Volume view	For managers, displays product sales data at the territory level over a selected period of time. Allows managers to see indirect sales data for the areas covered by their sales representatives.
All Markets screen, then the Indirect Sales Trend by Territory - Share view	For managers, displays product sales data at the territory level over a selected period of time.
All Markets screen, then the Indirect Sales Trend by Brick - Volume view	For representatives, displays product sales data at the brick level over a selected period of time.
All Markets screen, then the Indirect Sales Trend by Brick - Share view	For representatives, displays market share data at the brick level over a selected period of time.
All Markets screen, then the Indirect Sales Trend by Postal Code - Volume view	For representatives, displays product sales data at the ZIP Code level over a selected period of time.
All Markets screen, then the Indirect Sales Trend by Postal Code - Share view	For representatives, displays market share data at the ZIP Code level over a selected period of time.
All Markets screen, then the Indirect Sales Trend by Account - Volume view	For representatives, displays product sales data at the account level over a selected period of time.
All Markets screen, then the Indirect Sales Trend by Account - Share view	For representatives, displays market share data at the account level over a selected period of time.
All Markets screen, then the Rx Trend by Territory - Volume view	For managers, displays product Rx trends in a territory. Allows managers to see Rx trends for the areas covered by their sales representatives.
All Markets screen, then the Rx Trend by Territory - Share view	For managers, displays product Rx trends in a territory.
All Markets screen, then the Rx Trend by Prescriber - Volume view	For representatives, displays product Rx trends by prescriber.
All Markets screen, then the Rx Trend by Prescriber - Share view	For representatives, displays product Rx trends by prescriber.
All Markets screen, then the Rx Trend by Plan and Territory - Volume view	For managers, displays product Rx trends by plan and territory.
All Markets screen, then the Rx Trend by Plan and Territory - Share view	For managers, displays product Rx trends by plan and territory.
All Markets screen, then the Rx Trend by Plan and Prescriber - Volume view	For representatives, displays product Rx trends by plan and prescriber.
All Markets screen, then the Rx Trend by Plan and Prescriber - Share view	For representatives, displays product Rx trends by plan and prescriber.
All Markets screen, then the Rx Trend by Payment Type and Prescriber view	For representatives, displays product Rx trends by the payment types associated with prescriptions and prescribers.
All Markets screen, then the Rx Trend by Payment Type and Territory view	For both representatives and managers, displays product Rx trends by the payment types associated with prescriptions.
Activities screen, then the Account Detailing view	For both representatives and managers, shows the number of times a product was detailed during account calls, as well as the priority, or order, of the product details. Use this view to assess your product emphasis and plan your account calls.
Activities screen, then the Contact Detailing view	For both representatives and managers, shows the number of times a product was detailed during contact calls, as well as the priority, or order, of the product details. Use this view to assess your product emphasis and plan your contact calls.
Bricks screen, Bricks Rx Analysis, and then the Rx Trend by Brick view	For representatives, displays product prescription trends by brick. This data is for the entire brick that is selected in the Bricks list and is not related to any contact.
Bricks screen, Bricks Rx Analysis, and then the Rx Trend by Brick-Product NRx	For representatives, displays new prescriptions for a given product by brick. This data is for the entire brick that is selected in the Bricks list and is not related to any contact.
Bricks screen, Bricks Rx Analysis, and then the Rx Trend by Brick-Product TRx view	For representatives, displays total prescriptions for a given product in a given period by brick. This data is for the entire brick that is selected in the Bricks list and is not related to any contact.
Bricks screen, Bricks Sales Analysis, and then the Indirect Sales by Brick view	For representatives, displays indirect sales data at the brick level for the brick selected on the Bricks list.
Bricks screen, Bricks Sales Analysis, and then the Indirect Sales Trend by Product Value view	For representatives, displays indirect sales data at the brick level for the selected product and for the brick selected on the Bricks list.
Bricks screen, Bricks Sales Analysis, and then the Indirect Sales Trend by Product Units view	For representatives, displays indirect sales data at the brick level for the selected product unit and for the brick selected on the Bricks list.