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This is the talk show created by Platforce

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to connect professionals
from the pharmaceutical industry

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biotech, life science, and beauty

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from all around the globe.

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My name is Juliana Kreisel

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and I'm so pleased to have you all here

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in this episode

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we will discuss the difference in the modus operandi

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of corporations versus startups in Biotech,

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Life Science, Beauty and the Pharma industry

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We will chat

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about how the market is tailoring their strategies

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from brand awareness and client acquisition

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to choosing the right CRM

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and effectively approaching the HPCs

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for this different types of corporation or companies

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and as we're going to touch a lot of

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a lot of different topics

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we invite you

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our attendees to write your questions down on the chat

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so we can direct them to our specialist

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and they will answer them for you

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I will love to introduce

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I introduce my co host for today

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Mr Stefan Repin. Hi, Stefan.

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He is the head of marketing here at Platforce.

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We hope to bring

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to feature today the discussion to our audience

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and we and we inform you to make this uh

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and we invite you to uh

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this webinar

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and to every single other that we will

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be planning for the rest of the year.

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So without any further delay

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let me invite our first speaker for today

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Doctor Yvette

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Hi, Yvette, how are you doing today?

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Hi, guys, I'm doing fine

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Thanks for having me.

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I'm really excited being here

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W are so happy to have you with us.

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We would love for you to give us

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a little bit of introductions about yourself

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Yeah sure. So I'm by chemistry expert

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and had a chance to

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get into full on pharmaceutical environment

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regulated environment

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and have been working for some big corporate companies

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including Roche

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and had a chance to work on wonderful projects

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for different

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you know

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applications for medicines and such

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and then afterwards moved on into startup companies

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supporting startup

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small companies

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trying to make their way into the big pharmaceutical

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biotech world

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yeah and on that way

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on that go, you know,

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had nice stumbles

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had nice success

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bit of both

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and I think just the combination of that

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also kind of got me to meet you guys

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and this is why I'm here

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to kind of share lessons learned

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and see what one can learn from each other.

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Nice! We're so happy to have you here

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so, as we said before,

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this webinars give us the opportunity to network

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and meet everyone from all around the globe

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so thank you

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thank you for taking the time

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and then I would like to introduce

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our second speaker for today

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Martijn

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How are you doing?

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Hello folks

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Good. Good to see you again

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after a lot of preparations yes

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Greetings from the Netherlands

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Greetings from the Netherlands

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It's finally good weather so I'm happy

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Nice nice. Happy to hear that, Martijn

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Do you want to introduce a little bit about yourself?

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So our audience gets to know you

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Of course of course yeah

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My name is Martijn van den corput

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I'm one of the co founders and CEO of OptInsight

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I would say that we are the

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the top leader in pharma and life senses regards

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consent management with our services and solutions

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a little bit of my background

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and that was also the reason that I was attracted to

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to be part of the panel is that

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yeah I think I've now a working experience from

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over 20 years and I worked for

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large corporates in the beginning of my career

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with all the

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struggles and also was

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part of building up

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scale up company in the Netherlands in

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professional services

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where we have to

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create a brand

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from first day again after being part of IBM

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so that was a yeah

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that was a huge challenge

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and after that I also

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was part of some boutique companies

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small niche companies in in

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in payments

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also was a part of the leadership team at CapGemini

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and then five years ago

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I decided to start my

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own company from scratch with my partners

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so I think

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that uh yeah

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I can

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talk a lot about

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our experience in small and big companies

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and not only about pharma

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so feel free also to ask your questions

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that are not about pharma because

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I think we both have a lot of experience

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also out of pharma

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so be our guest

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the coming hours

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coming hour

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sorry not "hours" but "hour".

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Yeah definitely

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Please everyone who's watching this

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we always invite you to ask your questions and our

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specialist will

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answer them or do the best to respond

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uh we also invite you to share your anecdotes

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stories or anything that you want

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may want to

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share with us today.

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So I will start with the conversation saying

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let's tackle the big

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I will say it's the big question that got us all here:

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What is the difference

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and is there a difference

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between the big corporations and the startups?

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How and what do you think about it?

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who wants to tackle it first?

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Yvette, are you up for it?

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yeah sure I can go first

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yeah thanks

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So I think there's different angles one can look at

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and just in trying to summarize

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or like kind of getting on point for this webinar

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so there's different points of views

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I come from a very quality based focus

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but we do also have like the sales marketing focus

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right? so I think in regards to this

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I can give a

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a bit of insights as of the regulated

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as of the quality management

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because yes

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you do have to have customer relation management

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specifically pharma and medical device

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you do have to have a health care representative

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but sometimes they don't go digital

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they kind of stuck in their old ways

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and this is no difference between corporate and startup

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but the start up is a bit more extra

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flexible and faster and willing to adjust

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so they see the support in these

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now digital customer relation management systems

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um and I have been working in big and small

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with and without digital customer relation management

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um so it was either person driven or digital driven

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and I can clearly say that um

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there is to some regards difference in big corporate

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and startup

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they do have money

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the big corporates

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the startups don't

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although the startup are actually more willing to try

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so this is kind of a catch 22

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that was an experience I've made yeah

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I fully recognised it

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Yeah. Martijn.

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I fully recognize what Yvette says also because

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my current company has also gone to that stages but

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but what I really want to pronounce is

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and to add on what Yvette says is that

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what is a really

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big difference for me

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if I look back to the last 20 years is

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if you work for corporates

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you have the

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the convenience of having a brand

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a really established brand

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and what you often see is that uh

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people buy from big companies because of the brand

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brand but also because of the

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yeah security

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and if you start

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a new company or almost new company

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you have to build a brand

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so you really have to be keen

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on all, okay,

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what value are I'm going to bring to the market

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and how does it

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distinguish from the established brands

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and that's...

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that's

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that lasts a lot of

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years to establish

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and also costs a lot of money

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but for me

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personally it was all

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always in my whole career

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it was a challenge

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but also I loved it

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but it's really tough to do it

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because processes you can have in place

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you can have systems in place

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but at the end

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is what are you

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what is your brand to the market

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and I would say be

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be very keen on that

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because don't underestimate what a brand can

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make or break.

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I love it.

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I love the concept about the brand

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and the importance and difference and how the

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the trust

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that people put on the big corporate

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but leave the

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small or the startups behind

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I will say we had the discussion

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a similar discussion

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I think with you, Yvette,

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when we met long ago

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about if that's actually a fact

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and I would love to get your insights about that

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Yeah, sure, so actually

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when I met Stefan

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that's over a year by now

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we actually

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we actually had

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had a similar

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had a similar um

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start back then

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talking about sales and I said

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you know what

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sales marketing

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this is a very common topic for

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any product

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one has in their daily life

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if it comes to

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very highly regulated companies

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taking pharmaceutical companies

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marketing is like a grey zone

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there is even law

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specifically in Germany

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which does or does not allow certain kind of marketing

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false advertisement

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and stuff like that

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So, actually

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working for big corporate like Roche

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I wasn't even aware of marketing

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there were no marketing

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there's not

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not the typical marketing you would know of

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there's no flyers

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"Hey try our new anti-cancer drug"

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you know? This is...

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This is nothing that I actually kinda got to see

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and yes there is something like sales

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but it's not a typical sales representative.

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It is more a medical trained person

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who goes to doctors

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as one of the targets

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and explains

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what the new drug is

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what it's about

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what it can do for a patient.

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So it's not about "selling"

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It's not about "marketing" it.

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It's about

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also as much we mentioned

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it's more about an awareness

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so you can speak more of a brand awareness

291
00:10:56,930 --> 00:10:59,500
so when I got through the smaller companies

292
00:10:59,500 --> 00:11:00,530
the start-ups

293
00:11:00,530 --> 00:11:02,900
that was the first time that I actually saw

294
00:11:02,900 --> 00:11:04,960
that that might be a big issue

295
00:11:04,960 --> 00:11:06,160
a big problem

296
00:11:06,160 --> 00:11:07,830
for these small companies.

297
00:11:08,060 --> 00:11:09,730
It's not about yet selling

298
00:11:09,730 --> 00:11:11,000
because when you're start up

299
00:11:11,000 --> 00:11:12,200
you're most likely still in

300
00:11:12,200 --> 00:11:13,200
in the research

301
00:11:13,200 --> 00:11:13,900
you're in the

302
00:11:13,900 --> 00:11:14,930
pre clinical

303
00:11:14,930 --> 00:11:16,730
you might be in the clinical already

304
00:11:16,730 --> 00:11:18,360
but you're not on a market yet

305
00:11:18,800 --> 00:11:20,200
but you already have an issue

306
00:11:20,200 --> 00:11:22,130
by finding possible providers

307
00:11:22,130 --> 00:11:22,660
that are like:

308
00:11:22,660 --> 00:11:23,800
"We don't know you"

309
00:11:23,800 --> 00:11:25,060
"You're too small"

310
00:11:25,060 --> 00:11:26,660
"You might run out of money"

311
00:11:26,730 --> 00:11:27,730
so they don't make

312
00:11:27,730 --> 00:11:28,600
business with you

313
00:11:28,600 --> 00:11:30,330
so I recognize that me

314
00:11:30,330 --> 00:11:31,300
ignoring sales

315
00:11:31,300 --> 00:11:34,060
marketing was kind of a

316
00:11:34,330 --> 00:11:35,900
a break or make

317
00:11:35,900 --> 00:11:37,630
you know as we mentioned before

318
00:11:38,560 --> 00:11:40,300
full awareness is needed of that

319
00:11:40,300 --> 00:11:41,660
because a brand

320
00:11:41,660 --> 00:11:42,700
is marketing

321
00:11:42,700 --> 00:11:44,900
a brand is sale now.

322
00:11:44,900 --> 00:11:45,730
So that was a

323
00:11:45,730 --> 00:11:46,660
lesson learned.

324
00:11:46,660 --> 00:11:47,700
And, Juliana,

325
00:11:47,700 --> 00:11:49,730
we had this not fun

326
00:11:49,730 --> 00:11:51,700
but kind of funny discussion

327
00:11:51,700 --> 00:11:53,960
where we brought up this Netflix series.

328
00:11:54,400 --> 00:11:57,860
Yes, I love that.

329
00:11:57,860 --> 00:12:00,960
So that was before the regulation on

330
00:12:01,130 --> 00:12:02,600
marketing

331
00:12:02,600 --> 00:12:04,800
actually came into place

332
00:12:04,960 --> 00:12:06,760
so not-trained medical staff

333
00:12:06,760 --> 00:12:07,930
went and told

334
00:12:07,930 --> 00:12:08,400
the doctors

335
00:12:08,400 --> 00:12:09,400
"Oh take this drug"

336
00:12:09,400 --> 00:12:11,000
"Your patient has a broken leg"

337
00:12:11,000 --> 00:12:11,760
or you know

338
00:12:11,760 --> 00:12:13,140
"He has back pain, just give that to them"

339
00:12:13,200 --> 00:12:14,060
"It's awesome"

340
00:12:14,100 --> 00:12:14,730
and it cost

341
00:12:14,730 --> 00:12:15,700
one of the biggest

342
00:12:15,700 --> 00:12:17,160
opioid crisis that is

343
00:12:17,160 --> 00:12:18,200
still ongoing

344
00:12:18,200 --> 00:12:19,100
with one of

345
00:12:19,100 --> 00:12:19,800
the highest

346
00:12:19,800 --> 00:12:20,560
death rates

347
00:12:20,560 --> 00:12:22,230
due to a product

348
00:12:22,330 --> 00:12:23,560
that was actually implemented

349
00:12:23,560 --> 00:12:25,160
and meant to do something good

350
00:12:25,200 --> 00:12:27,330
so this is kind of where I also

351
00:12:27,330 --> 00:12:29,200
learned to see that

352
00:12:29,400 --> 00:12:31,760
um there's always a circle

353
00:12:31,760 --> 00:12:33,760
and you always have to have a good look at

354
00:12:33,760 --> 00:12:34,360
where in the

355
00:12:34,360 --> 00:12:35,660
process you're at

356
00:12:36,000 --> 00:12:37,460
and do not ignore

357
00:12:37,460 --> 00:12:38,530
what might

358
00:12:38,530 --> 00:12:39,700
you might not need it yet

359
00:12:39,700 --> 00:12:40,260
but you might

360
00:12:40,260 --> 00:12:41,400
not need it later

361
00:12:41,400 --> 00:12:42,560
and ignoring that

362
00:12:42,560 --> 00:12:44,160
will not last in a long run.

363
00:12:44,160 --> 00:12:46,960
Yes.

364
00:12:46,960 --> 00:12:48,260
I recall our

365
00:12:48,260 --> 00:12:49,760
conversation and

366
00:12:49,760 --> 00:12:51,100
how it was important

367
00:12:51,100 --> 00:12:52,330
like we said

368
00:12:52,330 --> 00:12:53,060
we discussed

369
00:12:53,060 --> 00:12:53,760
the regulations

370
00:12:53,760 --> 00:12:54,460
and things like that

371
00:12:54,460 --> 00:12:55,860
and how in that show

372
00:12:55,860 --> 00:12:57,100
we're not going to say

373
00:12:57,330 --> 00:12:59,260
it in that show uh

374
00:12:59,600 --> 00:13:00,660
the regulations

375
00:13:00,660 --> 00:13:02,260
were not really there

376
00:13:02,260 --> 00:13:03,500
like they had

377
00:13:03,500 --> 00:13:04,530
huge parties

378
00:13:04,530 --> 00:13:05,700
and things like that

379
00:13:05,700 --> 00:13:07,930
and how that made an impact

380
00:13:07,930 --> 00:13:09,530
nowadays

381
00:13:09,530 --> 00:13:11,130
because you

382
00:13:11,130 --> 00:13:12,300
now need to

383
00:13:12,300 --> 00:13:13,860
ensure that everything that

384
00:13:13,860 --> 00:13:14,530
you provide

385
00:13:14,530 --> 00:13:15,300
and in the way that

386
00:13:15,300 --> 00:13:15,930
you provide

387
00:13:15,930 --> 00:13:16,600
the marketing

388
00:13:16,600 --> 00:13:17,200
that you do

389
00:13:17,200 --> 00:13:18,160
as you said

390
00:13:18,930 --> 00:13:20,600
goes according to those

391
00:13:20,600 --> 00:13:22,260
rules that are set

392
00:13:22,330 --> 00:13:24,930
after this huge implosion

393
00:13:24,930 --> 00:13:26,630
let's say in the US.

394
00:13:27,360 --> 00:13:28,400
What do you...?

395
00:13:28,660 --> 00:13:29,160
Do you have

396
00:13:29,160 --> 00:13:30,460
any inputs, Martijn?

397
00:13:30,460 --> 00:13:31,560
I would love to know

398
00:13:31,560 --> 00:13:32,860
About what you said,

399
00:13:33,800 --> 00:13:35,130
if you go to

400
00:13:35,130 --> 00:13:36,060
the sales process

401
00:13:36,060 --> 00:13:38,600
I think at the end

402
00:13:38,730 --> 00:13:40,100
of course

403
00:13:40,100 --> 00:13:41,460
both companies had the

404
00:13:41,460 --> 00:13:42,330
the big ones

405
00:13:42,330 --> 00:13:43,460
and smaller ones

406
00:13:43,530 --> 00:13:45,300
have to be keen on

407
00:13:45,700 --> 00:13:47,560
uh how they

408
00:13:47,560 --> 00:13:51,230
can support their clients in doing things better um

409
00:13:51,730 --> 00:13:53,060
and in the case of HCP

410
00:13:53,060 --> 00:13:55,230
I would always ask:

411
00:13:56,330 --> 00:13:57,160
How can I make

412
00:13:57,160 --> 00:13:58,100
your work better

413
00:13:58,100 --> 00:14:00,360
and not only from a medicine perspective

414
00:14:00,360 --> 00:14:02,760
but also from an administrative perspective?

415
00:14:02,760 --> 00:14:05,360
Or whatever.

416
00:14:05,360 --> 00:14:06,500
But that also is

417
00:14:06,500 --> 00:14:07,300
the same in

418
00:14:07,300 --> 00:14:09,400
if you sell professional services

419
00:14:09,400 --> 00:14:10,460
in a small company

420
00:14:10,460 --> 00:14:12,560
you have also have to

421
00:14:12,660 --> 00:14:13,500
always have to be

422
00:14:13,500 --> 00:14:16,160
keen on

423
00:14:16,360 --> 00:14:17,330
building trust

424
00:14:17,330 --> 00:14:18,400
and that's that's

425
00:14:18,660 --> 00:14:19,730
by showing genuine

426
00:14:19,730 --> 00:14:20,600
interest in

427
00:14:20,600 --> 00:14:22,600
the person and also

428
00:14:22,660 --> 00:14:23,360
based on that

429
00:14:23,360 --> 00:14:24,360
bring value to the

430
00:14:24,360 --> 00:14:27,030
person so I think

431
00:14:27,500 --> 00:14:28,760
a brand is of course

432
00:14:28,760 --> 00:14:29,560
very important

433
00:14:29,560 --> 00:14:30,830
but in the end

434
00:14:31,160 --> 00:14:32,900
always people always want to

435
00:14:32,900 --> 00:14:33,800
see value

436
00:14:33,800 --> 00:14:34,800
in what you bring

437
00:14:34,800 --> 00:14:37,100
and I think that's always

438
00:14:37,100 --> 00:14:37,960
a little bit same.

439
00:14:37,960 --> 00:14:39,630
It's not that,

440
00:14:41,260 --> 00:14:41,960
for example,

441
00:14:41,960 --> 00:14:45,700
IBM sells everything very smooth because they are IBM.

442
00:14:45,700 --> 00:14:47,760
At the end clients wants to see value.

443
00:14:47,760 --> 00:14:49,700
And so there are

444
00:14:50,100 --> 00:14:52,600
that's also a parallel between

445
00:14:52,760 --> 00:14:54,330
the big ones and the smaller ones

446
00:14:54,330 --> 00:14:58,230
in my opinion of my experiences.

447
00:14:58,760 --> 00:15:01,060
Yeah I think that's definitely the case.

448
00:15:01,060 --> 00:15:04,200
We had an hour long talk with you.

449
00:15:04,200 --> 00:15:09,230
We discussed about the importance of value

450
00:15:09,400 --> 00:15:11,630
and not just giving

451
00:15:11,930 --> 00:15:12,600
because the

452
00:15:12,600 --> 00:15:14,460
the selling part is not...

453
00:15:14,460 --> 00:15:16,600
No one's going to buy if you call them and say like

454
00:15:16,600 --> 00:15:18,760
"Hey buy this" and

455
00:15:18,760 --> 00:15:20,500
"Hey, take this"

456
00:15:20,600 --> 00:15:22,330
You need to give the value to

457
00:15:22,330 --> 00:15:24,430
whoever is going to receive that

458
00:15:24,560 --> 00:15:27,460
and I definitely agree with that.

459
00:15:27,500 --> 00:15:30,400
Other thing that Yvette said. I'm sorry.

460
00:15:30,400 --> 00:15:32,500
Do you want to add something else to this?

461
00:15:32,700 --> 00:15:34,630
No, the only thing is to

462
00:15:34,700 --> 00:15:35,460
of course that's

463
00:15:35,460 --> 00:15:37,330
that's you as a

464
00:15:37,330 --> 00:15:38,130
as a corporate

465
00:15:38,130 --> 00:15:41,260
you have a longer time for sale cycles

466
00:15:41,600 --> 00:15:43,300
Yes.

467
00:15:43,300 --> 00:15:46,060
What you see in smaller companies is that it's quite tight

468
00:15:46,060 --> 00:15:47,060
the bridges and

469
00:15:47,060 --> 00:15:49,160
and the sale cycles because

470
00:15:49,160 --> 00:15:50,860
you have to pay the people

471
00:15:50,860 --> 00:15:52,160
you have to pay the organizations

472
00:15:52,160 --> 00:15:59,000
and so the urgency to build value as a small company

473
00:16:00,100 --> 00:16:02,160
always say you see that on the eagerness

474
00:16:02,160 --> 00:16:05,500
of the people in the smaller companies because

475
00:16:05,500 --> 00:16:08,700
they are very willing to help you

476
00:16:08,700 --> 00:16:10,960
because they know that they can sell them

477
00:16:11,200 --> 00:16:12,860
and a big group as you can see

478
00:16:12,860 --> 00:16:14,800
people are yeah

479
00:16:15,000 --> 00:16:18,030
I also worked for corporates to tell you a little bit

480
00:16:18,660 --> 00:16:20,000
behind and think okay

481
00:16:20,000 --> 00:16:21,730
maybe next year or something

482
00:16:21,730 --> 00:16:23,360
but that's that's

483
00:16:23,500 --> 00:16:26,930
that's not that's possible on a on a big boat

484
00:16:26,930 --> 00:16:28,060
but not on a speedboat

485
00:16:28,060 --> 00:16:29,500
so you have to act

486
00:16:29,530 --> 00:16:31,930
and that's that's um

487
00:16:31,930 --> 00:16:32,860
but but but

488
00:16:32,860 --> 00:16:33,500
but before we we

489
00:16:33,500 --> 00:16:34,900
we go further

490
00:16:35,130 --> 00:16:36,760
Are there already some questions?

491
00:16:36,760 --> 00:16:40,260
Because we want some interaction, of course.

492
00:16:41,060 --> 00:16:43,060
We want to know about you

493
00:16:43,560 --> 00:16:44,530
who's watching us

494
00:16:44,530 --> 00:16:47,130
Do you have any comments or any experience?

495
00:16:47,130 --> 00:16:49,060
Or do you have any questions?

496
00:16:49,200 --> 00:16:53,260
Again please do not hesitate to

497
00:16:55,200 --> 00:16:57,700
We do have a question.

498
00:16:57,700 --> 00:17:01,660
I'm asking to vote for a question so, question A

499
00:17:02,960 --> 00:17:04,160
How do we...

500
00:17:04,160 --> 00:17:08,400
How do start-ups and corporations differ in pharma

501
00:17:08,400 --> 00:17:10,060
and like other industries?

502
00:17:10,060 --> 00:17:11,500
What are the main differences?

503
00:17:11,600 --> 00:17:14,300
And the other one is about the acquisition

504
00:17:14,700 --> 00:17:19,760
like client acquisition in startups and what is the

505
00:17:19,760 --> 00:17:22,300
how does it work in corporations? Again in pharma

506
00:17:22,560 --> 00:17:26,500
Since there nobody... Since our audience is...

507
00:17:26,500 --> 00:17:29,600
I don't know. Audience, wake up!

508
00:17:29,960 --> 00:17:33,920
Maybe having a meal now because it's 6:00 pm.

509
00:17:34,080 --> 00:17:36,440
Come on! and coffee.

510
00:17:38,560 --> 00:17:41,600
Let's ask. Which one would you like to tackle?

511
00:17:41,900 --> 00:17:43,500
Question A or question B?

512
00:17:44,000 --> 00:17:48,700
Yes and regarding that question that you said Stef

513
00:17:48,700 --> 00:17:50,200
I think the first one was.

514
00:17:50,500 --> 00:17:52,300
We discussed and

515
00:17:52,300 --> 00:17:53,860
Martijn also brought it up

516
00:17:53,860 --> 00:17:56,930
how the startups need to be more aggressive

517
00:17:56,930 --> 00:18:01,300
let's say between

518
00:18:01,300 --> 00:18:03,400
in comparison with the big corporate

519
00:18:03,500 --> 00:18:04,600
my question will be

520
00:18:04,600 --> 00:18:07,330
and you Yvette also brought it in your introduction

521
00:18:07,330 --> 00:18:09,260
you said that um

522
00:18:09,400 --> 00:18:12,100
the startups are more flexible and more eager

523
00:18:12,100 --> 00:18:16,000
to transform and adopt these technological

524
00:18:16,300 --> 00:18:18,100
tools that we have right now

525
00:18:18,260 --> 00:18:20,400
more than the big corporate.

526
00:18:20,700 --> 00:18:24,360
Can you specify or give us some examples?

527
00:18:24,360 --> 00:18:25,660
Or maybe

528
00:18:25,660 --> 00:18:27,530
can we go more into that?

529
00:18:27,530 --> 00:18:29,300
Because I think that's very interesting

530
00:18:29,300 --> 00:18:32,800
in terms of right now we're in a very digital era

531
00:18:32,900 --> 00:18:37,230
where everything is on the computer, the cloud

532
00:18:38,860 --> 00:18:42,230
Can you specify or give us some examples?

533
00:18:42,530 --> 00:18:44,360
Can we go more into that?

534
00:18:44,360 --> 00:18:47,230
Oh that's very weird

535
00:18:50,960 --> 00:18:54,200
Oh yes I'm sorry

536
00:18:54,200 --> 00:18:55,360
I'm sorry for that.

537
00:18:55,400 --> 00:18:56,800
So that.

538
00:18:56,860 --> 00:18:58,060
Can we go to that?

539
00:18:58,160 --> 00:18:59,660
Please.

540
00:19:00,000 --> 00:19:01,500
Yeah sure, Juliana.

541
00:19:01,600 --> 00:19:06,500
So my experience on that, I have actually two

542
00:19:06,500 --> 00:19:07,830
two examples

543
00:19:08,060 --> 00:19:10,760
they're actually also independent on pharma or

544
00:19:10,760 --> 00:19:12,500
not pharma.

545
00:19:12,500 --> 00:19:14,260
It's about you know

546
00:19:14,260 --> 00:19:16,430
being a start up that actually

547
00:19:16,930 --> 00:19:22,560
um had a base of service which was on the market

548
00:19:22,560 --> 00:19:23,760
it was running

549
00:19:23,960 --> 00:19:25,560
so you are up and running

550
00:19:25,560 --> 00:19:29,760
on the market and then you develop something new

551
00:19:30,900 --> 00:19:32,800
Stefan? yes?

552
00:19:32,800 --> 00:19:34,930
well we do have something new. In fact.

553
00:19:34,930 --> 00:19:37,200
We have a comment from the audience.

554
00:19:37,200 --> 00:19:39,100
oooh yeah

555
00:19:39,100 --> 00:19:40,160
oh very spicy

556
00:19:40,160 --> 00:19:42,660
The comment is from Mr

557
00:19:42,660 --> 00:19:44,460
Mujahed Khan Pathan

558
00:19:44,800 --> 00:19:45,500
the question is:

559
00:19:45,500 --> 00:19:47,130
How are AI machine learning

560
00:19:47,130 --> 00:19:49,900
being incorporated into regulatory intelligence

561
00:19:49,930 --> 00:19:52,360
databases to improve predictive compliance?

562
00:19:52,360 --> 00:19:56,160
And let's see how can be that proved in

563
00:19:56,600 --> 00:19:59,700
corporations and starters, okay?

564
00:20:02,330 --> 00:20:04,830
mmm so actually

565
00:20:05,130 --> 00:20:08,900
since this AI is a hot topic latest beginning last year

566
00:20:08,900 --> 00:20:10,500
so I think latest since and uh

567
00:20:10,500 --> 00:20:11,330
beginning of last year

568
00:20:11,330 --> 00:20:13,830
everybody's aware of that

569
00:20:14,060 --> 00:20:17,060
I have experienced myself that

570
00:20:17,060 --> 00:20:19,560
that company I was with that time

571
00:20:20,160 --> 00:20:21,360
smaller company

572
00:20:21,360 --> 00:20:22,800
not start up level anymore

573
00:20:22,800 --> 00:20:26,360
but small company being very edgy and flexible

574
00:20:26,360 --> 00:20:28,160
they actually decided okay

575
00:20:28,160 --> 00:20:30,160
"this is going to be something"

576
00:20:30,400 --> 00:20:33,260
and actually every department was told

577
00:20:33,260 --> 00:20:34,100
"here's access"

578
00:20:34,100 --> 00:20:36,530
"we created access for you"

579
00:20:36,530 --> 00:20:38,060
"you get the paid version"

580
00:20:38,060 --> 00:20:39,560
"go ahead and play around"

581
00:20:39,600 --> 00:20:42,600
get to use how it works and see what you could do

582
00:20:42,600 --> 00:20:45,300
that would help you on your daily basis um

583
00:20:45,300 --> 00:20:47,060
they let you go for

584
00:20:47,060 --> 00:20:48,060
for a few weeks

585
00:20:48,130 --> 00:20:48,800
and then in

586
00:20:48,800 --> 00:20:50,200
in accordance with you

587
00:20:50,200 --> 00:20:51,730
they did sit down and said what

588
00:20:51,730 --> 00:20:53,830
what could that offer for your department

589
00:20:54,000 --> 00:20:56,360
and I'm literally talking sales department

590
00:20:56,360 --> 00:20:59,160
marketing also quality department um

591
00:20:59,160 --> 00:21:00,200
product owner

592
00:21:00,200 --> 00:21:01,530
so different departments

593
00:21:01,530 --> 00:21:02,100
and of course

594
00:21:02,100 --> 00:21:04,260
for some it's easier. Marketing content

595
00:21:04,260 --> 00:21:06,160
it's quite easy

596
00:21:06,160 --> 00:21:07,300
if you go to

597
00:21:07,300 --> 00:21:09,200
I'd like to have an upgrade on a quality

598
00:21:09,200 --> 00:21:11,060
assurance agreement on quality side

599
00:21:11,060 --> 00:21:13,860
which these AI tools are also possible to do

600
00:21:13,860 --> 00:21:16,960
so you still do have to have

601
00:21:16,960 --> 00:21:20,330
as per regulation for eye principle

602
00:21:20,330 --> 00:21:23,060
I know that there's companies that start to do

603
00:21:23,060 --> 00:21:26,830
computer system validations on AI generated content

604
00:21:26,960 --> 00:21:29,500
so I think there is some stuff that already

605
00:21:29,500 --> 00:21:31,560
can be done using AI

606
00:21:31,560 --> 00:21:35,700
I think replacing the final control by humans

607
00:21:35,700 --> 00:21:37,930
specifically for regulated environment

608
00:21:37,930 --> 00:21:39,600
like quality management

609
00:21:39,760 --> 00:21:41,200
speaking pharma

610
00:21:41,200 --> 00:21:43,360
biotech medical device

611
00:21:43,600 --> 00:21:47,300
even a beauty company that is 9001 certified

612
00:21:47,300 --> 00:21:49,960
or has a product that goes on or in your body

613
00:21:49,960 --> 00:21:50,660
supplements

614
00:21:50,660 --> 00:21:52,360
their FDA regulated

615
00:21:52,360 --> 00:21:55,660
so all of these will still do have the same challenges

616
00:21:55,960 --> 00:21:58,000
um so there's some companies

617
00:21:58,000 --> 00:22:00,630
who already have AI implemented tools

618
00:22:01,200 --> 00:22:06,400
yes, but I think the way for fully automated

619
00:22:06,400 --> 00:22:09,660
no human needs to check and give a final approval

620
00:22:09,660 --> 00:22:12,800
I think we're still away from that yeah

621
00:22:14,760 --> 00:22:17,000
In our last webinar, Stef,

622
00:22:17,000 --> 00:22:18,260
I think you remember

623
00:22:18,260 --> 00:22:21,460
I think I hope you remember haha

624
00:22:21,460 --> 00:22:26,500
we discuss the AI implementation and how everything can

625
00:22:26,500 --> 00:22:28,330
uh we can improve

626
00:22:28,330 --> 00:22:29,500
but at the same time

627
00:22:29,500 --> 00:22:30,460
at the end of the day

628
00:22:30,460 --> 00:22:32,960
we still need a human being

629
00:22:32,960 --> 00:22:36,660
to be able to approve or not what it's uh

630
00:22:36,660 --> 00:22:39,060
provided by the by the AI again

631
00:22:39,060 --> 00:22:42,460
we have to remember that it's a tool.

632
00:22:42,560 --> 00:22:44,900
I will love to hear.

633
00:22:44,930 --> 00:22:47,800
I don't remember who said it exactly

634
00:22:47,800 --> 00:22:50,660
but one of the guests actually mentioned that like

635
00:22:50,730 --> 00:22:53,730
the result of your machine learning or AI

636
00:22:53,730 --> 00:22:56,400
is as good as the data that you give it

637
00:22:56,400 --> 00:22:58,500
if you didn't add data

638
00:22:58,500 --> 00:23:00,160
then well you're not

639
00:23:00,160 --> 00:23:01,860
you're not gonna be happy about the input

640
00:23:01,860 --> 00:23:04,600
right?

641
00:23:04,900 --> 00:23:05,900
One of the things that

642
00:23:05,900 --> 00:23:06,530
for example

643
00:23:06,530 --> 00:23:07,400
here at Platforce

644
00:23:07,400 --> 00:23:11,230
we're very careful about compliance and using AI

645
00:23:11,330 --> 00:23:15,860
being compliant using AI because

646
00:23:15,860 --> 00:23:16,730
as far as I know in

647
00:23:16,730 --> 00:23:18,360
in western uh

648
00:23:18,360 --> 00:23:20,200
Western Europe the US

649
00:23:20,360 --> 00:23:24,160
um AI is a very hot topic and compliance is very

650
00:23:24,160 --> 00:23:25,130
very very big topic

651
00:23:25,130 --> 00:23:26,900
that's why

652
00:23:26,900 --> 00:23:28,860
haha by the way

653
00:23:28,860 --> 00:23:32,160
ChatGPT is wrong 58% yes

654
00:23:32,160 --> 00:23:33,060
Yeah.

655
00:23:33,060 --> 00:23:33,560
That's what

656
00:23:33,560 --> 00:23:34,860
that's what we see.

657
00:23:34,930 --> 00:23:36,300
So basically it takes a lot

658
00:23:36,300 --> 00:23:39,500
a lot of effort on our side on building the product

659
00:23:39,700 --> 00:23:41,560
but I think performer companies well

660
00:23:41,560 --> 00:23:43,860
to be compliant with AI

661
00:23:43,860 --> 00:23:45,060
but at the same time

662
00:23:45,100 --> 00:23:48,530
sort of like try to use AI to gain some benefits

663
00:23:48,530 --> 00:23:49,500
gain an edge

664
00:23:49,900 --> 00:23:52,130
Martijn, do you have an input here?

665
00:23:52,130 --> 00:23:55,730
I hear all what you say and I agree with that

666
00:23:55,730 --> 00:23:57,730
but I have also other angle and

667
00:23:57,730 --> 00:24:00,500
and what I see now from AI

668
00:24:00,500 --> 00:24:02,100
but I'm not an expert on it

669
00:24:02,330 --> 00:24:05,730
its main goal now is to be efficient in

670
00:24:05,730 --> 00:24:08,560
in bringing data together and

671
00:24:08,560 --> 00:24:11,300
and make content from it or

672
00:24:12,900 --> 00:24:14,760
make an article of it.

673
00:24:15,660 --> 00:24:16,730
It could be efficient.

674
00:24:16,730 --> 00:24:19,700
But if I go to the commercial perspective

675
00:24:19,700 --> 00:24:23,200
I think we have to be keen all before we use this

676
00:24:24,900 --> 00:24:30,200
both as a startup or corporate company,

677
00:24:31,800 --> 00:24:33,900
do we use it in a way that it's still

678
00:24:34,360 --> 00:24:38,060
visible for our clients or HCPs that it's from us?

679
00:24:38,100 --> 00:24:40,500
Because my fear is a little bit

680
00:24:40,730 --> 00:24:44,060
that we are going to create a lot of generic stuff

681
00:24:44,800 --> 00:24:47,760
because we use the data which is available

682
00:24:48,330 --> 00:24:50,560
but we can use it

683
00:24:50,560 --> 00:24:51,960
but also buyer can use it

684
00:24:51,960 --> 00:24:53,960
and the chance that it will be

685
00:24:54,360 --> 00:24:56,300
will generate the same content...

686
00:24:56,360 --> 00:24:57,700
So my point is

687
00:24:57,930 --> 00:25:02,130
be keen on using it because what I already said

688
00:25:02,130 --> 00:25:04,030
if you want to make a brand

689
00:25:05,930 --> 00:25:08,300
to build a brand or keep a brand

690
00:25:08,800 --> 00:25:13,260
you have to be keen on the specifics of your company.

691
00:25:13,260 --> 00:25:15,660
What message do you want to bring?

692
00:25:15,930 --> 00:25:18,360
What are the values that you have as a company?

693
00:25:18,730 --> 00:25:24,530
So for me it's efficient, efficiency too.

694
00:25:24,530 --> 00:25:25,660
But be keen on that

695
00:25:25,660 --> 00:25:29,460
you keep distinction from your competitors.

696
00:25:29,660 --> 00:25:32,960
How you use it, because otherwise it's all the same.

697
00:25:34,600 --> 00:25:38,430
Yes, yes, I agree on that like we need to...

698
00:25:38,760 --> 00:25:42,160
Maybe somebody just doesn't agree with that.

699
00:25:42,160 --> 00:25:44,460
so, just my opinion.

700
00:25:44,460 --> 00:25:45,800
Please let us know.

701
00:25:46,330 --> 00:25:47,330
I have a comment

702
00:25:47,330 --> 00:25:48,460
okay I have a comment

703
00:25:48,500 --> 00:25:49,600
I would say yes

704
00:25:50,300 --> 00:25:51,760
There is this market

705
00:25:51,760 --> 00:25:53,400
I'm following Tim Davidson.

706
00:25:53,400 --> 00:25:54,930
He has a TikTok channel.

707
00:25:54,930 --> 00:25:56,330
He says: "Okay,

708
00:25:56,330 --> 00:26:00,400
let's test today: is it B2B or ChatGPT?" haha

709
00:26:03,060 --> 00:26:04,630
and you get crazy titles

710
00:26:04,760 --> 00:26:08,360
A tool that helps other tools improve AI

711
00:26:08,860 --> 00:26:11,360
Is it ChatGPT or

712
00:26:13,060 --> 00:26:13,730
is B2B?

713
00:26:13,730 --> 00:26:16,360
It's actual B2B!

714
00:26:16,360 --> 00:26:18,760
You wouldn't think that people come up with

715
00:26:18,760 --> 00:26:19,860
you know

716
00:26:19,860 --> 00:26:21,930
with things which are like so

717
00:26:21,930 --> 00:26:24,460
so so much the same so again

718
00:26:24,530 --> 00:26:26,060
If you give... If you're...

719
00:26:26,060 --> 00:26:27,800
if you're using the same settings

720
00:26:27,800 --> 00:26:29,300
the same input you're giving to

721
00:26:29,300 --> 00:26:33,930
to your AI that everyone

722
00:26:33,930 --> 00:26:35,460
you're gonna get the same results, you know?

723
00:26:35,460 --> 00:26:37,660
There's no point in using AI if you're

724
00:26:37,660 --> 00:26:39,200
if you don't expect to be

725
00:26:39,200 --> 00:26:40,260
you know, creative

726
00:26:40,360 --> 00:26:41,460
So you gotta

727
00:26:41,460 --> 00:26:42,360
you know disclose

728
00:26:42,360 --> 00:26:43,900
disclose some information

729
00:26:44,960 --> 00:26:46,560
in-house AI

730
00:26:46,560 --> 00:26:48,130
that's at least what we are doing.

731
00:26:48,130 --> 00:26:49,100
We're getting it

732
00:26:49,100 --> 00:26:50,960
we're using it for our inside

733
00:26:50,960 --> 00:26:52,000
inside work

734
00:26:52,060 --> 00:26:53,160
and at some point

735
00:26:53,160 --> 00:26:55,830
you can also answer the question here from

736
00:26:56,130 --> 00:26:58,200
our listener.

737
00:26:58,200 --> 00:26:59,730
Well, of course,

738
00:26:59,730 --> 00:27:01,760
you can use some regulatory

739
00:27:01,760 --> 00:27:03,960
information that is quite strict

740
00:27:03,960 --> 00:27:05,000
you can use it for

741
00:27:05,000 --> 00:27:05,700
for building

742
00:27:05,700 --> 00:27:07,900
you know the database for your inside

743
00:27:07,960 --> 00:27:10,300
uh inside company AI

744
00:27:10,330 --> 00:27:11,400
and that is possible

745
00:27:11,400 --> 00:27:14,100
a few cases of doing that.

746
00:27:14,100 --> 00:27:15,900
I would love to hear, sorry.

747
00:27:15,900 --> 00:27:18,600
I would love to hear, Yvette, about your anecdote

748
00:27:18,600 --> 00:27:20,830
about the creative data

749
00:27:21,860 --> 00:27:25,300
for gathering information with AI

750
00:27:25,700 --> 00:27:28,100
Please.

751
00:27:28,100 --> 00:27:30,260
So that's

752
00:27:30,930 --> 00:27:32,560
that was actually a kind

753
00:27:32,560 --> 00:27:36,560
of a sub project we started in my last position

754
00:27:39,730 --> 00:27:40,800
where we were supporting

755
00:27:40,800 --> 00:27:42,500
on an online platform

756
00:27:42,500 --> 00:27:43,760
a web-based app,

757
00:27:44,100 --> 00:27:47,400
for supplier qualification

758
00:27:47,400 --> 00:27:49,530
for pharma and life science companies

759
00:27:49,530 --> 00:27:52,560
and one of the topic that popped up over and over again

760
00:27:52,560 --> 00:27:54,060
over the past year

761
00:27:54,260 --> 00:27:55,860
was pharma vigilance.

762
00:27:56,060 --> 00:27:56,960
So vigilance is

763
00:27:56,960 --> 00:27:59,130
anything you need for any of the companies

764
00:27:59,130 --> 00:28:01,260
beauty,

765
00:28:01,260 --> 00:28:02,100
supplements,

766
00:28:02,100 --> 00:28:05,160
food, all the way up to pharmaceutical

767
00:28:05,160 --> 00:28:06,860
So vigilance is a hot topic

768
00:28:06,860 --> 00:28:08,100
and pharmaceutical vigilance

769
00:28:08,100 --> 00:28:10,160
specific here for the pharmaceutical

770
00:28:10,330 --> 00:28:12,000
but the base is the same

771
00:28:12,330 --> 00:28:13,400
and when

772
00:28:13,400 --> 00:28:15,660
when this whole AI topic got really hot

773
00:28:15,660 --> 00:28:17,730
we actually sit down with our IT team

774
00:28:17,730 --> 00:28:18,560
last year and said:

775
00:28:18,560 --> 00:28:19,600
Well, let's go

776
00:28:19,930 --> 00:28:23,360
and see if we can use all of the common

777
00:28:23,360 --> 00:28:24,460
vigilance systems

778
00:28:24,460 --> 00:28:26,300
so there's vigilance systems available,

779
00:28:26,300 --> 00:28:27,060
open to public,

780
00:28:27,060 --> 00:28:28,400
they have to be by law.

781
00:28:28,560 --> 00:28:30,830
And we use ChatGPT

782
00:28:31,000 --> 00:28:35,160
and other AI tools to filter and sort and gather

783
00:28:35,200 --> 00:28:36,660
so I'd like to say

784
00:28:36,960 --> 00:28:39,030
for data sorting

785
00:28:39,260 --> 00:28:40,930
or data gathering

786
00:28:40,930 --> 00:28:43,660
so anything that is in the World Wide Web

787
00:28:43,660 --> 00:28:46,560
till January 22 is in ChatGPT.

788
00:28:47,000 --> 00:28:49,860
If you wanted to create something new out of it

789
00:28:49,860 --> 00:28:51,300
you have to be very careful

790
00:28:51,300 --> 00:28:53,360
but for gathering and data collection

791
00:28:53,360 --> 00:28:55,760
I do have to say it worked very nicely

792
00:28:55,800 --> 00:28:57,300
so we did an in-house

793
00:28:57,300 --> 00:28:58,560
validation

794
00:28:58,760 --> 00:29:00,060
by having experts,

795
00:29:00,060 --> 00:29:02,900
external pharmaco vigilant experts,

796
00:29:02,900 --> 00:29:04,660
internal quality manager,

797
00:29:04,700 --> 00:29:06,530
by checking on the data

798
00:29:06,530 --> 00:29:08,060
that was created by this

799
00:29:08,060 --> 00:29:10,560
and it was actually released as a prototype

800
00:29:10,560 --> 00:29:12,430
for some of our test customers.

801
00:29:12,730 --> 00:29:15,660
So that. So it can actually work.

802
00:29:15,660 --> 00:29:17,130
And with easy tricks.

803
00:29:17,130 --> 00:29:19,860
You can also make it validated

804
00:29:20,060 --> 00:29:23,130
but you have to be very careful in your user

805
00:29:23,130 --> 00:29:24,500
specification

806
00:29:24,530 --> 00:29:27,800
what the product actually does or does not.

807
00:29:27,930 --> 00:29:29,660
And as long as you're careful with that

808
00:29:29,660 --> 00:29:31,000
and don't overdo it

809
00:29:31,260 --> 00:29:32,860
you can actually

810
00:29:32,860 --> 00:29:33,800
have a very

811
00:29:33,800 --> 00:29:34,760
very useful

812
00:29:34,760 --> 00:29:35,900
addition

813
00:29:35,930 --> 00:29:37,460
to your daily work.

814
00:29:37,560 --> 00:29:42,600
I am honestly not aware yet of, full on AI

815
00:29:42,600 --> 00:29:43,900
in a sense of

816
00:29:43,900 --> 00:29:47,000
let's say vigilance reporting for pharmaceutical

817
00:29:47,100 --> 00:29:49,460
or quality management systems

818
00:29:49,460 --> 00:29:53,930
so I think we are still steps away from that not

819
00:29:53,930 --> 00:29:56,330
not because AI might not be capable

820
00:29:56,330 --> 00:29:57,730
but again due to the fact that

821
00:29:57,730 --> 00:29:59,860
you do have to have a four eye principle

822
00:29:59,960 --> 00:30:01,330
so you have to have

823
00:30:01,330 --> 00:30:03,900
so as long as you can't validate AI

824
00:30:04,000 --> 00:30:05,100
you will not have

825
00:30:05,100 --> 00:30:06,800
a second AI validated

826
00:30:06,800 --> 00:30:08,800
which then would be four eye principle

827
00:30:08,800 --> 00:30:11,860
because they're both yet in a sense of you're not

828
00:30:11,860 --> 00:30:13,000
you're not a value

829
00:30:13,000 --> 00:30:16,060
or like a validated system yet.

830
00:30:16,060 --> 00:30:17,800
But I do agree what much

831
00:30:17,800 --> 00:30:18,930
have also said.

832
00:30:18,930 --> 00:30:21,160
You can save so much more time

833
00:30:21,200 --> 00:30:23,330
for just for content creation

834
00:30:23,330 --> 00:30:25,760
for summarizing what was

835
00:30:25,760 --> 00:30:28,000
what is regulations for

836
00:30:28,000 --> 00:30:29,700
um factor X

837
00:30:29,860 --> 00:30:31,660
so any data that has been

838
00:30:31,660 --> 00:30:34,360
out till January 22 is in a system

839
00:30:34,360 --> 00:30:37,000
and you can very nicely filter and get that.

840
00:30:37,400 --> 00:30:39,600
Ok, we have a question here for Mr Martijn

841
00:30:39,600 --> 00:30:41,360
Mr Martijn, we got

842
00:30:41,360 --> 00:30:42,500
a question from our audience.

843
00:30:42,500 --> 00:30:44,100
Finally they woke up.

844
00:30:44,100 --> 00:30:46,830
So, what is the better option for a diploma holder?

845
00:30:46,900 --> 00:30:47,860
Joining a start-up

846
00:30:47,860 --> 00:30:49,830
or working with large corporation?

847
00:30:50,200 --> 00:30:51,100
Yeah, if

848
00:30:51,100 --> 00:30:52,260
if I understand the

849
00:30:52,260 --> 00:30:53,100
question correctly

850
00:30:53,100 --> 00:30:55,600
this is from somebody that's

851
00:30:55,600 --> 00:30:56,700
leaving school or

852
00:30:56,700 --> 00:30:59,400
the university I think

853
00:31:01,700 --> 00:31:03,860
Yes, I think so yeah.

854
00:31:03,860 --> 00:31:07,430
Yeah yeah. That's a good one.

855
00:31:09,200 --> 00:31:11,000
At first you

856
00:31:11,000 --> 00:31:13,500
you have to be keen on what kind of person

857
00:31:13,500 --> 00:31:15,060
are you because

858
00:31:15,060 --> 00:31:18,400
I put this away because it's a little bit annoying.

859
00:31:18,460 --> 00:31:20,160
What kind of person are you?

860
00:31:20,600 --> 00:31:22,660
If you want to start

861
00:31:23,260 --> 00:31:25,500
some people say okay

862
00:31:25,500 --> 00:31:28,200
when I want to learn

863
00:31:28,200 --> 00:31:29,660
the first couple of years with

864
00:31:29,660 --> 00:31:32,760
with kind of trainee programs and that kind of things

865
00:31:33,160 --> 00:31:35,700
I would definitely advise you

866
00:31:36,460 --> 00:31:38,160
not to go to starter.

867
00:31:38,660 --> 00:31:40,460
But to go

868
00:31:40,460 --> 00:31:42,160
to corporate.

869
00:31:42,160 --> 00:31:43,360
But if you are,

870
00:31:44,260 --> 00:31:45,860
if you want to

871
00:31:46,400 --> 00:31:49,200
work directly and

872
00:31:49,200 --> 00:31:51,160
see how things works or not

873
00:31:52,100 --> 00:31:53,130
you want to experience that.

874
00:31:53,130 --> 00:31:56,160
But also

875
00:31:56,160 --> 00:31:56,900
put your sleeves.

876
00:31:56,900 --> 00:31:58,160
How do you say that?

877
00:31:58,530 --> 00:32:01,260
Make the world your sleeve, roll up your sleeves

878
00:32:01,260 --> 00:32:02,600
Yeah.

879
00:32:02,600 --> 00:32:03,360
It's starting in

880
00:32:03,360 --> 00:32:04,360
in a start-up.

881
00:32:04,360 --> 00:32:09,060
It's fun because everyday you learn

882
00:32:09,060 --> 00:32:09,960
practical things,

883
00:32:09,960 --> 00:32:10,930
how it works,

884
00:32:10,930 --> 00:32:11,560
and I think in

885
00:32:11,560 --> 00:32:13,360
in the corporate world you

886
00:32:13,360 --> 00:32:16,560
you are more,

887
00:32:17,660 --> 00:32:19,630
how do you say that?

888
00:32:20,000 --> 00:32:21,760
They will help you to

889
00:32:21,760 --> 00:32:24,860
to be more theoretical um

890
00:32:24,960 --> 00:32:27,700
the best worker

891
00:32:27,700 --> 00:32:29,500
but in the start

892
00:32:29,500 --> 00:32:32,330
you learn every day how to work and

893
00:32:32,330 --> 00:32:34,200
and so

894
00:32:34,200 --> 00:32:35,060
it's up to you.

895
00:32:35,060 --> 00:32:36,600
But there's a big difference and

896
00:32:36,600 --> 00:32:41,200
and be sure there is more pressure in

897
00:32:41,200 --> 00:32:44,700
that there's more pressure on results and

898
00:32:44,700 --> 00:32:48,260
and doing things right first

899
00:32:48,260 --> 00:32:50,960
in startups because there is

900
00:32:50,960 --> 00:32:55,360
there is more pressure for results.

901
00:32:56,200 --> 00:33:00,000
so I wish you a lot of wisdom to decide on that.

902
00:33:01,730 --> 00:33:04,260
Be wise, yeah.

903
00:33:04,260 --> 00:33:05,200
Be wise, yeah.

904
00:33:05,300 --> 00:33:07,330
Yvette,

905
00:33:07,330 --> 00:33:09,830
we also have another question from the audience

906
00:33:09,960 --> 00:33:12,930
Thomas Evangelidis

907
00:33:12,930 --> 00:33:14,760
I'm sorry if I killed your last name.

908
00:33:14,760 --> 00:33:16,830
It's not my intention.

909
00:33:17,760 --> 00:33:19,960
He said, speaking about AI,

910
00:33:19,960 --> 00:33:22,300
how startups and big pharma perceive

911
00:33:22,300 --> 00:33:25,700
sharing data and performing operations on the cloud?

912
00:33:26,100 --> 00:33:27,260
In my experience

913
00:33:27,260 --> 00:33:29,260
Big Pharma companies are extremely

914
00:33:29,260 --> 00:33:32,130
extremely skeptical and reluctant

915
00:33:32,130 --> 00:33:35,800
to use cloud based AI services for drug design

916
00:33:35,930 --> 00:33:40,000
and startups are more open to utilizing these services.

917
00:33:40,860 --> 00:33:42,800
I'm asking because it's much more

918
00:33:42,800 --> 00:33:46,900
convenient to set up this online computional services

919
00:33:46,900 --> 00:33:49,960
on the cloud to address development issues

920
00:33:50,060 --> 00:33:52,660
and regularly update them

921
00:33:52,760 --> 00:33:57,200
to go through a licensing and installation

922
00:33:57,360 --> 00:33:59,560
on the premises of a big pharma company

923
00:33:59,560 --> 00:34:01,760
which involves providing user support,

924
00:34:01,760 --> 00:34:03,260
installation instructions,

925
00:34:03,260 --> 00:34:04,860
travel shooting, etc

926
00:34:05,200 --> 00:34:05,960
Additionally,

927
00:34:05,960 --> 00:34:08,800
for resource demanding AI applications

928
00:34:08,900 --> 00:34:09,600
the cloud saves

929
00:34:09,600 --> 00:34:12,730
the cost of purchasing expensive hardware

930
00:34:12,730 --> 00:34:16,860
for just occasional use of the application.

931
00:34:17,130 --> 00:34:22,900
I think it's somewhat something for you Yvette

932
00:34:23,330 --> 00:34:26,000
Yeah, well, that is uh

933
00:34:26,000 --> 00:34:28,860
that is a question that I've actually been faced quite

934
00:34:28,860 --> 00:34:29,900
quite often with.

935
00:34:29,900 --> 00:34:31,600
So it always comes back

936
00:34:31,600 --> 00:34:32,860
speaking of corporate

937
00:34:32,860 --> 00:34:36,830
it always comes back to data integrity GDPR

938
00:34:37,300 --> 00:34:39,700
proper intellectual property IP

939
00:34:39,700 --> 00:34:43,400
so this is, it is a hot and big topic for pharma.

940
00:34:43,530 --> 00:34:45,260
So, for example

941
00:34:45,500 --> 00:34:48,730
it was a company and they wanted to implement

942
00:34:48,730 --> 00:34:51,760
a new just a document management system

943
00:34:52,060 --> 00:34:53,500
very easy setup

944
00:34:53,930 --> 00:34:55,400
really easy going

945
00:34:55,600 --> 00:34:59,300
but the quality department had to do a "change"

946
00:34:59,300 --> 00:35:01,000
so it's a documentation

947
00:35:01,000 --> 00:35:03,560
you apply for a change what is it

948
00:35:03,560 --> 00:35:04,660
what should it be

949
00:35:04,660 --> 00:35:06,100
what's the possible risks

950
00:35:06,300 --> 00:35:09,100
and then you do have data safety

951
00:35:09,100 --> 00:35:11,100
data integrity, GDPR

952
00:35:11,260 --> 00:35:13,500
so a quality team needs to sit down

953
00:35:13,500 --> 00:35:14,700
needs to sit down with IT people

954
00:35:14,730 --> 00:35:16,400
for that company

955
00:35:16,600 --> 00:35:18,160
and most likely, yes.

956
00:35:18,160 --> 00:35:20,160
Just due to that possible risks

957
00:35:20,160 --> 00:35:22,800
and additional work for the quality team

958
00:35:22,960 --> 00:35:24,260
having other solutions

959
00:35:24,260 --> 00:35:26,130
they might not pick you. So, yes.

960
00:35:26,130 --> 00:35:28,000
This is a topic.

961
00:35:28,000 --> 00:35:29,130
it's a hurdle.

962
00:35:29,130 --> 00:35:31,560
So my recommendation on that is:

963
00:35:31,700 --> 00:35:34,700
find out what tools they do use,

964
00:35:34,730 --> 00:35:35,700
find companies

965
00:35:35,700 --> 00:35:38,230
corporate companies that do have

966
00:35:38,460 --> 00:35:40,660
approved tools, and just

967
00:35:41,060 --> 00:35:43,830
find what is the cloud,

968
00:35:43,960 --> 00:35:45,360
what is the server,

969
00:35:45,360 --> 00:35:47,200
where are the servers located,

970
00:35:47,300 --> 00:35:48,730
big topic by the way

971
00:35:48,730 --> 00:35:51,160
and you're not having any European server

972
00:35:51,160 --> 00:35:53,860
and your data run somewhere outside of Europe

973
00:35:54,360 --> 00:35:56,360
Eastern or somewhere in US

974
00:35:56,360 --> 00:35:58,260
they will not take your solution

975
00:35:58,600 --> 00:35:59,400
so literally

976
00:35:59,400 --> 00:36:01,000
this is something I can recommend.

977
00:36:01,000 --> 00:36:02,460
Do a little checklist.

978
00:36:02,500 --> 00:36:03,960
Call it a "change".

979
00:36:04,300 --> 00:36:08,660
And if you wanna bring that product to a company that

980
00:36:08,660 --> 00:36:10,600
is highly regulated

981
00:36:10,600 --> 00:36:13,360
you already did the work for the quality manager

982
00:36:13,500 --> 00:36:14,900
so not only

983
00:36:15,000 --> 00:36:16,700
do you have the value

984
00:36:16,700 --> 00:36:17,860
we talked about

985
00:36:17,860 --> 00:36:18,560
your startup

986
00:36:18,560 --> 00:36:19,900
why should I take yours

987
00:36:20,060 --> 00:36:21,760
okay your product is good

988
00:36:21,760 --> 00:36:23,530
and you have additional value

989
00:36:23,530 --> 00:36:26,660
I don't need to do most of the regulatory quality work

990
00:36:26,700 --> 00:36:28,330
so this is my recommendation

991
00:36:28,330 --> 00:36:30,330
do not invent the wheel new

992
00:36:30,330 --> 00:36:32,500
there is lots of other companies out there

993
00:36:32,500 --> 00:36:33,660
that have solutions

994
00:36:33,660 --> 00:36:36,630
for corporate and for big pharma.

995
00:36:36,730 --> 00:36:38,860
See what's their solutions,

996
00:36:38,860 --> 00:36:40,000
if cloud, what kind of cloud

997
00:36:40,000 --> 00:36:40,930
where's the server

998
00:36:40,930 --> 00:36:42,160
and stuff like that.

999
00:36:42,160 --> 00:36:44,180
And do a risk assesment

1000
00:36:44,660 --> 00:36:46,000
intellectual property,

1001
00:36:46,000 --> 00:36:47,130
data integrity,

1002
00:36:47,130 --> 00:36:48,300
data safety,

1003
00:36:48,300 --> 00:36:50,000
and GDPR, and have these

1004
00:36:50,000 --> 00:36:51,960
specifically highlighted out,

1005
00:36:52,330 --> 00:36:53,260
and then if you

1006
00:36:53,260 --> 00:36:54,500
show that to a

1007
00:36:54,500 --> 00:36:55,460
bigger company

1008
00:36:55,460 --> 00:36:56,360
corporate company

1009
00:36:56,360 --> 00:36:57,130
it makes it easier.

1010
00:36:57,130 --> 00:36:58,900
It's called "supplier qualification"

1011
00:36:58,900 --> 00:37:00,800
So you qualify yourself

1012
00:37:00,860 --> 00:37:03,060
and you will always need that anyways

1013
00:37:03,100 --> 00:37:04,500
so you kinda

1014
00:37:04,500 --> 00:37:06,100
as we like to say here back home

1015
00:37:06,100 --> 00:37:08,600
it's 2 flies with one clap.

1016
00:37:08,600 --> 00:37:10,730
So this is a kind of a recommendation

1017
00:37:10,730 --> 00:37:12,760
I can give and speak here.

1018
00:37:12,760 --> 00:37:15,500
Yes, it is a big issue

1019
00:37:15,560 --> 00:37:17,360
sometimes for not good reasons

1020
00:37:17,360 --> 00:37:19,360
but it is a topic to be aware of.

1021
00:37:21,130 --> 00:37:23,700
I love the not good reasons haha

1022
00:37:23,700 --> 00:37:29,230
We have another question from Slawomir Pasko

1023
00:37:29,360 --> 00:37:32,400
I'm sorry if I mispronounce your name and last name.

1024
00:37:32,400 --> 00:37:35,560
What's the best way to validate product ideas

1025
00:37:35,560 --> 00:37:37,400
with pharma corporation?

1026
00:37:37,400 --> 00:37:40,100
Any suggestions on how

1027
00:37:40,600 --> 00:37:43,000
and what kind of roles should I look for?

1028
00:37:44,480 --> 00:37:46,060
Oh, Martijn.

1029
00:37:48,240 --> 00:37:52,260
I'm not fully aware what is meant by product.

1030
00:37:52,260 --> 00:37:56,200
Is that the medicine of treatment or new concepts?

1031
00:37:56,700 --> 00:37:57,330
I don't know

1032
00:37:57,330 --> 00:37:58,760
but let's

1033
00:37:59,460 --> 00:38:03,360
because it's not clear on this

1034
00:38:03,360 --> 00:38:05,600
From my perspective,

1035
00:38:06,700 --> 00:38:08,330
have a dialogue with your audience

1036
00:38:08,330 --> 00:38:10,400
have a dialogue with

1037
00:38:10,400 --> 00:38:11,700
the people

1038
00:38:11,700 --> 00:38:15,700
that could benefit from the product

1039
00:38:15,760 --> 00:38:18,930
I see a lot of companies and that's also

1040
00:38:18,930 --> 00:38:20,760
that's not only in corporate

1041
00:38:20,760 --> 00:38:23,160
but also in the smaller ones

1042
00:38:23,700 --> 00:38:26,060
that this step is often forgotten.

1043
00:38:26,800 --> 00:38:28,400
Talk with and know

1044
00:38:28,400 --> 00:38:29,700
who your audience is

1045
00:38:29,700 --> 00:38:36,200
know who can benefit of it and talk with them and

1046
00:38:37,360 --> 00:38:40,730
also to make a link with other industries

1047
00:38:40,730 --> 00:38:43,930
I worked a lot also in the financial service industry

1048
00:38:43,930 --> 00:38:48,130
and what they also did today a lot

1049
00:38:48,130 --> 00:38:52,600
had a lot of client arenas that they spoke with

1050
00:38:52,600 --> 00:38:55,160
with the audience about the financial products and

1051
00:38:55,500 --> 00:38:56,860
why do I mention

1052
00:38:57,460 --> 00:38:58,460
financial services?

1053
00:38:58,460 --> 00:39:01,600
because they are also very regulated

1054
00:39:03,560 --> 00:39:07,800
everybody in pharma thinks that the pharma is regulated

1055
00:39:07,800 --> 00:39:09,800
I can tell you maybe

1056
00:39:09,800 --> 00:39:13,200
financial service is even more regulated and they are

1057
00:39:13,200 --> 00:39:16,500
they were also pushed the last 10 years

1058
00:39:17,200 --> 00:39:19,560
to come out of their comfort zone

1059
00:39:20,160 --> 00:39:21,330
and of course

1060
00:39:21,330 --> 00:39:24,330
being aware of the fact you need to be compliant

1061
00:39:24,330 --> 00:39:25,500
you need to be

1062
00:39:27,060 --> 00:39:28,060
careful with

1063
00:39:28,060 --> 00:39:31,660
with how the things are done.

1064
00:39:31,660 --> 00:39:35,100
So maybe he's also asking what kind of rules

1065
00:39:35,100 --> 00:39:37,730
I would suggest also talk with

1066
00:39:37,730 --> 00:39:41,400
with people in financial services that are

1067
00:39:42,530 --> 00:39:46,160
how to say, involved in product approval processes

1068
00:39:47,200 --> 00:39:50,900
because each product in financial

1069
00:39:50,900 --> 00:39:53,800
should also be approved like

1070
00:39:53,800 --> 00:39:55,400
in the pharma business

1071
00:39:56,130 --> 00:39:59,160
and they are used to

1072
00:39:59,160 --> 00:40:03,160
to work in a very regulated environment

1073
00:40:03,160 --> 00:40:05,960
but I think they are a little bit further already in

1074
00:40:05,960 --> 00:40:10,000
in finding a balance between

1075
00:40:10,000 --> 00:40:12,060
relevance for the audience and

1076
00:40:13,300 --> 00:40:16,700
and being compliant.

1077
00:40:16,700 --> 00:40:19,500
I see that that's often a struggle for a lot of pharma

1078
00:40:19,500 --> 00:40:21,960
companies that they're really stick to okay

1079
00:40:21,960 --> 00:40:23,000
"we have to be compliant"

1080
00:40:23,000 --> 00:40:25,600
but there's also something like "what is the value"

1081
00:40:27,000 --> 00:40:29,560
and I know that it's very

1082
00:40:29,560 --> 00:40:30,660
extreme but

1083
00:40:30,660 --> 00:40:33,460
but come out of your comfort zone.

1084
00:40:33,460 --> 00:40:37,830
There are other industries that have the same struggles.

1085
00:40:38,200 --> 00:40:40,230
Yeah, that's what I want to say.

1086
00:40:40,860 --> 00:40:42,360
I'll answer this as well

1087
00:40:42,360 --> 00:40:43,600
and I think Yvette

1088
00:40:43,600 --> 00:40:44,900
it's a very interesting topic

1089
00:40:45,200 --> 00:40:45,960
Yeah

1090
00:40:46,020 --> 00:40:47,600
Thank you, you bring this up

1091
00:40:47,760 --> 00:40:48,760
So my input.

1092
00:40:48,760 --> 00:40:49,730
We actually had

1093
00:40:49,730 --> 00:40:52,600
a ton of discussions on this with Yvette um

1094
00:40:52,700 --> 00:40:54,300
and maybe if Yvette has time

1095
00:40:54,300 --> 00:40:57,000
she'll tell us about like sourcing from Alibaba

1096
00:41:01,600 --> 00:41:02,400
how can you

1097
00:41:02,400 --> 00:41:04,660
how can you find vendors for your free product

1098
00:41:04,660 --> 00:41:05,700
if you're informed? haha

1099
00:41:07,300 --> 00:41:09,000
Anyway so my input is this

1100
00:41:09,000 --> 00:41:10,560
so Platforce is an example of

1101
00:41:10,560 --> 00:41:14,060
how we were a small company smoking or working with

1102
00:41:15,460 --> 00:41:17,860
we are working with pharma, right?

1103
00:41:17,860 --> 00:41:18,930
And we have a tech product

1104
00:41:18,930 --> 00:41:20,900
which we're trying to sell to pharma

1105
00:41:20,900 --> 00:41:21,960
so the first

1106
00:41:22,000 --> 00:41:24,400
thing that you should have in mind when you

1107
00:41:24,400 --> 00:41:25,200
work with pharma

1108
00:41:25,200 --> 00:41:27,400
prepare for a lot of discussions

1109
00:41:27,530 --> 00:41:28,400
and pharma by

1110
00:41:28,400 --> 00:41:29,060
by far is

1111
00:41:29,060 --> 00:41:31,300
is very very compliant

1112
00:41:31,700 --> 00:41:33,260
So you have

1113
00:41:33,260 --> 00:41:35,060
you have all sorts of questions

1114
00:41:35,060 --> 00:41:37,960
Yvette that might sound like very stupid for you

1115
00:41:38,000 --> 00:41:40,400
For example, Consent.

1116
00:41:40,460 --> 00:41:41,760
Martijn here has a

1117
00:41:42,200 --> 00:41:44,560
consent only consent management company

1118
00:41:44,560 --> 00:41:45,760
so basically, right?

1119
00:41:46,000 --> 00:41:47,000
And it's very very

1120
00:41:47,000 --> 00:41:50,200
it's very important for pharma to be consent and to be

1121
00:41:50,200 --> 00:41:52,060
to do everything according to the rules

1122
00:41:52,160 --> 00:41:54,200
so when you create a software product

1123
00:41:54,200 --> 00:41:56,560
you need to know about the specifics of pharma

1124
00:41:56,960 --> 00:41:57,900
second is like

1125
00:41:57,900 --> 00:41:59,060
consider your audience

1126
00:41:59,060 --> 00:42:02,530
what problem are you solving for your audience?

1127
00:42:02,530 --> 00:42:03,200
Pharma, well you know,

1128
00:42:03,200 --> 00:42:06,100
everyone thinks Pharma has a lot of big budget

1129
00:42:06,100 --> 00:42:07,400
life sciences

1130
00:42:07,500 --> 00:42:09,360
also the same like

1131
00:42:09,360 --> 00:42:12,160
the Roches and the Grunenthal

1132
00:42:12,160 --> 00:42:14,360
of the world have a lot of money

1133
00:42:14,360 --> 00:42:14,960
yeah they do

1134
00:42:14,960 --> 00:42:15,660
but they're very

1135
00:42:15,660 --> 00:42:17,660
very careful about how they spend their money

1136
00:42:18,330 --> 00:42:20,330
and you gotta

1137
00:42:20,330 --> 00:42:21,100
you gotta find

1138
00:42:21,100 --> 00:42:22,300
you gotta bring them a

1139
00:42:22,300 --> 00:42:22,960
a painkiller

1140
00:42:22,960 --> 00:42:23,730
not a vitamin

1141
00:42:23,730 --> 00:42:26,100
so very often what I see is that

1142
00:42:26,100 --> 00:42:28,260
software products which are out there in the market

1143
00:42:28,260 --> 00:42:29,700
they are like a vitamin

1144
00:42:29,800 --> 00:42:32,300
which simply explain the nation is

1145
00:42:32,300 --> 00:42:33,130
why should they buy you?

1146
00:42:33,130 --> 00:42:34,860
like what what sort of pain are you

1147
00:42:34,860 --> 00:42:36,300
are you killing for me?

1148
00:42:36,300 --> 00:42:37,800
and if the pain is not enough

1149
00:42:37,930 --> 00:42:40,200
then they will not switch to your solution

1150
00:42:40,200 --> 00:42:40,760
like they'll

1151
00:42:40,760 --> 00:42:43,500
they'll use pen and paper like that you did before

1152
00:42:43,500 --> 00:42:48,100
because number 2 about pharma: is very conservative

1153
00:42:48,200 --> 00:42:49,660
and you have a lot of

1154
00:42:49,900 --> 00:42:51,860
you have a lot of talks on low levels

1155
00:42:51,860 --> 00:42:53,060
let's say on the manager level

1156
00:42:53,060 --> 00:42:54,100
on the C level

1157
00:42:54,400 --> 00:42:55,830
C executives and so on

1158
00:42:56,260 --> 00:42:58,660
how to validate?

1159
00:42:58,660 --> 00:43:01,330
I think Yvette

1160
00:43:01,330 --> 00:43:02,130
and Martijn can help

1161
00:43:02,130 --> 00:43:02,860
you can help with

1162
00:43:02,860 --> 00:43:03,500
with that part

1163
00:43:03,500 --> 00:43:05,330
I already spoke too much.

1164
00:43:05,330 --> 00:43:10,230
Yvette, you want the microphone and discuss validation?

1165
00:43:10,760 --> 00:43:12,830
Yeah sure.

1166
00:43:14,200 --> 00:43:15,800
I think the question is

1167
00:43:15,800 --> 00:43:19,600
the best way to validate the product idea

1168
00:43:19,760 --> 00:43:21,500
so on a product idea

1169
00:43:21,500 --> 00:43:23,860
the first thing that came to my mind is

1170
00:43:23,860 --> 00:43:25,960
the value proposition canvas

1171
00:43:26,160 --> 00:43:29,060
um maybe we can share a link for that

1172
00:43:29,300 --> 00:43:31,700
um and that also reflects Stefan

1173
00:43:31,700 --> 00:43:32,800
what you said

1174
00:43:33,260 --> 00:43:34,730
give them a painkiller

1175
00:43:34,730 --> 00:43:35,830
not a vitamin

1176
00:43:36,000 --> 00:43:37,530
and quite often

1177
00:43:37,530 --> 00:43:41,200
when people try to validate a new product idea

1178
00:43:41,200 --> 00:43:44,460
independent of it being an SaS product for pharma

1179
00:43:44,460 --> 00:43:46,260
it can be a new bike

1180
00:43:46,260 --> 00:43:48,000
doesn't matter or new car

1181
00:43:48,260 --> 00:43:51,760
they kind of mix up the pain and the gain

1182
00:43:51,860 --> 00:43:53,730
that a possible customer might have

1183
00:43:53,730 --> 00:43:54,900
have out of it

1184
00:43:54,930 --> 00:43:58,860
because people will not pay the money for the gain

1185
00:43:59,100 --> 00:44:01,900
it's a nice to have what you need

1186
00:44:01,900 --> 00:44:03,000
as Stefan mentioned

1187
00:44:03,000 --> 00:44:04,200
you have to have the painkiller

1188
00:44:04,200 --> 00:44:06,000
not the vitamin um

1189
00:44:06,000 --> 00:44:08,660
so this is one recommendation I can do

1190
00:44:08,660 --> 00:44:11,460
and as I also helped bring SaS

1191
00:44:11,460 --> 00:44:13,860
product for pharma for life science into

1192
00:44:13,860 --> 00:44:15,060
into this world

1193
00:44:15,160 --> 00:44:19,960
so what also my lesson learned is here

1194
00:44:19,960 --> 00:44:22,660
not only be aware of your potential customer

1195
00:44:22,660 --> 00:44:24,400
of course you need to ask them

1196
00:44:24,560 --> 00:44:28,060
but when you send them an email or try to contact

1197
00:44:28,060 --> 00:44:28,930
can you give me feedback?

1198
00:44:28,930 --> 00:44:29,960
what's your pain?

1199
00:44:30,260 --> 00:44:31,960
sometimes they don't even know

1200
00:44:31,960 --> 00:44:34,530
so my experience is a LinkedIn poll

1201
00:44:34,530 --> 00:44:36,460
so you do your canvas

1202
00:44:36,460 --> 00:44:38,960
you have great ideas about possible pains

1203
00:44:38,960 --> 00:44:40,960
you might have some feedback already

1204
00:44:41,000 --> 00:44:44,260
and then you let them decide and you will be surprised

1205
00:44:44,360 --> 00:44:47,130
but what they actually tell you their pain is

1206
00:44:47,130 --> 00:44:49,260
and what you thought their pain was

1207
00:44:49,660 --> 00:44:52,130
so this is kind of recommendations free

1208
00:44:52,130 --> 00:44:53,800
easy to do um

1209
00:44:53,800 --> 00:44:55,560
that I would like

1210
00:44:55,560 --> 00:44:58,100
get you guys on the way with

1211
00:44:58,100 --> 00:44:59,800
in a sense of validate

1212
00:44:59,800 --> 00:45:01,660
I think we all agree

1213
00:45:01,660 --> 00:45:02,400
bottom line

1214
00:45:02,400 --> 00:45:04,160
the customer in the very end says yes

1215
00:45:04,160 --> 00:45:07,400
I do need the product and gives you the contract

1216
00:45:07,400 --> 00:45:09,530
and I think that is your final validation

1217
00:45:09,530 --> 00:45:11,330
you do have

1218
00:45:11,330 --> 00:45:12,160
but other than that

1219
00:45:12,160 --> 00:45:13,560
these would be the steps

1220
00:45:13,560 --> 00:45:16,000
if you don't have a question on top

1221
00:45:16,100 --> 00:45:17,800
maybe understood your question

1222
00:45:17,800 --> 00:45:19,660
It's a very wide topic.

1223
00:45:19,760 --> 00:45:20,900
Otherwise,

1224
00:45:20,900 --> 00:45:22,960
I'd recommend these from my side.

1225
00:45:23,100 --> 00:45:23,800
Yeah and one

1226
00:45:23,800 --> 00:45:26,160
thing to add on what Yvette also said

1227
00:45:26,160 --> 00:45:29,160
and Stefan is

1228
00:45:29,560 --> 00:45:31,400
it's not a shame also to build

1229
00:45:31,400 --> 00:45:33,230
something together with a client

1230
00:45:33,860 --> 00:45:36,060
because then you also have your validation

1231
00:45:36,060 --> 00:45:37,930
and then you can scale it up and that's

1232
00:45:37,930 --> 00:45:39,600
that's what we actually did

1233
00:45:40,300 --> 00:45:42,560
um and then

1234
00:45:42,560 --> 00:45:43,830
you know for sure

1235
00:45:44,560 --> 00:45:46,460
in a company that it's a problem

1236
00:45:46,460 --> 00:45:47,700
then you have your validation

1237
00:45:47,700 --> 00:45:49,400
and then you have to think about

1238
00:45:49,400 --> 00:45:52,500
how can I scale the product then.

1239
00:45:52,530 --> 00:45:54,760
So don't be afraid to

1240
00:45:54,760 --> 00:45:56,800
to cooperate with

1241
00:45:56,800 --> 00:45:58,000
with the customer

1242
00:45:58,000 --> 00:46:00,830
to build something huh

1243
00:46:01,760 --> 00:46:03,860
I like the... Sorry

1244
00:46:03,860 --> 00:46:06,800
But I really like the scaling that you said

1245
00:46:06,800 --> 00:46:09,530
that building and working with a client

1246
00:46:09,530 --> 00:46:12,100
and building everything to meet their needs

1247
00:46:12,500 --> 00:46:13,760
because after all

1248
00:46:14,000 --> 00:46:15,860
cells involves

1249
00:46:15,960 --> 00:46:20,900
solving the need as it's definitely as a pain killer.

1250
00:46:20,900 --> 00:46:22,360
If you don't solve a need

1251
00:46:22,360 --> 00:46:24,400
then why do I need you?

1252
00:46:24,400 --> 00:46:25,530
At the end of the day

1253
00:46:25,530 --> 00:46:27,960
that will be the question.

1254
00:46:27,960 --> 00:46:30,100
Perhaps yeah.

1255
00:46:30,460 --> 00:46:31,500
It's really important.

1256
00:46:31,500 --> 00:46:32,560
And that's also

1257
00:46:32,760 --> 00:46:33,530
I have to say

1258
00:46:33,530 --> 00:46:35,100
that's also the most

1259
00:46:35,200 --> 00:46:36,430
challenging part

1260
00:46:36,930 --> 00:46:38,130
because you're

1261
00:46:38,130 --> 00:46:39,700
you're also

1262
00:46:39,730 --> 00:46:42,100
willing to mix up

1263
00:46:42,400 --> 00:46:43,760
the gains and the pains

1264
00:46:43,760 --> 00:46:45,030
what the

1265
00:46:45,060 --> 00:46:45,860
effects are,

1266
00:46:45,860 --> 00:46:47,060
that's often what happens

1267
00:46:47,060 --> 00:46:49,000
and we also did that in

1268
00:46:49,000 --> 00:46:49,800
in the past

1269
00:46:49,800 --> 00:46:51,500
so I recognize it.

1270
00:46:51,860 --> 00:46:52,660
Don't do that.

1271
00:46:53,100 --> 00:46:54,400
ha ha ha uh

1272
00:46:54,400 --> 00:46:58,260
We have one question on the screen and one question

1273
00:46:58,300 --> 00:46:59,560
behind the screen

1274
00:46:59,730 --> 00:47:02,400
so let's tackle the one on the screen

1275
00:47:02,400 --> 00:47:03,560
so we don't look

1276
00:47:03,560 --> 00:47:05,830
so everyone can please

1277
00:47:05,930 --> 00:47:06,660
write your question

1278
00:47:06,660 --> 00:47:08,460
so we can bring it in here.

1279
00:47:08,530 --> 00:47:12,530
How to drive success and do a quantum leap in startups?

1280
00:47:12,530 --> 00:47:14,460
who wants to tackle that?

1281
00:47:14,800 --> 00:47:16,560
I see you Yvette nodding

1282
00:47:16,560 --> 00:47:19,160
so I think you want to go

1283
00:47:19,730 --> 00:47:21,200
no there's no oh

1284
00:47:21,930 --> 00:47:23,560
The lesson I learned is

1285
00:47:23,560 --> 00:47:25,860
sit down from the very beginning

1286
00:47:25,860 --> 00:47:29,160
with everybody responsible and define

1287
00:47:29,300 --> 00:47:30,560
what is success

1288
00:47:32,060 --> 00:47:35,330
so I learned that everybody has a very different

1289
00:47:35,330 --> 00:47:39,660
approach of what is success or what is a quantum leap

1290
00:47:39,660 --> 00:47:42,560
for me for quality is oh my god

1291
00:47:42,560 --> 00:47:45,500
my quality management system is in place

1292
00:47:46,130 --> 00:47:48,900
yeah this can take one or two years

1293
00:47:48,930 --> 00:47:49,860
for marketing

1294
00:47:49,860 --> 00:47:51,500
oh my god my email campaign

1295
00:47:51,500 --> 00:47:55,960
we got 30% convasion on traffic that got a set up call

1296
00:47:56,130 --> 00:48:00,000
So, define what your goals are

1297
00:48:00,000 --> 00:48:02,400
they are most likely a bit more

1298
00:48:02,400 --> 00:48:04,030
department specific

1299
00:48:04,330 --> 00:48:05,160
also honestly

1300
00:48:05,160 --> 00:48:05,930
in a start up

1301
00:48:05,930 --> 00:48:10,500
what I learned is corporate targets

1302
00:48:10,500 --> 00:48:13,500
like the big targets you have in big companies

1303
00:48:13,930 --> 00:48:15,600
you are far away from that

1304
00:48:15,860 --> 00:48:19,300
start with the department um

1305
00:48:19,660 --> 00:48:21,560
success Kpis

1306
00:48:22,100 --> 00:48:25,600
because you need to learn what your company is

1307
00:48:25,900 --> 00:48:27,500
and before you will even

1308
00:48:27,500 --> 00:48:28,860
I mean honestly

1309
00:48:28,860 --> 00:48:31,160
the goal is to make money and be known

1310
00:48:31,860 --> 00:48:35,000
but you are far away from that as a startup

1311
00:48:35,000 --> 00:48:37,000
so really define what

1312
00:48:37,000 --> 00:48:38,830
what is success for you

1313
00:48:39,060 --> 00:48:40,500
is it monetary?

1314
00:48:40,500 --> 00:48:41,860
is it traffic?

1315
00:48:41,860 --> 00:48:44,730
is it conversion in a sense of paying customer?

1316
00:48:44,730 --> 00:48:46,200
To some startups

1317
00:48:46,400 --> 00:48:47,760
it's more valuable

1318
00:48:47,760 --> 00:48:51,600
to have a million follower in total on social media

1319
00:48:51,930 --> 00:48:53,130
and to some other

1320
00:48:53,130 --> 00:48:56,100
it's like I need five higher paying customers

1321
00:48:56,100 --> 00:48:57,160
and they make my

1322
00:48:57,160 --> 00:48:57,760
they make my

1323
00:48:57,760 --> 00:48:59,960
my my...

1324
00:48:59,960 --> 00:49:01,900
project going or whatever it is.

1325
00:49:01,960 --> 00:49:03,560
So it can be very different

1326
00:49:03,560 --> 00:49:06,360
so I think this needs to be defined first.

1327
00:49:07,660 --> 00:49:10,100
Ok, ok. I like it.

1328
00:49:10,260 --> 00:49:14,160
And then our second question behind the screen is

1329
00:49:14,200 --> 00:49:17,330
Every corporate has started as a start up company

1330
00:49:17,330 --> 00:49:21,260
how long and when can you consider start up a corporate?

1331
00:49:23,960 --> 00:49:27,500
I love that you've left that's a nice question

1332
00:49:29,330 --> 00:49:33,500
it's very nice question now.

1333
00:49:33,500 --> 00:49:34,460
thank you for that

1334
00:49:36,760 --> 00:49:38,960
yeah yeah

1335
00:49:40,330 --> 00:49:42,100
it's it's um

1336
00:49:42,730 --> 00:49:44,260
For me a corporate is

1337
00:49:44,260 --> 00:49:45,100
is...

1338
00:49:45,100 --> 00:49:46,730
It's a very systematic

1339
00:49:46,730 --> 00:49:50,400
company with a lot of rules and a lot of things that

1340
00:49:51,300 --> 00:49:53,900
a lot of processes um

1341
00:49:54,400 --> 00:49:56,260
that sometimes not nah

1342
00:49:56,260 --> 00:49:57,200
and sometimes

1343
00:49:57,200 --> 00:49:59,860
but also often not bring what's

1344
00:49:59,860 --> 00:50:00,660
what is needed to

1345
00:50:00,660 --> 00:50:03,060
be very

1346
00:50:04,400 --> 00:50:08,160
agile but also flexible regards your

1347
00:50:08,160 --> 00:50:09,360
your audience in

1348
00:50:09,360 --> 00:50:11,460
your dark group

1349
00:50:12,060 --> 00:50:13,700
but that's my opinion based on

1350
00:50:13,700 --> 00:50:14,900
on experience

1351
00:50:14,900 --> 00:50:16,760
Yeah, when is it?

1352
00:50:16,760 --> 00:50:20,260
I don't think that real startups end up in a corporate

1353
00:50:20,260 --> 00:50:24,100
because as long as that the founders and

1354
00:50:24,100 --> 00:50:25,360
and

1355
00:50:25,360 --> 00:50:27,760
the first people that built up

1356
00:50:27,760 --> 00:50:30,500
the first part of the company are still in the company

1357
00:50:30,530 --> 00:50:34,230
it won't be a corporate at all because then you

1358
00:50:34,260 --> 00:50:38,400
you still have the mentality of getting things done and

1359
00:50:38,730 --> 00:50:41,260
if it's needed to

1360
00:50:41,530 --> 00:50:46,460
change the strategy or adapt a strategy

1361
00:50:48,100 --> 00:50:50,500
so I don't think that

1362
00:50:50,900 --> 00:50:55,100
a lot of startup companies will never end

1363
00:50:55,760 --> 00:50:56,860
as a corporate

1364
00:50:57,860 --> 00:51:00,560
how I perceive how corporate works

1365
00:51:01,300 --> 00:51:03,900
but maybe there are other examples

1366
00:51:03,900 --> 00:51:06,300
but I don't think so.

1367
00:51:07,960 --> 00:51:11,330
I'll give you my 5 cents.

1368
00:51:11,330 --> 00:51:13,560
If you guys know

1369
00:51:13,560 --> 00:51:15,100
this is out of Pharma,

1370
00:51:15,100 --> 00:51:18,060
if you guys know Zappos used to be well

1371
00:51:18,060 --> 00:51:21,460
they were renowned about their customer support

1372
00:51:21,460 --> 00:51:22,130
at some point

1373
00:51:22,130 --> 00:51:23,930
people would call Zappos

1374
00:51:23,930 --> 00:51:25,960
the Zappos is customer support

1375
00:51:25,960 --> 00:51:27,200
nothing to order pizza

1376
00:51:27,200 --> 00:51:30,360
because their website wouldn't work for Domino and then

1377
00:51:30,360 --> 00:51:32,830
the customer support from Zappos would call the

1378
00:51:33,160 --> 00:51:34,400
the Domino's because they had

1379
00:51:34,400 --> 00:51:35,800
the direct line that they would order

1380
00:51:35,800 --> 00:51:37,600
pizza for like customers right

1381
00:51:37,600 --> 00:51:38,860
that you know

1382
00:51:39,300 --> 00:51:40,400
and then the

1383
00:51:40,400 --> 00:51:42,600
the founder who unfortunately passed away

1384
00:51:42,600 --> 00:51:43,600
the founder of Zappos

1385
00:51:43,600 --> 00:51:45,630
they were sold to Amazon eventually

1386
00:51:45,930 --> 00:51:47,530
He said...

1387
00:51:47,530 --> 00:51:49,060
He said the following things like

1388
00:51:49,060 --> 00:51:50,330
when I don't

1389
00:51:50,330 --> 00:51:52,560
when I don't know by name

1390
00:51:52,700 --> 00:51:54,530
every niche employ of my company

1391
00:51:54,530 --> 00:51:57,830
it means I've grown to biggest time either to

1392
00:51:58,000 --> 00:52:00,860
redefine it as a corporation or to sell the company

1393
00:52:00,930 --> 00:52:03,930
so I like that definition of a corporation

1394
00:52:03,930 --> 00:52:06,060
so if you don't know in person

1395
00:52:06,700 --> 00:52:07,460
your employees

1396
00:52:07,460 --> 00:52:08,260
all of your employees

1397
00:52:08,260 --> 00:52:11,900
then probably you've become a corporation.

1398
00:52:11,900 --> 00:52:13,060
I think we have a

1399
00:52:13,600 --> 00:52:15,160
we have a question.

1400
00:52:15,160 --> 00:52:16,030
We have a question

1401
00:52:16,560 --> 00:52:18,160
We have a question

1402
00:52:18,160 --> 00:52:21,000
from Malén D'Urso

1403
00:52:21,000 --> 00:52:25,430
How can you effectively develop a brand awareness strategy

1404
00:52:25,460 --> 00:52:27,400
strategy

1405
00:52:27,660 --> 00:52:30,400
for a pharma company that is well established in

1406
00:52:30,400 --> 00:52:31,400
Europe and US

1407
00:52:31,400 --> 00:52:33,600
but it's expanding into new markets

1408
00:52:33,600 --> 00:52:35,000
let's say Latam

1409
00:52:35,360 --> 00:52:37,400
where... Sorry

1410
00:52:37,500 --> 00:52:41,060
Where the team is comparatively

1411
00:52:41,060 --> 00:52:43,260
small and resembles a startup?

1412
00:52:43,260 --> 00:52:46,060
It's quite like a startup inside of a corporate.

1413
00:52:46,060 --> 00:52:48,360
Have you ever dealt with something like that?

1414
00:52:49,160 --> 00:52:53,260
Yeah that's an interesting question.

1415
00:52:54,900 --> 00:52:55,660
I think what

1416
00:52:55,660 --> 00:52:57,300
what I learnt also

1417
00:52:57,500 --> 00:53:00,300
with similar

1418
00:53:00,930 --> 00:53:01,730
projects is

1419
00:53:01,730 --> 00:53:04,430
is that you have to validate how this

1420
00:53:04,560 --> 00:53:06,830
specific market works

1421
00:53:07,100 --> 00:53:09,260
what are the specifics of the market

1422
00:53:09,300 --> 00:53:11,360
what I often see is that the

1423
00:53:11,360 --> 00:53:14,930
the companies get direction in Europe and I think okay

1424
00:53:14,930 --> 00:53:19,760
then we are going to the US or from the US to Europe.

1425
00:53:19,800 --> 00:53:22,300
We helped also a lot of companies

1426
00:53:22,500 --> 00:53:24,630
that went from the US to Europe

1427
00:53:25,500 --> 00:53:29,300
but you really have to be keen on

1428
00:53:29,360 --> 00:53:30,600
how does it work.

1429
00:53:30,600 --> 00:53:32,030
For example in Europe

1430
00:53:32,160 --> 00:53:36,400
you have a total utter regime regards data Protection

1431
00:53:36,860 --> 00:53:40,800
Europe is more about digital safety.

1432
00:53:40,800 --> 00:53:44,800
We are more established on using digital channels than

1433
00:53:44,800 --> 00:53:45,460
for example in

1434
00:53:45,460 --> 00:53:46,760
in the US

1435
00:53:46,760 --> 00:53:47,800
what we see.

1436
00:53:48,860 --> 00:53:54,000
So try to understand

1437
00:53:54,860 --> 00:53:55,900
how did the...

1438
00:53:56,930 --> 00:53:57,960
What the dynamics are?

1439
00:53:57,960 --> 00:54:01,560
The specifics are per country to get your message

1440
00:54:01,560 --> 00:54:04,700
and because you're also asking about brand awareness

1441
00:54:05,660 --> 00:54:09,400
how you can bring your message to the right person

1442
00:54:09,400 --> 00:54:10,100
and that...

1443
00:54:10,100 --> 00:54:14,060
that differs from data Protection perspective

1444
00:54:14,060 --> 00:54:16,000
that differs from general perspective

1445
00:54:16,560 --> 00:54:18,860
that differs from cultures

1446
00:54:18,860 --> 00:54:21,400
that differs from how people are

1447
00:54:21,400 --> 00:54:24,160
want to be perceived

1448
00:54:24,160 --> 00:54:25,000
and treated

1449
00:54:25,560 --> 00:54:28,460
and a lot of people I think in US think okay

1450
00:54:28,460 --> 00:54:31,200
Europe is the same because that's Europe

1451
00:54:31,200 --> 00:54:33,460
but we all know Europe.

1452
00:54:34,000 --> 00:54:35,700
We have a lot of different countries.

1453
00:54:35,700 --> 00:54:38,430
Germans are totally different

1454
00:54:39,160 --> 00:54:41,400
than the Dutches.

1455
00:54:41,560 --> 00:54:42,560
Can I say that?

1456
00:54:43,600 --> 00:54:45,600
We are for more direct.

1457
00:54:45,600 --> 00:54:48,830
Doctors are also, have an utter perception

1458
00:54:48,960 --> 00:54:50,460
how they want to be

1459
00:54:50,660 --> 00:54:52,100
how they look to pharma

1460
00:54:52,860 --> 00:54:55,560
They're very suspicious

1461
00:54:56,100 --> 00:54:57,930
but in other countries that is not so.

1462
00:54:57,930 --> 00:55:01,730
So my advice is

1463
00:55:01,730 --> 00:55:05,360
try to understand how it really works in that markets

1464
00:55:05,360 --> 00:55:07,200
regards all these

1465
00:55:07,200 --> 00:55:08,300
topics I mentioned.

1466
00:55:08,300 --> 00:55:10,160
Yeah that would be my advice.

1467
00:55:10,730 --> 00:55:12,300
I like it. Yvette,

1468
00:55:12,300 --> 00:55:14,360
Do you have anything to add?

1469
00:55:14,600 --> 00:55:20,330
Yeah so um I had the situation where I was like very

1470
00:55:20,330 --> 00:55:21,400
you know blue eyed

1471
00:55:21,400 --> 00:55:22,660
as we said in Germany

1472
00:55:22,660 --> 00:55:23,900
you just do something

1473
00:55:23,900 --> 00:55:25,500
not thinking about

1474
00:55:25,660 --> 00:55:27,700
that you're outside of your box

1475
00:55:28,160 --> 00:55:32,900
and got a full on experience in well

1476
00:55:32,900 --> 00:55:35,630
it works different if you walk outside of your door

1477
00:55:35,760 --> 00:55:37,230
literally, yeah?

1478
00:55:38,160 --> 00:55:40,530
The Dutch people are different than the Germans.

1479
00:55:40,530 --> 00:55:43,030
the Spanish are different than the French people.

1480
00:55:43,100 --> 00:55:47,030
so I always like to go back to the persona

1481
00:55:47,160 --> 00:55:49,600
make a country specific persona

1482
00:55:50,000 --> 00:55:52,530
try to find advocates,

1483
00:55:52,530 --> 00:55:55,900
social media users who have big followers already

1484
00:55:56,000 --> 00:55:57,200
they know the follower

1485
00:55:57,200 --> 00:55:58,360
they know the business

1486
00:55:58,360 --> 00:55:59,830
they know the companies.

1487
00:55:59,930 --> 00:56:00,800
Invest in that

1488
00:56:00,800 --> 00:56:02,460
if you can, yeah?

1489
00:56:02,460 --> 00:56:04,460
You will have more out of that than

1490
00:56:04,460 --> 00:56:06,800
trying to do your own marketing strategy

1491
00:56:07,130 --> 00:56:08,860
because they already know the market

1492
00:56:08,860 --> 00:56:11,600
they already know whom to talk and where to talk to

1493
00:56:11,600 --> 00:56:12,600
so that is

1494
00:56:12,600 --> 00:56:13,660
point number 2.

1495
00:56:13,660 --> 00:56:16,260
Even for us supporting pharma companies

1496
00:56:16,260 --> 00:56:17,730
in my last position

1497
00:56:17,730 --> 00:56:19,360
we used LinkedIn people

1498
00:56:19,360 --> 00:56:21,700
or Instagram people who had lots of follower

1499
00:56:21,700 --> 00:56:22,860
on these topics

1500
00:56:23,300 --> 00:56:25,000
yeah and um

1501
00:56:25,160 --> 00:56:28,030
ask them what they would like for an exchange

1502
00:56:28,260 --> 00:56:31,960
you know and you can make a great um

1503
00:56:31,960 --> 00:56:35,260
advocates that kind of support you bringing

1504
00:56:35,330 --> 00:56:39,030
the idea of what your painkillers to the market

1505
00:56:39,360 --> 00:56:42,130
um and um also like

1506
00:56:42,130 --> 00:56:44,560
um getting to know the differences

1507
00:56:44,600 --> 00:56:46,100
in general does help

1508
00:56:46,300 --> 00:56:47,330
me personally

1509
00:56:47,330 --> 00:56:48,530
I don't know

1510
00:56:48,530 --> 00:56:49,830
I asked this question

1511
00:56:50,060 --> 00:56:51,060
in the private chat.

1512
00:56:51,060 --> 00:56:52,160
Can I? Can I say that?

1513
00:56:52,160 --> 00:56:53,330
Can I actually do references

1514
00:56:53,330 --> 00:56:54,330
recommendations?

1515
00:56:54,330 --> 00:56:56,400
So I stumbled over

1516
00:56:56,400 --> 00:56:58,160
her name is Erin Meyer

1517
00:56:58,160 --> 00:56:59,400
and she does

1518
00:56:59,660 --> 00:57:01,530
lots of like content

1519
00:57:01,530 --> 00:57:03,600
and she did the culture map

1520
00:57:04,200 --> 00:57:06,560
and I learned so much from that book

1521
00:57:06,560 --> 00:57:08,500
because it gives you

1522
00:57:09,100 --> 00:57:10,600
insights into

1523
00:57:10,700 --> 00:57:12,400
decision making

1524
00:57:12,560 --> 00:57:15,430
how open am I to conversations,

1525
00:57:15,600 --> 00:57:16,330
how much

1526
00:57:16,330 --> 00:57:18,160
is in the country,

1527
00:57:18,330 --> 00:57:20,160
and specifically on a business level

1528
00:57:20,160 --> 00:57:21,830
that is gonna help you.

1529
00:57:21,860 --> 00:57:24,260
So it's a recommendation I can give to you

1530
00:57:24,260 --> 00:57:26,860
so persona combined with

1531
00:57:26,900 --> 00:57:28,300
find somebody in that country

1532
00:57:28,300 --> 00:57:30,060
who's already having a network

1533
00:57:30,060 --> 00:57:31,600
plus understanding

1534
00:57:31,600 --> 00:57:33,660
the cultural differences yourself will help.

1535
00:57:33,660 --> 00:57:35,500
That's my recommendation on that one.

1536
00:57:35,700 --> 00:57:36,930
I like it. Stef?

1537
00:57:36,930 --> 00:57:38,300
You had something dropped.

1538
00:57:38,300 --> 00:57:39,360
Well so I'll

1539
00:57:39,360 --> 00:57:40,400
answer with a quote

1540
00:57:40,400 --> 00:57:42,660
from our ex speaker

1541
00:57:42,660 --> 00:57:43,360
her name is

1542
00:57:43,360 --> 00:57:44,700
Claudia Adreani

1543
00:57:44,960 --> 00:57:45,900
she said...

1544
00:57:47,000 --> 00:57:48,260
who is a proud

1545
00:57:48,260 --> 00:57:49,060
venezolana

1546
00:57:49,060 --> 00:57:50,760
so she's from Venezuela

1547
00:57:51,000 --> 00:57:53,400
living in the UK

1548
00:57:53,400 --> 00:57:54,760
for a very long time

1549
00:57:54,860 --> 00:57:56,860
she says "Europe and

1550
00:57:56,860 --> 00:57:58,400
UK is for business,

1551
00:57:58,500 --> 00:58:00,200
Latin America is for the soul".

1552
00:58:04,060 --> 00:58:05,460
Well I'm Latin American

1553
00:58:05,460 --> 00:58:08,060
so I can tell you she's right yeah

1554
00:58:08,130 --> 00:58:10,200
if we're talking about markets

1555
00:58:10,200 --> 00:58:13,600
you have to take each individual market as its own

1556
00:58:14,300 --> 00:58:17,200
and the first that you will you should consider is

1557
00:58:18,460 --> 00:58:19,730
market maturity

1558
00:58:19,730 --> 00:58:20,500
for example

1559
00:58:20,500 --> 00:58:23,860
If you take Latin America right

1560
00:58:24,460 --> 00:58:28,300
Mexico is let's say a more mature market than Colombia

1561
00:58:28,560 --> 00:58:31,200
and Brazil tops it all

1562
00:58:31,200 --> 00:58:33,460
Brazil is a very mature in I'm talking terms of

1563
00:58:33,460 --> 00:58:35,400
terms of pharmactic knowledge in the world

1564
00:58:35,460 --> 00:58:37,560
Brazil is the most mature market that

1565
00:58:37,560 --> 00:58:41,700
I personally have seen in Latin America.

1566
00:58:41,700 --> 00:58:42,560
It's not bad.

1567
00:58:42,560 --> 00:58:44,460
it's again it's about the economic

1568
00:58:44,760 --> 00:58:47,100
It's about the economics state

1569
00:58:47,100 --> 00:58:48,160
in the country as well

1570
00:58:48,160 --> 00:58:49,530
so if the economy stable

1571
00:58:49,530 --> 00:58:52,860
while pharma also developing quite fast

1572
00:58:52,860 --> 00:58:54,930
so you need to think about

1573
00:58:54,930 --> 00:58:58,400
a particular channel that will work for you in that

1574
00:58:58,400 --> 00:58:59,200
in that country

1575
00:58:59,200 --> 00:59:03,530
so if we talk about LinkedIn on

1576
00:59:03,530 --> 00:59:06,300
Latin American countries except Brazil

1577
00:59:06,500 --> 00:59:07,500
it's not really good channel

1578
00:59:07,500 --> 00:59:10,560
so you'll find people mostly on Instagram

1579
00:59:12,000 --> 00:59:15,300
you'll find people here on Instagram

1580
00:59:15,300 --> 00:59:18,630
you'll find people posting WhatsApp even on TikTok

1581
00:59:18,730 --> 00:59:19,800
and that would be

1582
00:59:19,800 --> 00:59:21,960
that's the way how they consume content

1583
00:59:21,960 --> 00:59:22,800
so you gotta

1584
00:59:23,100 --> 00:59:24,060
gotta do that

1585
00:59:24,600 --> 00:59:26,100
Brazil again

1586
00:59:26,100 --> 00:59:29,400
in Brazil it's a bit more interesting because they

1587
00:59:29,400 --> 00:59:31,960
they there maybe market is bigger

1588
00:59:31,960 --> 00:59:32,960
maybe they have more money

1589
00:59:32,960 --> 00:59:33,800
I don't know

1590
00:59:33,900 --> 00:59:36,630
but they do have like even science show like

1591
00:59:37,000 --> 00:59:40,760
science talk shows like Talking Pharma or something

1592
00:59:40,760 --> 00:59:43,560
I discovered it recently from an event

1593
00:59:43,560 --> 00:59:45,400
we are potentially going to

1594
00:59:46,660 --> 00:59:47,760
By the way

1595
00:59:47,760 --> 00:59:48,460
call out to her

1596
00:59:48,460 --> 00:59:50,600
she's doing a great job on creating content

1597
00:59:50,600 --> 00:59:53,660
on the behalf of pharma and popularizing

1598
00:59:53,660 --> 00:59:54,960
popularizing pharma

1599
00:59:55,130 --> 00:59:57,600
just to finish this

1600
00:59:57,600 --> 00:59:59,460
in Asia again

1601
00:59:59,460 --> 01:00:03,330
very big difference again in pharma um

1602
01:00:03,330 --> 01:00:05,600
big decisions are usually made in Singapore

1603
01:00:05,600 --> 01:00:07,930
if you talk about Asia Singapore

1604
01:00:07,930 --> 01:00:11,100
Middle East has its own hub in Dubai

1605
01:00:13,360 --> 01:00:16,060
without the outside that you have India big market

1606
01:00:16,060 --> 01:00:18,100
you have China and market on its own

1607
01:00:18,100 --> 01:00:21,400
where you have to adapt where the top of the listen

1608
01:00:21,400 --> 01:00:22,260
we organize this

1609
01:00:22,260 --> 01:00:24,260
we have another 10 15 minutes okay.

1610
01:00:25,260 --> 01:00:27,100
We're having, we're having fun.

1611
01:00:28,760 --> 01:00:30,760
Japan is another interesting market

1612
01:00:30,760 --> 01:00:32,500
but like if you're into pharma

1613
01:00:32,500 --> 01:00:36,800
then consider India consider Singapore and then China

1614
01:00:36,800 --> 01:00:37,700
Japan, Korea

1615
01:00:37,760 --> 01:00:39,460
these are the tigers.

1616
01:00:39,930 --> 01:00:42,100
Yvette, you wanted to say something, right?

1617
01:00:43,900 --> 01:00:46,360
I have something to add

1618
01:00:46,360 --> 01:00:50,400
but it will be like a promotional segment of this

1619
01:00:50,460 --> 01:00:52,130
talk show.

1620
01:00:52,130 --> 01:00:54,900
Are there any questions?

1621
01:00:54,930 --> 01:00:56,200
It's related to this,

1622
01:00:56,200 --> 01:00:57,600
so it's promotional

1623
01:00:57,600 --> 01:01:00,400
but at the same time it's on the topic.

1624
01:01:00,400 --> 01:01:01,560
We are planning

1625
01:01:01,560 --> 01:01:03,100
to have

1626
01:01:03,100 --> 01:01:04,130
actually uh

1627
01:01:04,130 --> 01:01:06,630
another talk show for

1628
01:01:06,700 --> 01:01:09,360
discussing the importance and difference

1629
01:01:09,460 --> 01:01:13,200
of the strategies used for brand awareness and

1630
01:01:13,400 --> 01:01:17,000
client acquisiton and things like that in Latin America

1631
01:01:17,000 --> 01:01:18,760
because as Stef said

1632
01:01:18,760 --> 01:01:21,860
it's very different from...

1633
01:01:21,860 --> 01:01:26,060
I knew you would like my promotional content haha

1634
01:01:26,060 --> 01:01:29,000
uh it's very different from the US and Europe

1635
01:01:29,000 --> 01:01:30,360
and as you guys said

1636
01:01:30,360 --> 01:01:31,530
even in Europe

1637
01:01:31,530 --> 01:01:32,960
as they put a...

1638
01:01:32,960 --> 01:01:35,730
I will say sometimes you think them as a block

1639
01:01:35,730 --> 01:01:36,730
like a whole thing

1640
01:01:36,730 --> 01:01:37,800
but you don't think

1641
01:01:37,800 --> 01:01:41,160
you don't separate the parts because in Latin America

1642
01:01:41,160 --> 01:01:42,200
Stefan said

1643
01:01:42,200 --> 01:01:46,260
Brazil is quite different from Mexico

1644
01:01:46,260 --> 01:01:47,960
Mexico is different from Colombia

1645
01:01:47,960 --> 01:01:49,300
and Colombia is from Argentina

1646
01:01:49,500 --> 01:01:51,000
We have certain

1647
01:01:51,260 --> 01:01:55,830
elements in common in our ways,

1648
01:01:56,500 --> 01:01:57,930
in our behavior

1649
01:01:57,930 --> 01:01:59,530
I will say but at the same time

1650
01:01:59,530 --> 01:02:00,860
it's quite different

1651
01:02:00,860 --> 01:02:02,900
even when you're speaking to one

1652
01:02:02,900 --> 01:02:04,560
we have different

1653
01:02:04,560 --> 01:02:05,860
life experiences.

1654
01:02:05,860 --> 01:02:07,760
So, so yeah

1655
01:02:07,760 --> 01:02:08,500
that will be my

1656
01:02:08,500 --> 01:02:10,060
my input in this

1657
01:02:10,060 --> 01:02:12,100
haha

1658
01:02:12,100 --> 01:02:15,700
Yes, do you guys have something else to add regarding?

1659
01:02:15,930 --> 01:02:18,100
Yvette or Martijn.

1660
01:02:18,100 --> 01:02:20,900
I asked a question a couple of

1661
01:02:20,900 --> 01:02:23,160
minutes ago in the private chats for us most

1662
01:02:23,160 --> 01:02:25,560
maybe that's for the audience

1663
01:02:25,960 --> 01:02:29,430
if there is still some

1664
01:02:31,330 --> 01:02:33,700
energy at the audience

1665
01:02:33,700 --> 01:02:35,360
that was the question

1666
01:02:36,260 --> 01:02:37,830
where is it?

1667
01:02:38,800 --> 01:02:41,700
which one?

1668
01:02:42,200 --> 01:02:46,700
yeah what can the audience

1669
01:02:46,700 --> 01:02:50,460
say about the difference in maturity and speed

1670
01:02:50,760 --> 01:02:52,300
in digital transformation

1671
01:02:52,300 --> 01:02:56,160
if you look to the more biotech and

1672
01:02:57,300 --> 01:02:58,830
uh the corporate ones

1673
01:02:59,860 --> 01:03:01,860
let's say let's say it like that

1674
01:03:01,860 --> 01:03:05,760
and I'm very curious how that is perceived because I

1675
01:03:06,300 --> 01:03:07,530
I have not been on that

1676
01:03:07,530 --> 01:03:10,100
but that's not the topic now

1677
01:03:10,100 --> 01:03:12,960
but I'm very curious how people see that if there

1678
01:03:12,960 --> 01:03:18,100
is there a difference in immaturity and

1679
01:03:18,100 --> 01:03:21,600
speed of digital transformation yeah

1680
01:03:22,860 --> 01:03:25,630
So we can test now if everybody still awake.

1681
01:03:26,130 --> 01:03:28,800
Can you please guys come on, wake up?

1682
01:03:29,460 --> 01:03:32,600
IIs there somebody that works

1683
01:03:32,600 --> 01:03:37,660
for big one and now for a biotech

1684
01:03:37,660 --> 01:03:39,800
and can share his experience?

1685
01:03:42,200 --> 01:03:43,130
because, well, but

1686
01:03:43,130 --> 01:03:44,500
we'll take it.

1687
01:03:44,500 --> 01:03:47,230
like I guess we'll discuss them if there is a question

1688
01:03:47,400 --> 01:03:50,600
there is someone coming and I would say yeah

1689
01:03:50,600 --> 01:03:51,700
there is a difference

1690
01:03:51,700 --> 01:03:53,460
so in terms of digital transformation

1691
01:03:53,460 --> 01:03:57,860
obviously smaller companies should be faster

1692
01:03:58,730 --> 01:04:01,100
I mean I know that for you it's right

1693
01:04:01,100 --> 01:04:03,660
it's so marching because we've been like what

1694
01:04:03,660 --> 01:04:05,500
we are partners for some time

1695
01:04:05,500 --> 01:04:08,500
now that I know you guys are fast but

1696
01:04:09,100 --> 01:04:11,130
um you know

1697
01:04:11,130 --> 01:04:13,460
In pharma what I can say about pharma

1698
01:04:13,460 --> 01:04:15,000
pharma is trying now to

1699
01:04:15,000 --> 01:04:17,200
to enhance the digital transformation

1700
01:04:17,200 --> 01:04:20,900
even the leaders that I talk to

1701
01:04:21,730 --> 01:04:24,360
are the leaders that I talked to in pharma

1702
01:04:24,360 --> 01:04:25,860
they they say look

1703
01:04:26,060 --> 01:04:27,730
AI is a big thing and we're

1704
01:04:27,730 --> 01:04:31,060
we're certainly wanna embrace it.

1705
01:04:31,460 --> 01:04:32,700
Our providers

1706
01:04:32,700 --> 01:04:37,100
ABCD are not interested in providing more AI

1707
01:04:37,100 --> 01:04:39,660
so we have we're looking for solutions

1708
01:04:39,660 --> 01:04:42,760
so answering that, it is actually common there.

1709
01:04:42,860 --> 01:04:43,600
Yes there is

1710
01:04:43,600 --> 01:04:44,660
there is a gap there.

1711
01:04:44,660 --> 01:04:46,000
So pharma,

1712
01:04:46,130 --> 01:04:48,260
let's say software providers

1713
01:04:48,260 --> 01:04:51,660
not all of them are embracing AI in terms of like

1714
01:04:51,700 --> 01:04:53,060
features that support the AI

1715
01:04:53,060 --> 01:04:55,100
so there is certain AI issue in the market

1716
01:04:55,100 --> 01:04:56,460
if you can help with that

1717
01:04:56,460 --> 01:04:57,860
that would be great um

1718
01:04:57,860 --> 01:05:00,200
I think speed is the only

1719
01:05:00,400 --> 01:05:03,500
only edge competitive edge that you have as a startup

1720
01:05:03,600 --> 01:05:05,630
speed and maybe flexibility

1721
01:05:05,660 --> 01:05:09,160
but with time it passes and you lose it

1722
01:05:09,160 --> 01:05:11,760
that's why it's important not to lose momentum

1723
01:05:12,330 --> 01:05:14,060
We already have example, Stefan,

1724
01:05:14,060 --> 01:05:15,600
from your perspective

1725
01:05:15,600 --> 01:05:17,630
that you see some biotechs are

1726
01:05:18,160 --> 01:05:19,960
are further than

1727
01:05:19,960 --> 01:05:23,230
than the big ones because of their

1728
01:05:24,300 --> 01:05:27,230
that they are smaller and that they embracing more

1729
01:05:27,460 --> 01:05:32,160
the opportunities from digital transformation or is

1730
01:05:32,160 --> 01:05:34,530
isn't that your conclusion till now?

1731
01:05:34,530 --> 01:05:36,600
Yeah, it is, it is

1732
01:05:36,600 --> 01:05:38,060
it is my conclusion as well

1733
01:05:38,060 --> 01:05:39,960
what we work with again

1734
01:05:39,960 --> 01:05:41,400
I'll talk about Platforce.

1735
01:05:41,400 --> 01:05:43,930
We work with a lot of companies who

1736
01:05:43,930 --> 01:05:44,860
who where you know...

1737
01:05:44,860 --> 01:05:47,030
Platforce is the first CRM in the US actually

1738
01:05:47,560 --> 01:05:50,100
That's the first CRM they encounter

1739
01:05:50,100 --> 01:05:53,160
and then they see not only for biotech

1740
01:05:53,160 --> 01:05:56,200
but also for life science and for

1741
01:05:57,260 --> 01:05:59,860
pharma too and even

1742
01:05:59,860 --> 01:06:03,000
even in the cultural company approached us and say hey

1743
01:06:03,000 --> 01:06:05,760
uh we see like a lot of common things here

1744
01:06:05,800 --> 01:06:09,030
we're going through a rapid digitalization here

1745
01:06:09,130 --> 01:06:11,660
um is there anything you can do for us like uh

1746
01:06:11,660 --> 01:06:13,930
we're seeing a lot of common things in

1747
01:06:13,930 --> 01:06:16,660
in your platform that we could use for agriculture

1748
01:06:16,860 --> 01:06:17,660
and I was shocked

1749
01:06:17,660 --> 01:06:18,660
I was like yeah

1750
01:06:18,660 --> 01:06:20,500
but apparently there is money in

1751
01:06:20,560 --> 01:06:22,160
in agriculture as well

1752
01:06:22,160 --> 01:06:24,030
and it's similar in some way to

1753
01:06:24,130 --> 01:06:25,600
to what we're building for

1754
01:06:25,600 --> 01:06:27,560
for pharma and life sciences you know?

1755
01:06:31,600 --> 01:06:32,400
Yeah.

1756
01:06:35,500 --> 01:06:38,600
I can from my perspective

1757
01:06:38,600 --> 01:06:41,800
but everybody has different perspectives

1758
01:06:41,800 --> 01:06:43,160
I don't see

1759
01:06:45,160 --> 01:06:46,100
I think in in

1760
01:06:46,100 --> 01:06:49,960
in showing how it should be digital transformation

1761
01:06:49,960 --> 01:06:53,060
I think um the

1762
01:06:53,060 --> 01:06:54,600
the corporates are very strong

1763
01:06:54,600 --> 01:06:56,660
but I don't see it in practice a lot

1764
01:06:57,100 --> 01:06:58,560
if I'm being honest

1765
01:06:58,560 --> 01:07:01,860
and in the biotech scene

1766
01:07:01,860 --> 01:07:03,300
I see that they are

1767
01:07:03,300 --> 01:07:06,400
of course very focused on getting traction

1768
01:07:07,960 --> 01:07:10,560
um but they are also lacking the capabilities to

1769
01:07:10,560 --> 01:07:12,960
really jump on the train on digital transformation

1770
01:07:12,960 --> 01:07:13,700
because they

1771
01:07:13,700 --> 01:07:17,400
they have limited resources and

1772
01:07:17,400 --> 01:07:18,860
money

1773
01:07:19,330 --> 01:07:21,760
to really step on the train so

1774
01:07:21,760 --> 01:07:23,060
so but that's

1775
01:07:23,060 --> 01:07:24,730
that's that's what I see

1776
01:07:24,730 --> 01:07:27,530
It's...

1777
01:07:27,530 --> 01:07:29,900
it's in both

1778
01:07:29,900 --> 01:07:31,260
uh companies

1779
01:07:31,260 --> 01:07:33,430
it's not going that fast

1780
01:07:35,200 --> 01:07:36,260
but that's also

1781
01:07:36,260 --> 01:07:37,730
I think that has to do

1782
01:07:37,730 --> 01:07:42,100
but because we talk a lot about it also in our company

1783
01:07:42,100 --> 01:07:43,160
and with our clients

1784
01:07:43,160 --> 01:07:45,360
what the real problem is

1785
01:07:45,360 --> 01:07:48,700
I think is that there is no compelling event yet

1786
01:07:48,700 --> 01:07:51,830
for pharma to really jump on this train

1787
01:07:52,200 --> 01:07:53,560
Well, I mean

1788
01:07:53,560 --> 01:07:56,000
I experienced life in

1789
01:07:56,000 --> 01:08:01,400
in both settings that they can both be fast

1790
01:08:01,400 --> 01:08:03,560
they can both be fast

1791
01:08:03,800 --> 01:08:07,300
I do agree the average flexibility

1792
01:08:07,300 --> 01:08:11,660
agility is with a smaller in startup that's given

1793
01:08:12,060 --> 01:08:14,830
but I've also seen that big corporate

1794
01:08:14,860 --> 01:08:16,160
speaking of Covid

1795
01:08:17,160 --> 01:08:20,560
you would be surprised how fast overnight

1796
01:08:20,560 --> 01:08:24,030
they were willing to go into digital outsourcing.

1797
01:08:26,100 --> 01:08:29,300
Because there was a compelling event they had to be.

1798
01:08:29,530 --> 01:08:31,300
Exactly yeah.

1799
01:08:31,300 --> 01:08:33,700
So they can..

1800
01:08:34,600 --> 01:08:35,700
Yvette, sorry.

1801
01:08:35,700 --> 01:08:40,760
Can you tell us that? I think it comes handy now yeah

1802
01:08:42,160 --> 01:08:43,400
so yeah I mean

1803
01:08:43,400 --> 01:08:44,860
you know that's

1804
01:08:44,900 --> 01:08:48,360
that's that was the start for my last work

1805
01:08:48,360 --> 01:08:53,130
for my last project that just got out overnight

1806
01:08:53,130 --> 01:08:55,000
so to speak yeah

1807
01:08:55,100 --> 01:08:58,430
it was very useful to kind of have that little push

1808
01:08:58,730 --> 01:09:02,530
um and I do agree that pharma uh

1809
01:09:02,530 --> 01:09:04,630
companies should have

1810
01:09:04,730 --> 01:09:06,100
even if it's one person

1811
01:09:06,100 --> 01:09:07,860
one person per company is fine

1812
01:09:07,860 --> 01:09:09,530
so you need one person for startup

1813
01:09:09,530 --> 01:09:11,060
you need one for corporate

1814
01:09:11,130 --> 01:09:13,300
who should have a specific

1815
01:09:13,300 --> 01:09:17,860
business development sub task that is digitalization

1816
01:09:18,200 --> 01:09:21,300
and although they have bigger development

1817
01:09:21,300 --> 01:09:22,900
business development teams

1818
01:09:22,930 --> 01:09:25,060
they actually have less resources

1819
01:09:25,060 --> 01:09:28,360
which is unreasonable on these topics

1820
01:09:28,360 --> 01:09:30,160
because they do have enough money

1821
01:09:30,160 --> 01:09:30,800
they do have

1822
01:09:30,800 --> 01:09:33,230
enough people working in business development

1823
01:09:33,360 --> 01:09:35,200
but maybe they do oversee it

1824
01:09:35,200 --> 01:09:37,300
maybe they do not have the need and

1825
01:09:37,300 --> 01:09:39,700
or I think they just don't have the pressure

1826
01:09:40,900 --> 01:09:42,830
Exactly! And that

1827
01:09:43,160 --> 01:09:45,960
I think Steph and I shared it with you in our previous

1828
01:09:46,130 --> 01:09:47,230
conversations

1829
01:09:47,800 --> 01:09:50,460
the reason the digital transformation

1830
01:09:50,960 --> 01:09:53,730
was effect for banking and insurance

1831
01:09:53,730 --> 01:09:56,160
was of the credit crisis in 2009

1832
01:09:56,160 --> 01:09:58,100
because their

1833
01:09:58,360 --> 01:10:01,500
business model shifted very fast from

1834
01:10:02,060 --> 01:10:05,260
financial results to operational excellence

1835
01:10:05,730 --> 01:10:06,800
and then they had to

1836
01:10:06,800 --> 01:10:07,660
otherwise we

1837
01:10:07,660 --> 01:10:10,260
we we in the Netherlands or in Germany

1838
01:10:10,560 --> 01:10:13,260
you just uh now had to

1839
01:10:13,260 --> 01:10:16,000
to go to a bank office to open a bank account

1840
01:10:16,000 --> 01:10:17,330
still in this time

1841
01:10:17,330 --> 01:10:18,300
but it it's

1842
01:10:18,300 --> 01:10:20,400
it's it's I'm

1843
01:10:20,400 --> 01:10:22,660
I'm wondering when this compelling event is

1844
01:10:22,660 --> 01:10:24,360
is really coming

1845
01:10:24,360 --> 01:10:25,900
and Covid was a

1846
01:10:25,900 --> 01:10:26,730
was a first one

1847
01:10:26,730 --> 01:10:28,260
but what you said Yvette

1848
01:10:28,260 --> 01:10:29,900
it was also a little bit fading away

1849
01:10:29,900 --> 01:10:31,300
I forgot after that

1850
01:10:31,300 --> 01:10:35,160
because the sales reps could go out again haha

1851
01:10:35,300 --> 01:10:36,200
so yeah yeah

1852
01:10:36,200 --> 01:10:37,130
but that that's

1853
01:10:37,130 --> 01:10:38,000
that's the truth.

1854
01:10:38,000 --> 01:10:40,930
So, I'm yeah

1855
01:10:40,930 --> 01:10:43,430
I'm very curious what the

1856
01:10:43,660 --> 01:10:46,100
the really compelling event will be that they will

1857
01:10:46,100 --> 01:10:47,300
x ray this

1858
01:10:47,300 --> 01:10:49,000
this digital transformation

1859
01:10:49,160 --> 01:10:50,200
I think that

1860
01:10:50,600 --> 01:10:51,360
at the end of the day

1861
01:10:51,360 --> 01:10:52,730
everyone wants to have

1862
01:10:52,730 --> 01:10:55,760
and maybe everyone needs to still be competitive

1863
01:10:55,760 --> 01:10:59,060
and as soon as one of them

1864
01:10:59,300 --> 01:11:01,660
start with that process

1865
01:11:01,660 --> 01:11:03,130
the other ones will follow

1866
01:11:03,130 --> 01:11:06,900
because according to the movie trolls from

1867
01:11:08,160 --> 01:11:10,300
it says "no troll left behind"

1868
01:11:10,300 --> 01:11:12,260
Well, in this case is the same

1869
01:11:12,260 --> 01:11:17,200
no company wants to be left behind I think

1870
01:11:17,300 --> 01:11:20,230
Exactly the fear of missing out is that, huh?

1871
01:11:22,660 --> 01:11:25,000
So, guys, Stef,

1872
01:11:25,000 --> 01:11:26,900
do you have anything else to add?

1873
01:11:26,900 --> 01:11:28,030
Because we're

1874
01:11:28,100 --> 01:11:30,600
running a little bit over our time with you

1875
01:11:30,600 --> 01:11:34,560
and we don't want to keep you here kidnapped.

1876
01:11:34,860 --> 01:11:36,660
So let's rope up

1877
01:11:36,800 --> 01:11:39,200
let's rope up with the discussion.

1878
01:11:39,660 --> 01:11:40,160
First of all,

1879
01:11:40,160 --> 01:11:43,800
thank you audience so much for being with us today.

1880
01:11:43,960 --> 01:11:46,930
Follow us. Subscribe to the newsletter.

1881
01:11:46,930 --> 01:11:50,100
We deliver great news every 2 weeks.

1882
01:11:50,260 --> 01:11:51,160
Please follow

1883
01:11:51,360 --> 01:11:52,460
but most important

1884
01:11:52,460 --> 01:11:55,530
follow our guest day Doctor Yvette

1885
01:11:55,530 --> 01:11:58,300
and Martijn

1886
01:11:59,130 --> 01:12:00,600
for leading their own very

1887
01:12:00,600 --> 01:12:02,960
very great companies

1888
01:12:03,960 --> 01:12:05,930
follow them on LinkedIn guys

1889
01:12:05,930 --> 01:12:09,260
Do you want to let people know where to find you on LinkedIn?

1890
01:12:09,260 --> 01:12:09,760
your emails?

1891
01:12:09,760 --> 01:12:11,000
maybe websites?

1892
01:12:14,660 --> 01:12:16,100
Yeah sure so

1893
01:12:16,200 --> 01:12:21,500
my name .de is my webpage and with that name

1894
01:12:21,500 --> 01:12:24,160
there's just one Yvette Schollmeier actually worldwide

1895
01:12:24,160 --> 01:12:27,030
so you will not have hard times find me haha

1896
01:12:27,800 --> 01:12:29,230
So no excuses! haha

1897
01:12:31,700 --> 01:12:32,860
Yeah this is over me

1898
01:12:32,860 --> 01:12:36,560
I'm fully available via LinkedIn so

1899
01:12:37,060 --> 01:12:39,400
if you have a question or remark or

1900
01:12:39,600 --> 01:12:40,760
everything you want to know

1901
01:12:40,760 --> 01:12:42,660
just drop me a message

1902
01:12:43,800 --> 01:12:45,500
and the website is optinsight.com

1903
01:12:45,500 --> 01:12:47,360
right, Martijn?

1904
01:12:48,730 --> 01:12:52,660
www.optinsights.com awesome

1905
01:12:52,660 --> 01:12:55,760
So Yvette do you have a website that people can look at?

1906
01:12:55,760 --> 01:12:58,100
maybe contact you or your services

1907
01:12:58,860 --> 01:13:04,100
yes www.yveteschollmeier.de

1908
01:13:06,330 --> 01:13:07,360
yeah you know

1909
01:13:10,000 --> 01:13:12,330
All right. Thank you very much for being our guests

1910
01:13:12,330 --> 01:13:14,000
Thank you very much to our audience.

1911
01:13:14,000 --> 01:13:15,230
We're doing this for you.

1912
01:13:15,460 --> 01:13:16,330
Thank you, Juliana,

1913
01:13:16,330 --> 01:13:20,500
for organizing this and see you quite soon. Thank you

1914
01:13:21,000 --> 01:13:23,960
Thank you everyone! Bye, thanks!