The 2025 IDN Roadmap for Pharmaceutical Marketers: Trends, Control, and AI-Powered Engagement
Speaker 1 0:03
Rebecca, hello everyone. My name is Rebecca Clyde. I am the co founder and CEO of botco AI, and I’d like to welcome you today to our webinar series for 2025 I’m very, very excited about our guest today, John marchica, who is the CEO of the Darwin Research Group who is joining us today. John and I know each other from the business community and working in the industry together, and when we started to talk about, you know, how AI is really impacting decision making across both the IDN networks and throughout the pharmaceutical sector, it just became clear that I needed to bring him on this webinar and let him talk to you about all the incredible knowledge that he has accumulated through the research that they’re doing and this particular study. So John, I don’t want to steal your thunder. Why don’t you go ahead and introduce yourself briefly. I’d love to for our guests, just to kind of get a sense of you and your background as they’re joining us here today.
Speaker 2 1:09
Sure. Well, thanks Rebecca, and thanks for for having me. I’m looking forward to today to our conversation. As you said, I’m John marchika, CEO of Darwin Research Group. Our organization, focuses on what’s the popular term, I guess, organized customers, IDNs, that’s kind of our research focus, and
Speaker 2 1:41
for about certain so today we’re going to be talking about, or I’ll be talking about the study that we have going on, that we launched about a month ago, and it’s going on all summer. We’ll be wrapping it up in August, and already we have some preliminary results, and I’ll be hitting on some of those things today. So again, thanks for having me.
Speaker 1 2:00
Yeah, thanks, everyone. And sometimes people ask me if it’s the first time you’ve been joining us, and they’re really trying to learn, like, who is BOAI? And what are we doing? We are a startup that has focused specifically on the healthcare and pharmaceutical sector to deliver agents that are compliant in the industry, and you’re seeing our agents applied across the entire care journey. You know, this is always a big concern for folks when they’re dealing with patient information or highly sensitive content. We want to make sure that the guardrails are there and in place, and that’s really an area where we have specialized. Our agents are typically integrated with the key systems of record that our customers are always using, whether it’s a CRM system or an EHR system, and we have significant track record of success working with pharmaceutical companies, with large healthcare providers, including the University of California Health, and incredible organizations like the ALS Association, which you can see here, where every day We’re handling 1000s of questions from families that are seeking treatment for an ALS condition. So these are just a couple of examples, and we’ll touch on a few more throughout. And you know, as John mentioned, Darwin is doing some really important work, and is known for their research as well. John, you know, maybe you can talk to us a little bit about what this study is really covering and and what we’re going to learn today.
Speaker 2 3:36
So the study a decade of our work with with pharma and in the IDN space, some of the lessons that we’ve learned with the new research that we’re doing, which, if you go on to, I think it’s on the next slide, we can talk about some of the elements of it, but it really kind of felt that it was important to to have those lessons, you know, sort of the memory things that We’ve learned, but also the new things and so this study. Well, first I should say, why are we even bothering? Well, if you’re on this webinar, you’re probably interested, and I don’t need to tell you, but I’m going to remind you, almost 80% right now, almost 80% of doctors are in their salaried by IDNs or other corporate relationships, United Healthcare, for instance, throughout them has, I don’t know the latest count, 90 100,000 docs that they own. So the reason why it’s become so important is that they’re a dominant force in healthcare delivery and the old sort of style of reach and frequency and just doing rep promotion, it just doesn’t work in 2025 and, of course, in parts of the country and in part in certain areas. Yes, it’s still important. That’s number one. And as a result of that, there’s this sort of global or. Unit, at least in the United States, increased control over access, which of course pharma cares about, and then also the value based care is kind of maturing depending on who you talk to. We’re 10 years into it, 15 years into it, 25 years into it, but certainly over the last decade at
Speaker 3 5:21
the and
Speaker 2 5:32
then finally, issues and technology the big reason, if you want to go to the next slide, I can actually talk about, I think the there’s just elements of the study, and then we’ll get into some of the findings.
Speaker 1 5:44
Yeah, absolutely. And John, did we want to do our poll as well? I had a little internet glitch here for a bit.
Speaker 2 5:50
I was waiting for that. Yes, please. Let’s have the let’s get going with the polls.
Speaker 1 5:57
You know, one thing I think that’s always helpful as our folks for joining us here is to get a sense of your familiarity, and so we have a couple of poll questions for you. So why don’t we launch those? I know a lot of us are multitasking and doing a couple of other things, but we would love your participation, if that’s okay. So our first question, and John may have already given it away, but you know what is an idea. And let’s see, a lot of times. I mean, obviously, if you’re selling to them, you probably dream about ideas in your sleep. But I’d love to hear this. I really like the third option, incredibly delicious nachos. I think for a lot of us, it’s lunchtime, and maybe that’s what we thought we were joining. Yeah, I went to a wedding in Mexico over the Memorial Day holiday, and they had some good ones for sure. Oh, good, nice. All right, let’s see. Oh, nobody’s voting for nachos. We have a couple of votes for interesting Doctor news, but yeah, John, I think everybody here knows, knows what we’re talking about, so that’s good. Let’s just share those results really quick, and then we have another poll for you here. Let’s see another question for folks. Can we pull that one up? Let’s see, do I need to stop sharing this one. Okay, I believe we have a second poll question for you as well. Let’s see. Here we go. All right, what is your experience in partnering with IDN? So now that we know everybody knows what an IDN is, let’s cover your experience. So you’ve implemented projects with them, maybe some physician education programs, maybe you’ve implemented a high complex city program like value based care. Or maybe you just have a lot of colleagues in this space, but you haven’t implemented anything. And I love the last one, when’s lunch on the nacho topic?
Speaker 2 8:05
That’s right, somebody had food on the brain when they were putting these questions together.
Speaker 1 8:10
It’s always kind of around that time frame, especially for our friends on the east coast. It’s definitely that time. All right, looks like we’re getting some good participation here. I’ll give everybody one more. A couple more seconds. Yeah. So it seems like most folks here, if we get, okay, we’re still getting some some joiners here. Let’s see, before I display the results, let’s give one more. Okay, I think it’s slowed down. So we’re going to show the results here for everyone we are seeing, you know, good percentage, I’d say 37% who have implemented, you know, a basic project or even a more complex project, 11% of us. So that’s nearly half of the audience here who’s been involved to some degree with an IDN related project, and it looks like about half of us have at least friends and colleagues who work in this space. So definitely and yeah, for the person who’s looking for lunch, sure we end with a few minutes so you can run out to lunch before the next meeting starts today. Awesome. Thank you everyone for participating. All right, let’s get back to the content here today. So let me close this out so that we can go back to the the great material that you’ve prepared for us. John, okay, all right, so let’s talk a little bit about the IDN roadmap that everybody came here for today.
Speaker 2 9:46
So as I mentioned, Rebecca, we’re in progress now where I would say we’re in the not quite the.
Speaker 3 10:03
We’ve completed a bunch of getting ready,
Speaker 2 10:08
fielding our online and our goal live, respondents, information broken out by geography or by archetype. We’re going to talk a little bit about that. So I want to have a robust enough and really the study is divided into three parts, and it’s intentionally designed this way to kind of appeal to different people within a pharma organization. So part one that talks about the trends, various models, idea and models and our archetyping process. Part Two is really all about control, reimbursement, pricing and alternative payment models. And then part three, at least with some of our early partners, what everybody says they’re really interested in is, okay, tell us about how we work with these folks, and that I’m really excited, because we’re going to be measuring a lot of the tactics that pharma uses in terms of impact, and whether, whether these programs are important or relevant to pharmacy directors, CMOs, quality people, pop health and the rest. And so our goal, as I said, this not our first national study like this, but this is really one where we’re trying to incorporate a lot of different kinds of learning into into one project. And I should mention, for the folks who who know us on this call, most of us know us for our profiling, our organization profiles. Since 2017 we’ve been in this space doing the profiling work, and right now, I think we have something like 600 institutions that were tracking and profiling across the country. So this is kind of a one stop shop, and to be honest, this is kind of my baby. I’ve spearheaded this project, and I’ve been, I’ve been all over it from the beginning. So very excited about it.
Speaker 1 11:57
Perfect, all right? And you know something John, that I think is important for people to understand is like, why did you decide to do this study? I mean, what was, what was really the driving force for you in terms of taking on this huge project?
Speaker 2 12:11
Well, one of, one of the, probably the biggest one, is we’ve been doing a lot of in depth consulting projects for about the same timeframe that we’ve been profiling these IDNs and I felt it was important to have sort of a common language that we could use with our clients. Lay down.
Speaker 2 12:40
Planner. Sand as those and say, view this space we target. Let’s get it all into one major study, bring some partners on board and have a reference point, and it says, designed as a benchmarking tool. Well, year one is not much of a benchmark. I guess this is laying the ground for future work, but you got to start somewhere. So this is where we’re starting from a benchmarking standpoint, but also a vehicle for strategy to help people think about how to work with these IDNs. Whether you’re out in the field with an account manager or you’re back in the home office in market access or marketing that is important to put that down.
Speaker 1 13:25
Fantastic. Yeah, thank you. And so it’s great to see this is going to be the first of a series, so we’ll be able to watch for the evolution over time. So tell us, what are some of the trends that you’re seeing, John, you know, as you’ve started to kick off this study, I’d love to hear what are the kind of high level takeaways? And then we’ll drill into these more specifically,
Speaker 2 13:47
sure. Well, when this was being envisioned, this first bullet point about Washington, I hadn’t even thought of that. And then it just so turns out that when I’m asking people, Hey, what’s keeping you up at night, we’ve done, I guess, about a dozen interviews, maybe 15 at this point, folks are really talking about the issues that are coming out of Washington and really specifically around tariffs and potential price increases that they could feel. You know, they tell me that most of things that are used in hospitals and doctors offices, most of the equipment, most of the supplies, they’re sourced from China. And so when, when you’re a health system that’s operating on at best two or 3% margins, and you have a major price increases, so they’re very concerned about that, and they’re sort of echoes of covid Are we going to start seeing shortages? Are we going to have access to the kinds of supplies that we need? So that’s I don’t want to get into the politics of all of that, but I just want to let folks know it’s top of mind for these executives right now, most urgently one. What is going to happen from their cost structure. But the number one area that I wanted to talk to people about was AI, and I know you’re going to be getting into that in a little bit, but AI is so hot, and I wanted to get folks perspective and what I’m finding, and we’ll talk about this a little bit later, but there’s a wide range. There are some folks who are early adopters, who are in it with both feet, forming partnerships, doing having organizational initiatives that are being driven all about AI that’s at one end of the spectrum and then on the other. And by the way, so far, I haven’t been able to tell if this is more important to academic medical centers or more important to certain types of ideas. I haven’t seen a pattern yet, but on the other end, it’s like, kind of like how I use it chat, GPT for brainstorming ideas, but not really much more beyond that. So really finding a lot of interest, and not just interest. But as I said, People diving with both feed into AI. Third point I wanted to mention is we’ve been talking about health equity for quite some time, and one of the things that we noticed coming out of covid was health disparities, and people who certain socioeconomic status or black and brown people were having worse outcomes, worse access, worse outcomes. And it got folks really thinking about health equity. And so it’s still very, very important. But another thing that’s coming out of Washington is there’s a disconnect between dei and health equity, and there were some concern from people saying, we’re worried about being targeted for our health equity programs that have nothing to do with sort of the political environment. This is about getting health care to the people who need it, and where there are disparities, addressing those, those disparities. So I would say those, those three, are really the top areas concern about Washington AI and then continuing to focus on health equity in this environment. What are you seeing? Rebecca, I’m just curious, does that jive with what you’re seeing? Is you’re you’re out there and working with UC Health and other pharma folks.
Speaker 1 17:21
Yeah. I mean, obviously, usually when they’re engaging with us, it’s very specifically around AI, but they’re usually looking for, in a promising way, better ways to deliver on health equity using AI. So I’m getting a lot of inquiries around, hey, we want to, for example, improve access to clinical trials. We want to include make sure more people are getting the treatments that they really deserve. And in the past, there’s such a the the clinicians are so burdened with a huge administrative load and so much clinical load that they haven’t been able to really spend the time to do those things. And so where, you know, AI agents can come in and support those functions and ensure that everybody’s getting the communication, the access, the opportunities, and removing that load from their workflows that’s essentially using AI to deliver on this third item that you just mentioned, and ensure that they don’t miss important people within their patient panel, for example. So, yeah, very, very interesting. Thank you. John, all right, I think we have another poll here that we wanted to take a look at and just get some some questions for you, from you, from you know, the audience participation. So we want to understand why. Oh, whoops, this is a an earlier question. Sorry, I hit wrong one there. Let’s see that’s gonna be, that’s,
Speaker 2 18:54
that’s the last one. Rebecca, I think that’s the last one.
Speaker 1 18:59
There we go. This one. Um, one. How would you describe your experience working with IDNs? This is the one that we wanted to cover, right? So we have, you know not. Oh, go ahead.
Speaker 2 19:16
Well, I was gonna say if it’s okay, good. So we can say if you’re having problems, pulling it up, I could just address it, but great,
Speaker 1 19:23
yeah, can you walk us through this? All right? Thanks, everyone.
Speaker 2 19:29
Yeah, so novice, it’s your first role, familiar, one to five years, and that’s either at a marketing standpoint or account management competence. Six to 10 years expert, 11 or more years direct experience. And then Sensei, which is you’re sitting there tapping your fingers on your desk and thinking I should be leading this webinar. So
Unknown Speaker 19:50
I’ll bring you into my next one.
Unknown Speaker 19:54
Which of these is best describes where you are?
Speaker 1 19:59
Yeah. Great. Okay, all right, do we have? Okay, we look like we got some good participation. Let’s see if, oh, it’s
Speaker 2 20:16
folks. Put down your smartphones, turn off the TV, click one button,
Unknown Speaker 20:24
yeah. All right. Did we get it turn off the TV?
Speaker 1 20:38
Okay, all right, let me see, is it letting me I’m having a hard time displaying it the results in the meantime. Oh, there we go. All right,
Unknown Speaker 20:53
great. Okay, so we got one Sensei,
Speaker 1 20:56
yeah, excellent. Let us know who you are, so we can invite you on a couple of great experts. So yeah, definitely some familiarity here. Great. All right, let’s move
Speaker 2 21:10
on this. That’s a lot. It’s a good variation and not atypical, by the way, when talking to pharma audiences, usually you do see a mix from those who are new to it and who aren’t. So I want to make a couple of comments. And if we had more time, unfortunately, in a 45 minute webinar, we don’t have time to get into a lot of the details, but I wanted to just talk a little bit about, from a marketing perspective, things to be thinking about. You know, you’ve got this universe out there. I think definitive has something like 1000 ID ends where, where, at least what they’re calling IDNs. That’s not really a real number. Once you start looking at, well, where are the financial results? Where do they have that information? What do you really consider as an IDN? Now you’ve whittled it down to 600 and then pretty quickly, down to three or 400 IDNs that matter. But once you have this big group as a marketer, you want to, if you’re approaching this with Account Based Marketing, you’ve got to think about clusters of ideas, and we do that through archetyping. Not a unfamiliar concept, probably to a lot of folks on this call. And we had four of these archetypes, and really a fifth, which we considered national. And there are reasons that we don’t have time to get into today, but generally where the archetyping model doesn’t work so well for those large national IDNs. And I’ll tell you, primarily, it’s because you really have to understand the groups or sub networks and archetype those those organizations, rather than looking at the whole so starting with archetyping, and then getting into segmentation and understanding the issues around segmentation, what kind of where’s your product In the life cycle? What category is your product? What is the delivery mechanism for your product? Is it a Part D or Part B product for Medicare? And there’s a long list of things but that you need to consider when you’re doing your segmentation, and then finally, being able to tailor your messaging, not only by therapeutic area, but you have various different types of customers within these organizations, contacts. So your message to a pharmacy director, for instance, might be very, very different if you’re talking to somebody, say on the medical side, say a chief medical officer. So that’s the basic process. And then if you advance one more slide, you can see kind of how we’re thinking about this. And again, this is really, really basic on how we’re able to talk about this in a webinar. But if you think about it, it ranges along a spectrum from Advanced Systems, which typically have a payer arm, think of like a Kaiser or an inner mountain with over a million people in select Health and then strategic systems that are the ones that you think of that are most advanced, but maybe they don’t have that other component of a payer and emergent. Those are the ones that are vertically integrated. They’re getting better with their technology. They’re getting better at their integration, but they’re not quite there yet, and then the traditional idea, and so old school ones that haven’t kind of woken up to the 21st Century and and they’re made they’ve got very fragmented integration, very few care models beyond hospitals and physicians. So there’s sort of a basic way of thinking about it. I
Speaker 3 24:53
Yeah, another one in the itch and this one.
Speaker 1 25:04
You, John, can you hear me? Okay? I think your connection broke up. Yes. Can Hear me, okay, yeah, we lost your connection there for a moment. So if you could repeat maybe that last phrase that that would be very helpful,
Speaker 2 25:19
just saying that this is a very basic way of looking at archetypes. We obviously go into this much more detail when we’re working with clients, but I the last thing I said was it’s a good time for the final poll question. Oh, got it.
Unknown Speaker 25:40
A strategy.
Speaker 1 25:51
Well, we’re having trouble with your connection right now. I think a few people have commented in the questions. So
Speaker 2 26:01
can I talk to them? Then Rebecca, yeah, and then you can you before you go on to the next one. So that the the question was, why do pharma IDN partnerships fail? And this is getting into engagement. And so the questions really done. It could have just been a slide, but I’m going to talk about these briefly before we get into the next slide. First, it’s the lack of management support, and I see that on both sides. So it’s either management support on the pharma side for investing in these kinds of partnerships, or support on the IDN side, where they say we really don’t have any desire to be working with pharma in any way, and that’s being driven from the top down. And a lot of the rest of these that I have on my list, lack of shared agreement on objectives and outcomes, having unclear expectations, poor communications, lack of follow through lack of resources or lack of expertise, some other ones, the project or the program disrupted clinician workflow. I know, Rebecca, you’re going to be talking about that in a minute, but you’d be surprised at how many pharma folks come up with ideas to work with IDNs, and they say, Look, if we were to do this, it would completely mess up our workflow, and it’s going to cost us more time and money to implement this program. And then finally, the cut last couple project was too difficult or took too much time to implement, and or patient outcomes were really difficult to measure. That’s for certain kinds of partnerships. The reason why I grouped all of those in that way is I think of those as more on the IDN side. Sure, there’s there are things that pharma can influence, but if you tee up the next slide, you’ll see the areas where I see Pharma has the most control and and yet, at the same time where pharma often stumbles, and the first which is kind of related to not having executive management support, that’s having a misalignment across your commercial, your medical and your market access teams, and that could be, you know, a misalignment of knowledge, So the market access team knows everything that’s going on, but maybe the commercial team doesn’t quite understand the IDN world, and you’re getting a lot of pushback there, or basic buy in. Or what about the goals of the organization? So the goals of your medical team inside pharma, the goals of your medical team might be very, very different than, let’s say what the account manager wants to accomplish, or what the brand team wants to accomplish. And so this, I think, is probably the biggest problem that pharma faces, and it’s all internal. And I didn’t say it was easy to fix, but it’s fixable. The second area is difficulty defining success, and related to that, is ROI, and I’ll take the second part of this bullet. First, I see a lot of unrealistic expectations around return on investment, wanting to be able to quantify the effects of working with an idea. And in the same way that you do some sort of 80 test on a marketing program. It just doesn’t work that way. And it’s and the time horizons are much, much longer. And so what I’ve seen happen time and again is an executive team comes in, you have this new initiative, this new IDN initiative, and a year goes by, 18 months go by. There’s some shuffling, and people say, Well, we didn’t see any any kind of return on this, and there’s a whole new team that comes in with a whole bunch of new objectives because they didn’t provide for a long enough time horizon. But I think what, what really comes before that is ask yourself, how do you define success? How do you define a win? How do you. Define that with your customer. And in fact, we just got off a project working on this specific issue and just getting to the right definition that everybody could agree on in the organization was like a month long process, I kid you not. And so, but at least in this situation, this organization cared enough to understand, Okay, well, how are we going to define success, right? Instead of just going headlong into the IDN space? Third, I think, and this is particularly true of marketers who get a good idea and they want to implement that in within the IDN space, and they don’t think about, well, really, how does this look from the customer’s perspective, and is there enough impact for all of the effort that goes into this program? And I think that marketers in particular, often overestimate that, which kind of gets us back to the study, why we’re going in for part three, to really measure quantitatively all of these different tactics. I think we have something like 30 tactics that we’re measuring to be able to give marketers better information on the kinds of tactics that work. And then finally, there’s this notion of in marketing, this one size fits all. Now, good marketers understand Precision Marketing, understand permission marketing, understand how to cluster based on personas and everything else. But for some reason in the IDM space, at least for some for some companies, they think of it like, Oh, this is our program, and our program is around diabetes, or our program is around behavioral health or depression or whatever that is, and they’re trying to implement the same program that they’re trying to implement. It’s a an inner mountain with, you know, we’re in Scottsdale or Phoenix with honor health down the street, well, honor health, or even Banner Health, also in Phoenix. It’s very, very different the way that they’re going to respond, the way that they’re going to want to execute a partnership, or any kind of patient driven program. So you have to be thinking about these different engagement models, which brings us back to the archetypes. So these are the things I think that not only are we pointing out in our study, but we’re pointing out solutions and giving solutions to these issues for our pharma audience.
Speaker 1 32:33
Yeah, and I’m sure that that’s going to be a lot of really useful information for this audience. So let’s talk about you know what you’re seeing that is working. So we know what isn’t working, what’s stumbling. And then let’s talk a little bit about what is working.
Speaker 2 32:47
Yeah. And if this slide were drawn differently, it might be some sort of a spectrum from easiest to implement to most difficult to implement. But if you’ll notice on the left, the quintuple aim. So an evolution of the triple aim, where we’ve added in joy in work or care team well being, and we’ve added in health equity as being a fifth aim. What I advise people is, when you’re thinking about these programs, hold this up to the quintuple aim and ask yourself, how many checks can you have for wins on the IDN side, for wins on the patient side, and then, of course, for wins on the pharma side, and things like patient support programs or co pay support programs? They if you hold it up to this model, they check a lot of boxes, and that’s why they’re so popular, right? And patients get, they get discounts on their drugs. There’s better access. You can target people who wouldn’t otherwise have access, and we can just kind of go around improve patient experience. You can focus on populations, and so they’re really, really good from that standpoint. But back to this list. So the way that I think about it, patient support programs and clinician education, or patient education are some of the easiest and highest impact things that you can do. But as you move down the list here, once you get into pop health partnerships, real world evidence, actual value based agreements, they can have the biggest impact overall, But they’re very challenging to implement, and you really, really,
Speaker 2 34:44
do the kinds of much, much compliance and adherence and kind of your world,
Speaker 1 34:52
John, we got your connection broke there again. Can you repeat that one more time for folks?
Speaker 2 34:59
Yeah. Uh, just saying that. This is a good segue, Rebecca to get into copilot and some of the things that botco AI is doing.
Speaker 1 35:07
Oh, got it. Thank you. All right, um, well, you know, one of the things that we have noticed, I love this, this chart that you’re using for us to measure everything that we’re doing, is like, how many of these boxes can we check at once? Right? And I think that’s where the beauty of, you know, of course, you know, I come from an AI space, and so I like to think of everything as solvable through AI, which is not, you know, some of the topics that you discuss, especially around organizational alignment that has to happen in a room between, you know, management and leadership and these organizations, right? We can never overcome that particular initial kind of root cause that you were talking about. But once that alignment exists, and there’s a common goal that has been established in a measure of success that everybody can agree upon, what you’re talking about here is really, really perfect in terms of being able to use AI, and this, these, those is exactly the places where we’re getting a lot of requests. So we’re getting a lot of inquiries around, you know, how can we use AI to improve patient engagement, product, education and access? People have a lot of questions. You know, we’re even seeing a lot of inquiries around in the vaccination space, which has been in the news, something that we all thought was a done deal that nobody would really be worried about. You know, I remember I vaccinated my kids, no questions asked. But that’s not the case anymore, and so we need to go back to a lot of these things that we thought were already addressed and make sure we’re providing our our communities with the answers to those questions and empowering our providers, our clinicians that are working with us to be able to offer their patients the tools to make those decisions. You know, as you’re introducing new drugs, new prescriptions into the market, your physicians are going to be needing this. One of the things that we’ve learned is that a lot of physicians, maybe in the past, worked independently, but in the IDN space, they all need to collaborate and be on the same page. So if there’s going to be a standard of care that that IDN network agrees to for a certain disease site, then you’re not just selling to the one doctor. You have to get all of them to agree that that’s the standard of care that they’re going to implement within their system. And so you you need to be able to answer their questions, overcome any concerns that they might have about introducing a new drug or a new treatment. Otherwise, they’re just going to keep using what they were accustomed to, because that’s what you know their their muscle memory is going to tell them to do another place where we’re seeing a lot of opportunity and just a lot of new requests, is around copilots for reps, and this is really being driven because of the need for compliance. And there’s so much complexity around how we talk about medications and drugs and all the different interactions that it’s difficult to train people on all those levels of complexity. So these copilots can be extremely helpful in making sure that your reps are not falling out of compliance, whether they’re in the physicians offices or they’re handling these inquiries over the phone or in any other digital format. We talked a little bit about patient support as well. You know, one of the projects that I’m the most proud of is the patient support agent that botco ai created for the ALS Association. And just that’s just one example of many. We’re doing a lot now in the oncology space as well, because these are categories that drive a lot of concerns for the patients and the physicians and the clinicians that are using those prescriptions. And so it’s very important that we let people know right away they have a place where they can get those questions answered. And then, of course, everybody here on the phone, and that’s a marketer on the webinar today, always has to deal with compliance and the age old adverse event issue. I know a lot of us in pharma are turning off comments on our Facebook or, you know, all of our different social media channels, or we’re closing off channels of communication because we’re concerned about having to deal with adverse event notices, where somebody maybe talks about an adverse event, and now you’ve created this whole workflow. One of the beauties of what we can provide within these agents is the ability to automate that entire process. So at any point, if your patient starts talking about an adverse event, that’s okay. We can, we can handle it. It’s going to be dealt with just as it would have been on paper, but in a much faster and more automated way, and fully compliant, without any of them falling through the cracks. And then, of course, the last one, and this is a newer one, John, and it’s really speaks to a lot of what the work you do. Do is market intelligence. We understand that there’s a huge amount of market data, more than ever before that our marketers are dealing with, and sometimes it’s not very consumable, and so being able to use agents to help us consume and digest and extract the most important and meaningful pieces of information that we can make decisions on becomes very important, because we don’t have years. You know, sometimes we’re dealing with important disease categories or timelines that are very short, and so the faster we can understand, you know, the key nuggets and the key takeaways, the better. So, you know, maybe we should make sure we have, when your study gets published, we’ll make sure to produce an agent so people can consume it using an AI service. How about that? And just to give you a couple of examples, this is actually one of our patient support agents that we’re working with at the University of California Health System in the oncology the gynecological oncology group, but their clinic clinical staff was getting overwhelmed by questions for from their patients that were dealing with things like skin irritations or feeling nauseated after a chemo treatment. These are very common concerns, so of course, we want them to be able to call their clinic clinician, but sometimes the clinician may take three or four days to get back to them, and that’s too long. And so, you know, these are ways that those medication related concerns can be handled immediately. And then, of course, if somebody has a concern that needs to be escalated, those can be handled as well. So it’s not as if we’re trying to remove the opportunity to speak with the clinician, but what we’re trying to do is make sure that you have those immediate resources that are medication specific around the treatments that might be in progress at any given point in time within the IDN patient panel. And then finally, you know, you know, I talked a little bit about the adverse event, the number one thing that everybody always asks is, if in the chat bot, somebody mentions an adverse event, what do we do? And, you know, we have mechanisms for detecting and then scoring these adverse events. We can also detect product quality issues that might have been brought up. We automate reports and provide our customers with dashboards so that your compliance team is happy they get all the data they want and you’re not having to pause programs or hold back on important communication interaction channels because of the adverse event issue. So this is something that we’ve built and incorporated into our dashboard specifically to deal and handle with that. So, you know, right before we wrap, I know we’re getting close on time, I wanted to give our audience a chance to ask any final questions before we sign off. There’s a lot of really great content here that you’re going to be able to get from the roadmap itself. So I’m showing you the QR code that you can scan here today, as the Darwin group releases the study, you’ll get those updates. John, is there anything else? When should people expect to be able to see the next update from you and from your organization?
Speaker 3 43:18
Well, it was earlier. Just email J Darwin,
Speaker 2 43:31
reach.com if you need to reach me. Release the first part is going to be available soon, which deals with the trends. Remainder of it will be available by the end of the summer.
Speaker 1 43:44
Oh, fantastic. Okay, so scan this. You’ll get the first part at the end of the summer. And then he also gave his email JM at Darwin group, right.com
Speaker 2 43:56
Darwin Research, Darwin Research, Darwin Research,
Speaker 1 44:01
okay, okay, perfect. And then, so I’ll give everybody a chance to scan this. And then, from our standpoint, if you’re interested in talking a little bit more about how you might be able to consider using AI capabilities within your idea and engagement efforts. We have extensive experience here at Baco AI helping pharmaceutical companies do exactly this. We have a proven track record, and we even have studies underway right now in the various academic medical centers that are going to be releasing studies in 2026 on how exactly AI has helped improve outcomes. So we took your advice, John, and made sure that you know we had, we understood the end in mind, and that we even had the ability to measure and track exactly the impact that AI is making in these various initiatives that are underway. So we we’re very excited to partner with some of our. Are the ideas we work with on making sure that that is happening as well. So feel free to schedule a consultation. You know, we’re always interested in hearing what you might be working on, what concerns or challenges you might be facing, specifically so that we can help address those so with that, I wanted to thank everybody for joining us here today. Thank you so much for your time. If you were not able to join live, or if one of your colleagues would like to also review this content, we’re going to be sending you the recording. I know there were a couple of areas where there was some glitchiness, so we might have to do a part two, John and give people an update, maybe at the end of the summer, when you’re the next part of the study comes out. All right, everyone, thank you so much for your time, and we will speak with you soon, and have a wonderful start to your summer. Take care. Thank you, John for joining. Thanks, everybody. All right. Everyone. Thanks. Thanks for bye. Bye, bye.