BH Iqvia Event 2022

IQVIA ANNUAL CONFERENCE 2022
Bosnia and Herzegovina
Sarajevo, 2nd June 2022
© 2020. All rights reserved. IQVIA® is a registered trademark of IQVIA Inc. in the United States, the European Union, and various other countries.
Agenda
Agenda
• 12:00 - 12:05 Welcome and Introduction
Jasmina Efendić, Country Commercial Lead, Bosnia and Herzegovina
Paradigm change in healthcare approach

• 12:05 - 12:25 Why Digital Health transformation is important from patient and payer perspective (Online)
Michal Pilkiewicz, General Manager Adriatic’s, Baltic’s and Ukraine
• 12:25 - 12:45 Patient in Focus – Improving the patient journey and disease awareness
Alexandra Cieplinska, Consultant, IQVIA Commercial Consulting, CEE
• 12:45 - 13:00 Patient Support Programs – Response to unmet needs of the patients
Jasmina Efendić, Country Commercial Lead, Bosnia and Herzegovina
• 13:00 – 13:30 Lunch break
Trends and perspectives - Data driven insights

• 13:30 – 13:45 Global and EE perspective – key trends impacting payer, manufacturers and distributors strategies (Online)
Michal Pilkiewicz, General Manager Adriatic’s, Baltic’s and Ukraine
• 13:45 – 14:00 Pharma Market dynamics and outlook for Bosnia and Herzegovina
Adnan Arnautović, Information Offerings Manager, Bosnia and Herzegovina
• 14:00 – 14:15 Future of Information Offerings - Intelligence vs Analytics
Igor Lerman, Associate Director Offering & Supplier Services ADR & BLT
• 14:15 – 14:30 Awards
Good buy drinks (Sky bar)
IQVIA Annual Conference 2022 B&H, June 2022 2

Why Digital Health transformation
is important from patient and payer
perspective
Support for governments, academic,
hospitals, health care providers
Michał Pilkiewicz | General Manager Ukraine, Adriatic & Baltic IQVIA
June 2022
01 | Digital
transformation
4
ABOUT IQVIA
IQVIA offers broad range of services across all the entire

healthcare eco-system – powered by IQVIA CORE
About IQVIA Information offering
Clinical Trials
Clinical trial design, Virtual trials, site Sell-in, Sell-out, OneKey, Channel
enrollment, Patient Recruitment dynamics, Xponent
AI/ML powered
Technology platforms transformative technology
OCE CRM platform, Virtual meetings, BI, Real World Evidence
E360, Artificial Intelligence, Linguamatics Patient / disease registries, epidemiology,
NLP, genomics, compliance & persistence analysis, line of
treatments,
Strategic consulting Domain expertise with Payers & Governments

Due diligence, M&A, supply integrity, unparallel data Data backbone, DRG setup, PLICS costing
portfolio strategy, market access, geo systems, HIS systems, E360 Analytical Platform,
expansion, e-health / digital health, e- CTMS Clinical Trials Management systems,
commerce, RWD consulting, other HealthPlug
Commercial effectiveness Market research

Segmentation, targeting, salesforce sizing, Patient treatment pathway, re-call tests, public & patient
multichanlel marketing, REP effectiveness opinion / satisfaction, brand awareness, KOL interviews,
focus groups, other Primary Market Research
Source: IQVIA 2022. All Rights Reserved. AI / ML = Artificial Intelligence & Machine Learning; NLP = Neuro-linguistic programming 5
IQVIA Annual Conference 2022 B&H, June 2022
A Digital Health system promises a multitude of opportunities
Demography challenges, Health Care system cost pressure, personal medicine & technology
changes will be one of the main drivers for Digital Health transformation
Evidence Gathering Use of Information Cost-efficiencies Enabling innovation Improving outcomes
Mature countries have Digitally mature countries Digitisation leads to greater Rich and clean data sets A digitised health system
sophisticated patient data have the infrastructure and understanding of the enable advanced analytics allows for early-warning
collection and consistent governance to act on rational use of medicines. projects to drive systems for infectious and
standards which can drive population-level data Europe has cutting edge automation and value chronic diseases, allowing
RWE, accelerate clinical networks, enabling HTAs and Biosimilar creation such as use of AI for earlier interventions and
development and support evidence-based guidance uptake, but these vary and telehealth better outcomes
decentralised trials and population health across nations
agreements

IQVIA Why Digital Health transformation is important | June 2022 For internal use only, do not share any slides outside & publicly without IQVIA written consent
Health Care systems are on a path of increasing digital maturation
Transformation is strongly supported in EU by Resilience and Recovery, EU4Health, Horizon Europe
and Digital Europe founds
Build
• Build infrastructure to allow capture of
sophisticated data at scale
Connect • National genomics initiatives linked to
EHR to enable personalised medicine
• Ensure data follows universal
standards
Regulate
• Data handlers allow interoperability
Capture between ecosystems and data types
• Enact laws to safeguard patient data
• Policies to introduce a common EHR
• Set up bodies to moderate and
• Capture data from institutions
enforce policy
• Data use primarily to meet reporting Use
• Flexibility to allow innovation and
requirements
responsible use
• High proportion of collection from • Provide access to stakeholders to use and
manual and batch processes make informed decisions
• Enables abstraction e.g. through advanced
analytics and telehealth
• Improve patient outcomes and introduce
efficiencies
Tech disruption
Tech companies have the capabilities to gather, organise and analyse individual health data using consumer devices. This has the potential to leapfrog
maturity stages if public infrastructure is not sufficiently developed. However, they cannot fully replace a fully digitised national health system.

HOW IQVIA CAN SUPPORT DIGITAL HEALTH TRANSFORMATION
The Recovery and Resilience package has an overall budget of 672.6 billion
euro, 312.6 of which are in the form of grants to be implemented by 2026
Recovery and resilience will have significant impact on Health Care budgets and developments.
Some of the found can be transferred to non-EU countries
Overall budget 672,5 [bnEUR] Country specific budgets Main elements of the agreement
Maximum possible grant
Country
allocation [bnEUR]
Grants
Bulgaria 6.3
Czechia 7.1
Estonia 1.0
Greece 17.8
Croatia 6.3
312.6
360.0 Latvia 2.0
Lithuania 2.2
Hungary 7.2
Poland 23.9
Romania 14.2
Loans Slovakia 6.2
Slovenia 1.8
Other EU-wide programmes: (1) EU4Health (10.4bn) (2) Horizon Europe (100bn) (3) Digital Europe (8.2bn)
Source: European Commission; Each country plan must include a minimum of 37% of the funding going toward climate investments and reforms with another 20% going to foster digital transition
8
It is getting harder to make the right decisions in healthcare as all

existing systems are not connected and data is not standardized
More information. More technology. More stakeholders. Less intelligence.
Patient-generated data Info management Governments

Physicians
Pricing and market access insights
Patient journeys
Consumption data Discharge notes
Lab/Biomarker data Analytic platforms
Patients Real World insights Claims data

Social Media data
Advocacy groups
Reference data
CRMs
KOLs AI capabilities Chart review data
Imaging data
Launch and brand insights Caregivers Clinical insights
Digital health Nurses
Prescription data Trial data Behavioral data
Genomic data Promotional insights
Hospitals
Payers Survey panels
Scientific Services Patient services
Consulting
Patient engagement insights Case notes Managed care data
EMR data
Source: IQVIA 2022. All Rights Reserved. 9
IQVIA has broad experience, ready to use solutions, case studies,

know-how and benchmarks to implement intelligent connections
Introduction of IQVIA Connected Intelligence™ speed up transformation from E-Health to Digital Health
EMR data
Patient-generated data Claims data
Patient journeys
Behavioral data Trial data Launch and Advocacy group

brand insights
Clinical insights Physicians
Payers Claims data
AI capabilities
Pricing and market Scientific Patients
access insights services CRMs Consulting
Value demonstration Disease detection

Prescription data Wearables data
HCPs
Promotional Managed
Behavioral data
insights care data
Caregivers
Patient
Claims data
Consulting engagement
insights AI capabilities Patients
Real World insights Clinical insights EMR data

Behavioral data
Source: IQVIA 2022. All Rights Reserved.

Theraphy area insights Patient journey 10
Transformation from non-structured, non-integrated data & IT

solutions to Digital Health are based on 4 key strategic pillars
IQVIA can support governments in end-to-end service & consultancy for successful implementation
Digital healthcare
Digital healthcaretransformation
pillars 4 pillars
Digital strategy Legislative IT Systems

design basis infrastructure integration & analytic
• Identification of healthcare needs & • Introduction of electronic patient • Overall technical infrastructure • Interfaces between various systems &
requirements record and its role in healthcare databases
• Data Warehouse and Data Lake
• Definition of what the full spectrum of • Legal changes which describe rights • UIDs to ensure data matching
digital healthcare should include • Software backbone
& responsibilities and set the IT • Clarification of ownership &
(short- mid- and long-term) framework • Database definitions and standards responsibilities
• Definition of Data sources and • Data protection and data • Data encryption and anonymization • Skills and competencies development
outputs and analytics ownership rights • Peripheral tools/hardware (e.g. plastic • Training for end users and service
• Involvement of key strategic • Revision of existing legal texts to cards, readers, etc.) providers
stakeholders ensure compatibility/ consistency
• Design of the overall Digital roadmap
until 2030
While some initiatives are already in place, a successful implementation requires a comprehensive effort as
combination of all pillars, combined with information and educational campaigns to foster effective adaptation

HOW IQVIA CAN SUPPORT DIGITAL HEALTH TRANSFORMATION Examples – selection
from IQVIA PPG portfolio
Dedicated solutions and technology supporting health care

system digitalization, integration and cost optimization
IQVIA HC Data Backbone system with E360 analytical platform and Artificial Intelligence algorithms
Healthcare Data Backbone system E360 analytical platform AI / ML / NLP*
• IQVIA Healthcare Data Backbone solution to • IQVIA E360 analytical platform provides • IQVIA Artificial Intelligence / Machine Learning
government organizations aim to do digital analytical knowledge sharing and management application for healthcare supporting medical
transformation and systems integration capabilities across both clinical (e.g. EMR, event prediction, drive efficiency & improving
• The deployment and integration of this claims, etc) and genomic datasets to improve patient outcomes
technology result improved healthcare Real-World Data management and analysis • IQVIA Linguamatics NLP Insights Hubs provide
management, data driven disease decisions • Platform cover > 1 billion anonymized patients life sciences teams with rich, rapid insights
and interventions, improved overall population lives dataset available and feasibility for from disparate data sources
health supporting the analysis • 80%+ of biomedical data is unstructured text.
• IQVIA Healthcare Data Backbone is supported IQVIA Linguamatics NLP achieves 95% F-
by Artificial Intelligence with E360 Analytic scores.
system
Source: IQVIA 2022. All Rights Reserved. *AI = Artificial Intelligence; ML = Machine Learning; NLP = Neuro-linguistic programming 12
Dedicated systems for hospitals, National Health Founds

optimizing system costs and improving services for patients
IQVIA has broad experience and is one of market leaders in HIS, DRG and PLICS systems
Hospital systems using EMR data Diagnosis Related Group systems Patient Level Information Costing
• IQVIA Arcus air 2nd generation true cloud HIS • IQVIA Casemix 360 DRG (Diagnosis Related • IQVIA PLICS gather and analyze patient level
solution monitor the financial efficiency of Groups) system deliver DRG grouping logic information with reporting dashboards
clinical decisions and DRG tariffs • Fast, automated and proven, applying
• Implement monthly budgetary statements and • Classify various diagnoses for inpatient hospital statistical analytical methods to answer the “so
service line analysis reports stays into groups and subgroups so that payers what?”
• Understand profitability of different services can accurately finance the healthcare sector • De-compose each patient bill for each
provided, possibility to drill down into details of • Ensure that reimbursements reflect the role hospitalization, gaining understanding of costs
activity by individuals which a hospital’s case mix (i.e., the type of per resource groups and utilization across the
patients the hospitals treats) plays in stay
determining healthcare costs and resources • Utilization of clinical and support staff
needed to treat patients.
DRG Full
DRG
grouping DRG
tariffs
logic system

Patient Registry, Real World Data (RWE) and Genomic Hub

helping to improve patient access to innovation
IQVIA is global leader in clinical trials, patient registries systems development & RWD analytic
Patient Registry implementation Real-World Data analytic Genomic & Precision Medicine
• Developed and reach Patient Registries • Real-world data (RWD) from Patient Registry • IQVIA & Genomic England collaboration to
support Academic publications, cross- can be use for virtual trials enable Real-World clinical-genomics research
countries co-operation and benchmarking, • As clinical trials are becoming more and more and trials in Life Sciences
improve local health care standards, support specialized access to good RWD data are key • Genomic registries
RWD and Clinical Trials development for studies design and preparation • Access to global genomic data
• Integrated Patient Registry allowing: • Generation of pathology and sequencing
• Pharma companies and Academic are
data for Oncology
• Facilitate Quality Improvement (QI) Initiatives interested to develop RWD studies using multi • Trial matching solution
• Support MIPS Participation (Merit-based country sources • Linking datasets for cohort construction
Incentive Payment System (MIPS) • RWD studies are door opener for local clinical • Ultra Rare Disease Early Phase Pilots
• Provide Tailored QI Feedback trials • Sequence bio samples (full sequencing
• Track Operational Metrics solutions available via )
• RWD studies can do retrospective analysis and
• Understand and Investigate Data Quality • Privacy Analytics & De-ID
implement pay per performance reimbursement
• Query and Analyze Data with Unfettered • Safely host and store data
methods for expensive new therapies • Link with clinical data
Access
• IQVIA can help with RWD studies strategy
development

Cancer Data Network, Healthplug Care Management and Clinical

Trial Management system can be integrated with existing systems
IQVIA analytic and dedicated applications support hospital care management
IQVIA Cancer Data Network Healthplug Care Management Clinical Trial Management Systems
• The Cancer Data Network enables • Intelligent, workflow driven hospital care • IQVIA CentraXX is patient-centric platform that
organizations to improve outcomes for management solutions enabling patient provides access to clinically relevant data to
overcome limitations of traditional hospital
NHS cancer patients across the UK care improvement
information systems and brings together data
• Public – private partnership DATA- • Doctor & nurses clinical collaboration from clinical treatment and medical research
CAN project with • Tele consultancy tool
• CentraXX platform allow hospitals, research
• Nursing care tool organizations and biotech companies to
• Clinical surveillance tools effectively create and maintain structured data
• DATA-CAN improve access to cancer • Patient Engagement & patient apps assets for all clinical stakeholders
data for research, standardize health • Home care solution • Kairos team has deep expertise in biobanking,
data, support use of real-time cancer • Virtual Care for remote care platforms integration and clinical trial
data for patient care benchmarking • Care Audit management systems (CTMS)
and clinical trials • Disease Registries

IQVIA White Paper report “Switching On the Lights –
Benchmarking digital health systems across EMEA”
Healthcare system digital maturity accelerates, but not all countries develop at the same pace
5 EMEA Digital Health System Maturity Score
The impact of a digitally mature nation
A country’s overall rating is constructed from 12 elements* and
scored against peers from 1 to 5
Denmark • Evidence gathering: Mature countries have sophisticated

patient data collection and consistent standards which can
4 England Sweden drive RWE, accelerate clinical development and support
Estonia
decentralised trials
Germany • Use of information: Digitally mature countries have the

Israel infrastructure and governance to act on population-level
Austria
Lithuania France data networks, enabling evidence-based guidance and
3 Spain
Italy
Netherlands Switzerland population health agreements
Poland Belgium
Kazakhstan Russia UAE
Hungary • Drive cost-savings: Digitisation leads to greater
Ukraine Slovenia
Ireland understanding of the rational use of medicines. Europe has
Latvia
South Africa
Turkey Romania cutting edge HTAs and Biosimilar uptake but these vary
Saudi Arabia
Bulgaria across nations
2 Albania 5 – Sophisticated at a national scale
India Czechia
Croatia
4 – Regional maturity and scaling • Enabling innovation: Rich and clean data sets enable
Greece
Egypt 3 – Developing rapidly with potential advanced analytics projects to drive automation and value
N. Macedonia 2 – Underdeveloped and challenged creation such as use of AI and telehealth
Morocco Bosnia Serbia
1 – Very little digital progress
Western Europe Central & Eastern Europe Middle East & Africa Asia Trendline • Improving outcomes: A digitised health system allows for
1 early-warning systems for infectious and chronic diseases,
0 10 20 30 40 50 60 70 80 90 allowing for earlier interventions and better outcomes
GDP per Capita (Thousands of USD, 2020)

16
What would a maximum scoring country look like in Digital Health
maturity?
B&H having low starting point can benefit a lot from more advanced countries to avoid mistakes,
implement best practices, optimize investment level, transfer competencies and know-how
Targeted
policies
Specific funding Strong data
protection
Telehealth
systems
Focused • No country in EMEA has reached the full
institutions
potential of a digitised health system.
• Many countries have made progress in
certain areas and could be an inspiration
Big AI Connected to others.
usage systems
• Digital transformation doesn’t have to
stop at a country’s borders – multinational
cooperation is possible.
Data use for Advanced Omics • Private-public initiatives are another way
purpose for cross-border cooperation to occur.
DCTs Common formats

National EHRs
02 | Case studies of
digital health solutions
in practice
18
DIGITAL HEALTH IMPLEMENTATION CASE STUDY
Helping diagnosing early onset diseases for insurance providers

leads to savings on both the patient and insurance payer side
Finding undiagnosed patients
Scope of support Key predictors for the prediction model

• Developed a model for predicting Cerebrovascular disease,
Ischemic Heart Disease, Cardiovascular
• A model for recognizing the patient groups at risk of
prediabetes in Czechia
• Early detection of these diseases can reduce the future price
burden for both individuals and health insurance providers
Comments
• Japanese model uses more than 5,000 variables as predictors
from preceding 2 years
• Diabetes, if detected in its early stages, can be reversed by
lifestyle adjustments, improving both health of the patient and
the costs for both the patient and the insurer
Patients without XX (negative cohort) Lookback Index Follow-up

period period
date
Patients with XX (positive cohort)
XX Event: diagnosis, prescription, procedure, test results

We are capable of providing insights based on detailed patient

level care journey information and thus increase access to care
Improving patient access to oncology treatment
Scope of support Selected examples

• Using highly granular longitudinal data, IQVIA is able to
provide insights into contact and care surrounding patient care
pathway
• Combining data analysis and on-the-ground insights to build
highly accurate scenario models
Comments
• Example:
❑ IQVIA has analyzed the inequities of access that exist
to patients receiving care for secondary Breast Cancer
by the Christie NHS FT
❑ Discovered that 17% of patients are seen by 2 or more
trusts before receiving care from the Christie team
❑ In Bolton only 2/3s of patients reach Christie Care
Example screen shot of the interactive output supplied to a client and the Christie Hospital to show the
predominant referral sources and referral routes taken by patients to the Christie Hospital’s best in class service.

DATA-CAN UK is one of 7 digital innovation hubs funded by the

Industrial Strategy Fund
DATA-CAN public – private partnership improve access to cancer data for research, standardize
health data, support use of real-time cancer data for patient care benchmarking and clinical trials
Scope of support Overview DATA-CAN oncology network
Aim of the project is to make high quality oncology health data
more accessible for cancer researchers and health professionals, DATA-CAN
to help improve cancer services and patient outcomes:
✓ Understand patient population in the context of cancer characteristics
using multiple data sets
✓ Identify trends in treatment use and see how new treatments are
being adopted
✓ Gain insight into opportunities for operational efficiencies and quality
improvement based on near real time data
✓ Highlight missing data to improve data completeness and drive
improvements in data quality
Comments
• DATA-CAN is one of the health data research hubs in the
UK. DATA-CAN is the only hub that is solely focused on
cancer. Improve access Make health data Support use of
• DATA-CAN public – private partnership integrate multiple
oncology data sets, improve data completeness, identify to cancer data for more usable for real-time
trends in treatment, improve operational efficiencies and research research cancer data
patient care

Skin cancer registry: ADOREG is a joint effort of the German

Dermatologic Cooperaticve Oncology Group (DeCOG)* and IQVIA
Skin cancer patient registry - Germany
Scope of support Map of German member centers

• Structured access to centers through an established network
• Development of standardized documentation software Reports & Analytic examples
• High quality data sets through continuous quality assurance
• Established data protection and data security concept
• Regular training of sites and personnel
• Support hotline
Comments
• Over 5,000 patients in the network
• 48 sites in Germany
2% 38% 60%
Private Practice Hospital University Hospital

In IQVIA we developed & implemented many AI algorithms across
a wide range of clinical areas
Implemented AI algorithms show promise in improving the precision of medical event prediction
• Small-cell carcinoma
Hepatology • Metastatic castration
Genetic • NASH resistant prostate Respiratory
• Hepatitis C cancer
• Genetic hypophosphatemia • Idiopathic pulmonary fibrosis
• Etc. • Severe asthma
• Hereditary angioedema
• Tuberous Sclerosis • Nontuberculous mycobacterial lung disease
• Rare kidney disease • Chronic cough
• Rare motor disorder • Chronic obstructive pulmonary disease
• Zellweger syndrome • Nontuberculous mycobacterial lung disease
• Alport syndrome
• Friedreich ataxia
• X-linked hypophosphatemia
•
•
•
Acid sphingomyelinase deficiency
Hemophilia
Arginase-1 deficiency
100+ •
Cardiovascular
Heart failure
AI algorithms • Coronary artery disease
• Peripheral artery disease
Autoimmune for medical event • Atrial fibrillation
• Lupus • Idiopathic pulmonary arterial hypertension
•
•
Primary biliary cirrhosis
Rheumatoid arthritis
prediction • Venous thromboembolism
• Type 1 Diabetes
• Type 2 Diabetes
• Eosinophilic granulomatosis
with polyangiitis
Neurological Miscellaneous/Other
• Tardive dyskinesia • Exocrine pancreatic insufficiency
• Primary periodic paralysis • Amyloidosis
• Multiple sclerosis • Age-related macular degeneration
• Cluster headaches Gynecology • Schizophrenia
• Migraine • Endometriosis
• Parkinson’s disease • Uterine fibrosis
• Induction of labour
• Pelvic inflammatory disease
23
DIGITAL HEALTH IMPLEMENTATION CASE STUDY In Latvia there are ~ 40 000 patients with Atrial Fibrillation.
Source: www.parsirdi.lv
Patients with Atrial Fibrillation early stroke risk detection

Case study helped to identify ~ 3000 patients with high risk of stroke and treatment gap; estimated
annual number of strokes decreased by 22% with significant system cost reduction $2-7M.
IMPLEMENTATION AND IMPACT
BACKGROUND
Atrial Fibrillation (AF) patients are five The risk of stroke for AF patients was predicted using EMR data including age, gender, and clinical risk
times more likely to have a stroke than factors (e.g. Congestive Heart Failure, Hypertension, Stroke/Transient Ischemic Attack, Diabetes,
non-AF patients, resulting in increased Vascular Disease).
rates of mortality, morbidity and disability. Predicted high risk patients were grouped into cohorts according to the type of potential care gap.
A provider organization with ~250,000 Their records were then reviewed by a pharmacist, selected patients were invited to clinics for in-person
patients was looking to design a program consultations and suitable patients were recommended change in therapy.
to improve the care management of AF
patients. Stratification Process Benefits
Health
~3K AF patients were identified with high The annual number of strokes was estimated
CHALLENGE risk of stroke to fall by 22% (114 fewer strokes) during the
IQVIA partnered with the provider implementation phase compared to the prior
organisation to reduce AF-related strokes Cohort Allocation for Clinical Review period
through identifying at-risk patients and COHORT 1: Not treated with
improving use of anti-coagulation therapy. anticoagulant
707 Financial
COHORT 2: Sub-optimally treated with This led to an estimated reduction in healthcare burden
The rate of AF was found to be 1647
Vit K antagonist anticoagulant amounting to an annual saving of ~$2m, up to ~$7m
significantly higher than the national when socio-economic factors were taken into
average. COHORT 3: Sub-optimally treated with consideration
non-Vit K antagonist anticoagulant
701

24
In Croatia there were 3.419 newly diagnosed patients with
Automated Screening for Early Signs Lung Cancer
Source: https://www.hzjz.hr/wp-content/uploads/2021/12/Bilten44_2019.pdf
of Lung Cancer and Closing Care Gaps

Case study show that AI algorithms supported doctors with X-rays checking resulting 5% of
additional biopsies with 58% of accuracy for malignant cases confirmation
IMPLEMENTATION AND IMPACT
BACKGROUND
• Radiologists occasionally identify
early signs of lung cancer in X-rays in
AI algorithms were
In 14 months 1212 radiology reports were
the form of lesions or nodules. These designed for high recall to reviewed, 64 biopsies were ordered and
are captured in radiology reports as ensure no results were 37 malignant cases were diagnosed
incidental findings. In a busy missed and were then
emergency room these can potentially
be missed due to urgent care reviewed by care Treatment costs for lung cancer are:
demands. coordinators • Average early stage, $27,753 yearly
• A US large health system wanted to • Complex late stage, $178,824 yearly
ensure these opportunities for care
are always followed up to improve
outcomes and reduce risk of litigation. Significant positive impact is seen in
patient outcomes from early treatment
PROPOSED SOLUTION and savings in treatment costs
• IQVIA Linguamatics NLP engine was
used to automatically screen every
radiology report, every night, across Workflow supports other types of cancer,
the whole health system colonoscopy and pap smear follow up

25
How IQVIA can support Digital Transformation implementation?
From data to expertise to innovative technologies, we connect intelligence to address any challenge
Consulting & Analytic Innovation Through Technology

• Consulting for Ministry Of Health – Innovative • Existing health care systems integration
reimbursed scheme review, National Consulting, Technologies under IQVIA Backbone to improve
Cancer Plan, Rare Disease Plan, patient Analytics & Designed for interoperability
out of pocket payment reduction • Implementation of analytical platform
• Analytic system efficiency vs. other
benchmarks Healthcare improving system cost, quality of health care
countries with best practices benchmarking Expertise services, access of patients to the doctors and
• Health Care budget spending optimization hospitals, unmeet needs management
and patient access to innovation • Country Health Cloud development for
improvement health population improvement
• Support in Digital Health Transformation Digital • Implementation of Artificial Intelligence
strategy and operational plans development
& implementation
Transformation algorithms, analytics & automation supporting
medical event prediction, improving efficiency
& patient outcomes
Therapy Area Expertise Therapy HC System improvement

Area
• Development of Therapeutical Programs Health Care • Implementation of DRG (Diagnostic Related
reducing mortality rates and improving Expertise & Groups) & PLICS (Patient Level Information
system
population health (compliance, persistence) Services Systems) improving data quality,
• Provide outsourced analytic services for Improvement optimizing hospital cost and decision
Ministry of Health and Ministry of Finance processes
• Therapy Area consultancy & trainings – • Development of Patient / Disease
now-how & education transfer Registries & Biobanks improving patient
treatment standards, development of virtual
trials and RWD analytic
26
Thank you!
Are you ready for Digital
Transformation?
Michał Pilkiewicz
General Manager Ukraine, Adriatic & Baltics, IQVIA
michal.pilkiewicz@iqvia.com
27
Patient in Focus –
Improving the Patient Journey
and Disease Awareness
Alexandra Cieplinska, Consultant, IQVIA
Patient in Focus:
General Context
of Patient Centricity
29
CONTEXT FOR PATIENT CENTRICITY
Increasingly varied and complex patient challenges create

significant unmet needs for industry to respond to…
Patient challenges are varied and complex – the industry needs to respond
EVERY PATIENT MATTERS RETENTION AND

The treatment landscape
ADHERENCE REMAIN A
is changing SIGNIFICANT UNMET NEED
Medication Adherence
Varies Widely by Disease
State
TIMELY PATIENT IDENTIFICATION Resulting in…

AND ACTIVATION IS CRITICAL $100 billion
Time spent receiving a diagnosis2
~4.8 years
7.3 physicians
~12 months
1. https://www.ncbi.nlm.nih.gov/pubmed/29228097
2. https://globalgenes.org/2014/03/06/accurate-diagnosis-of-rare-diseases-remains-difficult-despite-strong-physician-interest/
3. https://www.ncbi.nlm.nih.gov/pmc/articles/PMC5546831
4. https://www.mckinsey.com/industries/pharmaceuticals-and-medical-products/our-insights/improving-patient-adherence-through-data-driven-insights.
5. https://www.ncbi.nlm.nih.gov/pmc/articles/PMC5780689/pdf/bmjopen-2017-016982.pdf
Recent events introduced multiple new challenges for patients &

Pharma companies, both physical and psychological
SYMPTOMS
AND ATTACKS
Anxiety and
Isolation
uncertainty EMPLOYMENT &
SCHOOL ISSUES
DELIVERY
SELF INJECTION ISOLATION
ISSUES:
Financial Disruptions
ON DEMAND
Concerns ADMIN
ADMIN HCP to typical daily
RECOVERY TIME
life activities
SIDE-EFFECTS !
Conflict in
Ukraine NURSE
Loss of income
or insurance
DELIVERY
& STARTER KIT
coverage
Post COVID-19
health debt LAB TESTS AS NEEDED FOR
POORLY DOCUMENTED PATIENTS
Healthy behaviors
DID YOU
REMEMBER
TO RE-ORDER?
to manage stress,
Deferral of exercise and healthy
care from HCP eating interruption
Issues existed before but the recent event escalated and increased the challenge even further
Source: IQVIA
COVID-19 has also majorly contributed to accelerated transition

towards a more patient-centric mindset and approach
„Patient first“ model evolution
Historical Business Model New Business Model • Accelerated regulatory reform

HCP-centric Patient-centric towards a more patient centric
approach, e.g. decentralized
clinical trials
• Accelerated shift in reimbursement
Pharma company Payer Pharma company Payer & affordability, e.g. reimbursement
telehealth
• Accelerated stakeholder adoption
1 of more sophisticated digital health
HCP Patient tools, e.g. patient engagement
platforms
2
• Increase in HCP to patient
interactions through digital means
• Telehealth usage in the long-term
is expected to stay 10-20% higher
than its pre-COVID baseline
Patient HCP
Focus on promoting a product and Focus on improving outcomes and supporting patients either directly or
rewarding HCPs for high patient volumes indirectly via the HCP
Also often brand-centric approach Shift to disease-centric approach
Source: IQVIA
Patient centricity mindset is becoming increasingly hot topic and

becomes more a necessity than a nice to have
Healthcare market forces driving Patient Centricity
PATIENT ECONOMIC
• Personalized/ more complex therapies • Rising healthcare costs
• Comorbidities and lifestyle factors • Shift to value based
• Need for career support healthcare
• Behavior change required
REGULATORY COMPETITIVE
• Patient science • New competitors i.e. big tech
• Data privacy regulations • Increasing access to health data
TECHNOLOGY SOCIAL
• Connected patient • Evolving role of social
• Digital health ecosystem determinants in healthcare
Patient centricity is about not just gaining insights into the patient but meeting their needs
Source: IQVIA
Improving the Patient
Journey and Disease
Awareness
34
PATIENT JOURNEY
Patient pathways understanding is a key for improvement of

care, brand development or identification of digital opportunities
Why patient pathway?
Who and Potential How will Where & how Are we

Why?
what? behind? it change? to add value? winning?
The full patient Details about key Patient population Evolution of the Prioritized areas Measure progress
experience; role of stakeholders and outflows – patient journey where the brand against the
physicians, engaged from due to increasing team can help to prioritized
payers, nurses, throughout the demographics till role of digital and improve the objectives within
pharmacists, and journey, (non-)compliant COVID-triggered stakeholders the journey based
caregivers; their symptoms and patients healthcare and experience better, on SMART1 KPIs
needs and applied treatments economic while driving
decisions environment brand uptake
…while the right focus on pivotal therapy moments, level of details and KPIs are needed to balance
the workload to develop/maintain patient pathways and the value added for patients/ client
1) Specific, measurable, achievable, relevant, time-bound
Source: IQVIA
PATIENT JOURNEY
The basis for marketing decisions is based on a deep

understanding of the patient journey
How can you leverage patient journey?
Payer communication Leakage points prevention

• Prevalence, incidence & unmet need • Persistence
• Re-imbursement • Compliance
• Budget impact • Patient journey
• Outcomes studies & risk sharing • Co-morbidities/ co-prescriptions
Performance management Patient support programs /

• Promotional effectiveness clinical studies
• Forecasting • Real time compliance / adherence
• Split by indication • Disease detection
• Launch tracking & source of business • Country selection
• Co-prescriptions
Source: IQVIA
PATIENT JOURNEY
Although the patient journey might seem straightforward, it may

not be such in practice
Example from Pulmonary fibrosis (PF) patients’ journey - ILLUSTRATIVE -
Visit to a general Referral to

Visit to a GP
pulmonologist an expert center Multidisciplinary
team
Patient's first
Suspicion Confirmation
symptoms
of diagnosis of diagnosis
Confirmation
of treatment
Subjective & objective CT scan, Lung Diffusion
Functional tests, X-ray,
measurement Capacity, Spirometry,
HRCT scan
(functional tests) (biopsy, thoracotomy)
Renewal every
Hospitalization
Treatment 6 months
Open Qs
Could the patient have What is more important – Is the treatment in line
been diagnosed earlier? subjective/ objective criteria? How are referrals working? Waiting times? How is diagnosis made?
with guidelines?
How different patient phenotypes are treated?
Source: IQVIA, Qualitative interviews with specialized commissions, radiologists, patient organizations, patients; quantitative interviews with pulmonologists
PATIENT JOURNEY
Each component must be understood & met to be able to succeed

in the local market
Methodology overview: Data sources & Patient journey excellence framework followed
Patient Journey Excellence Framework components Integrated techniques used to

capture various analytical angles
1 Primary intelligence
Market landscape Treatment landscape Patient Journey • Quantitative research with HPCs
& patients
• Qualitative research with HCPs,
Market size Available treatment Patient path KOLs, patients and other relevant
stakeholders (focus groups, in-
Target population Specialty focus Barriers depth interviews)
Patient size treatment in patient path
journey 2 Secondary intelligence
excellence
Barrier assessment
framework HCPs profiles Referrals
matrix 3 Sell-in data analysis
Importance of HCPs at Barrier mitigations

different stages of disease options ✓ Tailored to the client:
✓ # of HCPs interviewed
✓ # of Patients interviewed
✓ Discussion guides
Robust and complete patient journey landscape ✓ PMR Questionnaires
Source: IQVIA
PATIENT JOURNEY
Afterwards, a large sized Patient Journey Map is built – all key

information on one page
Illustrative deliverables: Detailed patient map - ILLUSTRATIVE -
Diagnosis and qualification for Initiation of 1st line Switching within 1st therapy Initiation of 2nd line
1 2 3 4
the drug program of therapy (most recent medication) of therapy
STAGE
Support from
Frequency of tests Support from
SATISFACTI
relatives/friends at this
ON POINTS
Physician's Support from carried out stage of the therapy relatives/friends at this
individual relatives/friends at this Atmosphere at stage of the therapy
approach stage of the therapy the center
Support from
relatives/friends at this
Atmosphere at stage of the therapy
the center
Manner of
DISSATIS-
FACTION
POINTS
informing the
patient Adverse events Support in difficult Frequency Frequency
about the Adverse events moments/ of follow up of tests
Time passing from Support in difficult diagnosis, psychological visits carried out
disease, its Medication support from the
reporting symptoms to a moments/psychological efficacy Convenience
course and of taking the Convenience of physician
HCP to final diagnosis support from the
prognosis by medication taking the
physician a physician medication
Support from Informing about the number of

MOMENTS
Atmosphere at the center at the stage of treatment with

OF TRUTH
relatives/friends at this patients waiting for the drug

stage of the therapy programme at a given center the first medication
Manner of informing the patient

Financial situation at
about the diagnosis, disease, its Efficacy of the first medication
the diagnostic stage
course and prognosis by a physician
Source: IQVIA
Understanding of the disease burden increases awareness
DISEASE BURDEN
among Pharma stakeholders of the importance of diagnosis &

treatment
Complexity of cost of disease components - ILLUSTRATIVE -
The main components of direct (medical) expenditures Indirect costs
1 Emergency Department Visits 1 Increased absenteeism at work
Reduced productivity while at work for the

2 Hospital inpatient care 2 employed population
Reduced productivity for those not in the labor

3 Lab and other medical tests 3 force
Full inability to work as a result of disease-related

4 Medications to treat complications 4 disability
5 Physician office visits 5 Lost productive capacity due to early mortality
Source: IQVIA
DISEASE BURDEN
Disease burden measurement and analysis in BiH was used to

increase awareness of key Pharma stakeholders
Example of disease cost measurement - ILLUSTRATIVE -
Situation Result
PharmaCo wanted to gain in-depth understanding of disease prevention and • Analysis of the current
treatment standard in BiH as well as increase the overall awareness of the key diagnosis and treatment
healthcare stakeholders incl. practices in BiH, identification
• Health Insurance Funds (HIF), of “gaps” vs. best-practices
from other countries (WE)
• Ministries of Health (MoH)
• Patient and professional associations
The outcomes were intended for usage in the discussions about market access,
public affairs, improvement of the available treatment options etc. • Collection of the
epidemiology data
(incl. number of patients
Solution undergoing diagnostics tests,
IQVIA collected and analyzed, as much accurate as possible, overall costs of treatments etc.) and direct
disease collecting and presenting direct costs showing importance of early medical costs in the country
diagnosis, appropriate treatment and prevention of complications specifically
based on BiH data
• Calculation of the overall
These include:
disease costs with
• Current epidemiology of the disease and its complications implications for patients and
• Resources used and allocated by the healthcare system key stakeholders,
• Costs related to service, medicines and other related sources recommendation on the next
steps
• Current diagnosis & treatment practices in BiH, comparison to best-practices
• Impact on overall healthcare system budgets
Source: IQVIA
THANK YOU!
Patient in Focus –
Patient Support Programs –
“Response to unmet needs of the
patients”
Jasmina Efendic, Country Commercial Lead, IQVIA
PATIENT SUPPORT PROGRAMS
To build a working supportive solution, it takes three steps to

success and make a difference with measurable impact
1 Patient Centricity Mindset is a basis for looking for and creating..
2 Value Added Services which after smart integration form..
3 Patient Support Programs seeking specific objectives to enhance patient experience
1 2 3 4
Reverting Patients to Care Improving

Resolving Access Issues Supporting Patient Treatment
Compliance & Persistence
Helping to reduce the patient Addressing funding and Mitigating COVID-related Delivering & Measuring Outcomes
backlog administrative barriers treatment challenges • Fostering script fulfillment and
• Helping to bring back patients to • Funding and co-payment programs • Enabling home administration persistence through remote solutions
offices and hospitals (overcome fear (i.e. nurse support, more convenient • Provide technical solutions for
• Recruitment support onto available
and behavioral barriers) drug forms) maintaining motivation and effective
patient support programs
• Advising on how to accommodate • Switching to or providing patient self management
• Support in overcoming administrative
distancing needs in clinical practice support through call centers, video • Detecting patient drop-off risks using
complexity for patients and/or HCPs
and digital platforms
• Helping to set up and train on the use clustering and AIML
of remote channels • Providing access to technology and • Tracking evidence to demonstrate
channels to HCPs effectiveness & positive outcomes

Drug specific reason
• Side effects
• Treatment not convenient
• Treatment not effective
•
Understanding Treatment fatigue, not seeing direct results
the whys behind Patient specific reason

• Disease type, severity
In Europe, poor adherence
low persistence • Comorbidities
contributes to ~200,000
• Health-conscious attitude
helps • Patients’ perception, beliefs, knowledge
premature deaths and
costs 125 billion Euros each
to define actions • Forgetfulness on instillation year1
• Forgetfulness on medical check-ups
to increase • Gender, lifestyle (age?)
compliance
System, HCP specific reason
• Not enough time for training
• Access to specialty care
• Pharmacos promotional attitude
IQVIA Annual Conference 2022 B&H, June 2022 1. Khan, R., & Socha-Dietrich, K. (2018). Investing in medication adherence improves health outcomes 45
and health system efficiency. OECD Health Working Papers, No. 105, OECD Publishing, Paris,
We can provide A to Z support for the whole program, as well as

support only selected bits and pieces
Our key services in each step
1 ANALYSE 2 DESIGN 3 DEVELOP 4 IMPLEMENT 5 EVALUATE

Patient journey and pain Project materials and Project management and
Co-creation workshop Measure key metrics
points mapping content support
Identification of IT backbone: Mobile app
Overall PSP concept design PSP promotion in HCPs Evaluate program impact
stakeholders and/or CRM configuration
Legal/ regulatory review Action plan with timelines Local vendors contracting Materials distribution Calculate cost-effectiveness
Pre-program metrics and Staff recruitment - nurses, Digital enablement & data/ Define so-what for program
data collection coordinators, HCPs etc. feedback collection design
Staff briefing & training Selected support solutions
The focus of the PSP services could be on patients, caregivers or HCPs – these programs are always non-promotional

Each PSP takes several core activities and usually needs to

involved/ connect and activate multiple stakeholders
Exemplary PSP scheme
Key activities in program development
Program set-up – design and Program launch – promotion Program management and
1 Pre-program stage - analysis 2 development 3 among stakeholders 4 coordination
Program improvements/
5 Measurement & reporting 6 Evaluation 7 adjustment
Program scheme Key stakeholders involved
• Sponsor of the program

• Project manager / coordinator / call center
operator
• Hospital / laboratory
• Physician / nurse / social worker / psychologist
• Patient / caregiver
• Patients’ organization
• Scientific society
• Service providers: logistic companies, couriers,
printing agencies, web / apps developers etc.

The opportunity to make a difference through value added

Services & PSPs is significant
Delivering an impactful patient support solutions
Patient impact: Positive treatment
experience, improved symptoms
There is a wealth The PSPs and empowerment
of evidence that that have shown the most
pharma-sponsored success are those that
multichannel patient integrate high-touch
support programmes (PSPs) HCP/nurse-led support,
can significantly improve with multichannel digital HCP/health system impact: Enhanced
health outcomes1-7 and print support2,8,10 care and outcomes for patients, improved
patient/HCP interactions, support for
healthcare system capacity
The most impactful PSPs

are those that understand
the motivators and drivers Pharma impact:
of patient behaviour, and • Patient retention
deploy interventions • Improved collaborations with HCPs and
show improved
matched to individuals’
needs2,8,9 61% clinical outcomes2
PAGs
• Better reputation
• Integrated solution maximising impact

Patients’ journey and pain points

Example from Bulgaria for rare diseases 1 ANALYSE
Not known where to turn for

A1
help
A2 GP/Pediatric not familiar with E1 Prepared by Pharmacist
Few specialists only in few
the disease C1
big cities E2 Daily dosage calculation
A3 Necessity to travel to specific and administration
Lack of regular follow-up of
medical centers C2 the condition with E3 Medical supervision
A4 Delay in diagnosis cardiologists, pulmonologists Side effects
Absolute lack of empathy on E4
A5 the doctor side
First symptoms
A B Everyday life C Follow-up D Rehabilitation E Drug application
and diagnosis
B1
Lack of general support and D1 Unaware who to turn to for
reliable information rehabilitation
Patients/parents “feel lost” after Costs are high and are only
B2
receiving the diagnosis covered to a very limited extent,
D2
No dietary plan and food and while rehabilitation is essential
B3 additional supplements intake on a daily basis
education Rehabilitators in smaller cities
Weak patient organizations and lack the knowledge and
B4 D3
community experience to deal with SMA
patients

Patients’ needs
Significant design &
segmentation implementation 1 ANALYSE
resources required Comprehensive centers
Example from Bulgaria for rare diseases with multidisciplinary
teams
Logistic support Nurse to monitor
Reimbursement for patients and educate on
of genetic tests drug applications
and site effects
Psychological
workshops for Secure drug
specialists Support Remote ad hoc delivery to the
Call center consultation patient
Ease of implementation
General disease with specialist

Train the trainer GP/pediatrics
awareness
program for local - Specialists’
GP/pediatrics
communication
Nice to have education rehabilitators
channel
Must-have
(improves quality of life, Psychological
(fundamental to
but not fundamental) Patients’ support for improve outcomes)
Disease GP/pediatrics patients and
dedicated education families
Short videos website
Booklet with Videos
on symptoms guidance on with home
identification everyday life, exercises
diet and
rehabilitation
Network of Individual treatment
Administrative
patients and plan including a
guidance
families follow-up plan
Quick fixes
Impact for patient
When the analysis is done, the type of PSP services

needed are identified 2 DESIGN
Addressing the access and adherence challenge in healthcare today
Rare
Focus on New class New disease, New
education of therapy device specialist indication
medicine
Address Complex No visible

Side effect Difficult
product administra- treatment
issues diagnosis
issues tion outcome
Patient
Focused Co-
Home Behavior Need Health
Services Patient Financial morbidities
administra- changes for career system
challenges access
tion required support barriers
and lifestyle
factors
Provide
Value
Other comparable HCP/KOL
demonstra-
challenges patient engagement
tion
support

We are able to develop tailor made solutions

to the specific needs of every client 3 DEVELOP
Examples of developed products
Patients’ Starter kits Medication Mobile nurse

Physicians' Website
enrolment on Inbound/outbound delivery and home visits
engagement and and/or mobile
the program Helpline logistic support
program training application
• IQVIA has develop digital solutions that help engagement and drive positive behaviour change
• Our patient engagement platform provides a highly measurable, personalised, digital way for patients to access direct, multichannel communication and educational support from our patient support
teams
Each program should be periodically evaluated

to find out its impact 5 EVALUATE
Operational - how is the program being executed and User experience – what do stakeholders think
who is using it? of the program?
- # enrolled (% of available population) - Net promoter score (patients, HCPs)
- # interactions (e.g. calls, web visits) - Perceived helpfulness of the program
- Sample descriptives (e.g. socio-demographic, treatment - Perceived trust in program elements
history, comorbidities)
Collected through day to day running of the program and Collected actively from stakeholders via interviews / surveys
used to determine population features and used to determine acceptability of the program
Outcomes (patient reported data) – is the PSP Outcomes (secondary data) – what impact is
generating value for patient care? the PSP having on adherence/clinical needs?
- Self-reported adherence / quality of life - Prescription refill data
- Exacerbations / hospitalization - Longitudinal adherence & persistence
- Illness and treatment beliefs - # emergency room visits
- Treatment efficiency beliefs over time - Healthcare resource utilization
- PSP vs non-PSP comparisons / studies
Via program interactions, patient engagement apps, health Derived by linking participant data to other secondary
trackers, surveys, etc: for patient reported outcomes ‘objective’ data sources: to show wider impact of the program

THANK YOU!
Global and East Europe
perspective
Key trends impacting payer, manufacturers
and distributors strategies
Michał Pilkiewicz | General Manager Adriatic & Baltics IQVIA
May 2022
2021 saw a value growth recovery with specialty biologics and
traditional small molecules the largest drivers
The way medicines are prescribed, distributed and administered however has changed fundamentally
Global Rx List price sales (Bn USD) Drivers of Global Growth 2020-21 (Bn USD)
+8%
+5% 1,143 1,143
+7%
+4% 1,057 7%
1,009 7%
943 6% 14% 30
908
6% 14%
8% 15% 6%
13% 7%
13% 7%
8% 23% 11
8%
23%
23%
23% 14
22%
50% 32
50% 49% 50%
49%
1,057
2017 2018 2019 2020 2021 2020 Specialty Traditional Specialty Traditional 2021
Biologics Biologics Small Small
US EU Japan Pharmerging ROW
Molecules Molecules
Excludes COVID-19 Vaccines and treatments
Notes: Growth rates at constant exchange rates; Ex-manufacturer list prices
Source: IQVIA EMEA Thought Leadership; IQVIA MIDAS MTH Dec 2021; Rx-only
IQVIA Global and East Europe perspective | May 2022 For internal use only, do not share any slides outside & publicly without IQVIA written consent
Global pharma growth has returned post-pandemic
Global pharma historic trends and outlook 2026
Historic Pharma Market Growth 2026 Market Share (US$) based

Rates, 2017-2021 on Q1 2022 Forecast
20
18 RoW
16 Latin America 13%
Annual growth (US$, %)
14 Pharmerging
12 Europe
10 North america 42% US

Middle East and Africa
8 Pharmerging 25%
Asia/Australia
6
4
2 5%
0 Japan 15%
-22017 2018 2019 2020 2021 EU4+UK
-4

Net drug expenditure is a stable share of total healthcare costs
Drug Spending at net, as a % of Healthcare Spending

(Real PPP 2020$, 2000-2018) Since 2000, the average
30 net drug spend has
Spain
Germany
stayed at ~15% for
25 European countries, based
Italy
France
on OECD data and
20 definitions, but public bodies
Ireland
Belgium are raising concerns
15
Average
Concerns raised
10 Denmark
Sweden • European Commission, “make medicines
UK more affordable, and financially
5
Norway sustainable”
0 • Netherlands, “the cost of pharmaceuticals

2000 2002 2004 2006 2008 2010 2012 2014 2016 2018 rises each year”
• UK, “each year costs rise, and billions are

spent on pharmaceuticals”
Source: Understanding Net Pharmaceutical Expenditure Dynamics in Europe https://www.iqvia.com/library/white-papers/understanding-net-pharmaceutical-expenditure-dynamics-in-Europe; World Health Organization (WHO), 2018
(extracted on 18 November 2021), WHO SHE 1.0 data (extracted on 18 November 2021); OECD, 2019 (extracted on 18 November 2021)
58
COVID-19 is still having an impact
Fatality rates remain high in some countries and disruptions to healthcare delivery are prevalent
Total COVID-19 deaths, by quarter Percentage of countries reporting COVID-19

(as of 20th May 2022) disruptions by service delivery setting (Q4 2021)
Q2 2020 Q2 2021 Q1 2022 Primary care 53%

United
37,313 1,376 16,639
Kingdom Emergency, critical &
38%
operative care
France 25,067 15,149 18,427
Elective surgeries 59%
Germany 8,241 14,332 17,599
Sweden 4,878 1,131 3,055

Rehabilitative services 52%
Switzerland 1,263 465 1,344

Community care 54%
Denmark 501 111 2,426
0 10 20 30 40 50 60 70 80 90 100
Percentage of countries

The Ukraine crisis has exacerbated inequalities
Issues already apparent will be highlighted and enhanced
Areas of Russian military control in

Ukraine
Demand spikes Clinical trials Increasing Rising costs to

in Eastern disruption costs & surrounding
Europe clawbacks to countries
manufacturers

Inflation is rising sharply across most major markets
The impact of inflationary pressures will be felt across the industry
Annual % Change in Inflation (CPI), Unemployment rate, 2008-2022

April 2022
15
Country Inflation rate, Apr 2022
% of labour force
US 8.3% 10
UK 9.0%
France
Germany 7.4%
5 UK
France 4.8%
US
Japan 2.0% Germany
Japan
0
2011
2008
2009
2010
2012
2013
2014
2015
2016
2017
2018
2019
2020
2021
2022
Half a trillion USD exposed to LOE through to 2030, biologic
share increases over 50%
The 2012 patent cliff was ~30% of 2010 sales. Future 5y LOE potential only ~20% of global value
Global Loss of Exclusivity Potential (bn USD)
27% of 13% of 18% of 18% of

2010 sales 2015 sales 2020 sales 2025 sales
Key Facts (LOE Potential, 2022-2030)
298
Geographical Distribution
• 90% of LOE potential from sales in US and EU
233
45%
207 Specialty and Biologics
• LOE potential 65% Specialty and 50% Biologic – increasingly
shifting from Retail to Hospital
57%
132
79% Therapy Areas
• Oncology and Immunology make up 50% of LOE potential
74% 55%
Top Global Brands approaching LOE
43% • Humira (US), Keytruda, Eliquis, Opdivo, Dupixent, Trulicity
21% 26%
2011-2015 2016-2020 2021-2025 2026-2030
(Patent Cliff)
Non-Biologic Biologic

62
Innovation is at an all-time high and is increasingly complex
Specialty and advanced medicines represent a growing share of innovation
Number of global NAS launches Changing profile of US NAS launches
Specialty Orphans
90
100% 100%
80 75% 75%
New Active Substances (NAS)
70 50% 50%
25% 25%
60
0% 0%
50 2000 2010 2021 2000 2010 2021
40 Advanced therapy (cell, gene, RNA)

100%
30
75%
20 50%
10 25%
0%
0 2000 2010 2021
2000 2010 2021

However, innovation does not spread evenly across Europe
Serbia till end of 2021 had very limited number of new innovative molecules available for the
patients
The breakdown of availability is the composition of medicines available to patients in European countries as of
1st January 2022 (products launched 2017- 2020)
(for most countries this is the point at which the product gains access to the reimbursement list †). This includes all medicines status to provide a complete picture of the
availability of the cohort studied.
160
100% 8%
Availability breakdown (%)
1% 19% 21%
90% 19% 26%
28% 31%
20% 21%
30% 33%
34%
80% 44% 46% 46% 45% 41%
11% 49% 46% 51% 52%
56% 55%
70% 10% 28%
58% 59%
64% 66%
34% 31% 11% 73% 71%
76% 78% 79% 78%
60% 28% 10% 79%
84% 84%
26% 1% 2%
4% 94% 97%
50% 27% 18% 11% 0% 1%
91% 13% 8% 7%
26% 22% 0% 72%
40% 9%
69% 70% 19% 48%
6%
6%
30% 56% 54%
38% 23% 0% 4% 10%
47% 49% 47% 51% 1%
44% 11% 2%
20% 41%
35%
40% 38% 41% 41% 42%
19%
10% 9%
8% 4% 6% 12%
29% 31% 31% 28%
20% 5%
9% 9%
10% 18% 16% 16% 15% 14%
17%
11% 10%
8% 7% 10% 9% 4% 5% 6%
0% 1% 3% 1% 1% 1% 3% 2% 3%
Germany
Hungary
Italy
Norway
Turkey
Serbia
*Macedonia
Slovenia
Iceland
Slovakia
Sweden
Latvia
Switzerland
Finland
Scotland
Portugal
Luxemburg
England
Estonia
Greece
Ireland
*Croatia
Kazakhstan
*Albania
EU approvals
Bulgaria
Poland
Romania
*Malta
Austria
Spain
Lithuania
Netherlands
Czech
*Cyprus
*Bosnia
France
Denmark
Belgium
Full public availability Limited Availability Only available privately Not available Not submitted by association

Innovation shaping the market to 2030 is focused on platforms,
and digital innovation will impact the entire healthcare sector
Major drivers of growth to 2030
Oncology remains the Moment of opportunity Advanced therapies at

dominant therapy area for CNS the frontier of innovation
Oncology will dominate to 2030 but face Areas of high-unmet need e.g. Alzheimer’s, Cell, gene and RNA at the frontier of innovation
maturity challenges Parkinson’s and mental health disorders and applicable across multiple therapy areas
Precision medicine increasingly dominates, A breakthrough for digital therapeutics as a RNA therapeutics look poised to lead the
with over 40% of the pipeline for rare solution to the rising mental health burden? growth in advanced therapies, and have lower
cancers manufacturing entry barrier than cell and gene
Digital health takes an increasingly central role

• Digital innovations to diagnose, track, augment, support and in some cases be standalone therapeutics
• Blurring the boundary between devices, diagnostics and therapeutics, potentially generating a revolution in generation of data
• Companion apps and technologies support/augmenting molecules innovation common
• Big Tech platforms deliver innovation- reach patient direct, blur the differentiation between consumer and clinical health, prevention
and treatment

Health system digital maturity accelerates, but not all countries
develop at the same pace
IQVIA White Paper report “Switching On the Lights – Benchmarking digital health systems across
EMEA”
EMEA Digital Health System Maturity Score
5
Western Europe
Digital health is a European Central & Eastern Europe
priority, with funding Middle East & Africa Denmark

Asia
allocated for healthcare 4 England Sweden
Trendline Estonia
systems change
Digital Maturity Score

Israel
Germany
• Strengthening health data and Austria

digital transformation is one of 3 Header
Lithuania France Belgium
Switzerland
the objectives for the Kazakhstan

Poland Spain Italy
Netherlands
Russia Hungary
EU4Health 2021-17 €5.3 bn Ukraine Latvia UAE
Turkey Slovenia Ireland
budget S. Africa RomaniaSaudi Arabia
Bulgaria
2 Albania Greece Czechia
• Digital transformation offers a India
Croatia
5 – Sophisticated at a national scale
way out for stressed health 4 – Regional maturity and scaling
Egypt N. Macedonia
3 – Developing rapidly with potential
systems towards a sustainable, Bosnia Serbia 2 – Underdeveloped and challenged
post-pandemic future Morocco 1 – Very little digital progress
1
0 10,000 20,000 30,000 40,000 50,000 60,000 70,000 80,000 90,000
GDP per Capita (USD, 2020)

Political themes will shape the European landscape in 2022
5 key considerations for 2022
The rising
Patient access to Addressing product importance of ESG Improving security
The digital shift
new innovation shortages (Environmental, Social and of supply
Corporate Governance)
e-Pharmacy is growing at Patient access to new Addressing product ESG is increasingly on

The need to prepare for
a much higher rate than innovation is a priority shortages is a top EU the agenda of key
the next crisis
offline pharmacy channel social issue priority stakeholders
Source: IQVIA 67
Thank you!
Michał Pilkiewicz
General Manager Adriatic & Baltics, IQVIA
michal.pilkiewicz@iqvia.com
68
Pharma Market dynamics and
outlook for Bosnia and Herzegovina
Sarajevo, 2nd June 2022
Adnan Arnautović
Information Offerings Manager
Bosnia and Herzegovina
Market overview
70
MARKET OVERVIEW
B&H economy in 2022 with highest inflation growth, 2023 growth

expected slow down
Key indexes for Bosnia and Herzegovina economy and Ethical market growth
Real GDP growth Comments
5.8
• In 2020 most economic indexes took a hit due to
2.8 2.4 2.3 COVID-19 measures
• In 2021 inflation accelerated to the highest pace
in the last years, to 2%, whereas is expected in
-3.1
2022 to be 6.5 percentage points (mainly driven
2019 2020 2021 2022F 2023F due to higher energy prices, …)
Inflation rate, Avg consumer price • Very high uncertainty regarding forecast 2022-
6.5 2023
3.0
2.0
0.6
-1.1
2019 2020 2021 2022F 2023F
Ethical market - % value (USD) growth vs PY

11.0
4.2
5.8
? ?
2019 2020 2021 2022F 2023F
https://data.worldbank.org/, https://imf.org/
Source: IQVIA Market Viewer Apr22
Copyright © 2022 IQVIA. All rights reserved.
MARKET OVERVIEW
Bosnia and Herzegovina pharma market reached 477 mEUR in

recent MAT, with 3Y CAGR of 7.7%
Market size and dynamics by product category
Total market value [MAT 04/2019-2022, m EUR] Comments
• Total pharma market recorded a growth of 10%
CAGR PPG
in the last MAT period
+7,7% 72
477 • Original medicines represented 35% of the
22 1% 7% market, generating an additional 10mEUR in
433 433
22 20 recent MAT
CH
382 133 12% 18% • Gx segment represented 32% of the market

21 value, generating an additional 12mEUR in
109 113
337
recent MAT, which is a growth of 9%
96 307
265
• OTC market represented 28% of the market, with
155 6% 9% a significant growth of 18% in recent MAT,
142 143 generating additional 20mEUR
131
376 423 458 • H&B was the smallest market with 5% share of
RX
324
the total market and grew 7% vs last MAT period
159 157 167 8% 6%

134
2019 2020 2021 2022

*H&B GENERIC
*H&B consists of PEC, PAC, NUTRI markets
IQVIA Annual Conference 2022 B&H, June 2022 OTC ORIGINAL 72
ADRIATIC MARKET OVERVIEW
The Adriatic Pharma market grew by 14% in the last MAT, well above the
previous year's growth of 3%. All countries achieved double-digit growth.
SLO and CRO had the highest spending per capita in the region, followed by RS, but below the
regional average of 207 EUR . HR remained the biggest growth contributor.
Adriatic ETH market [MAT M03 2020- MAT Adriatic ETH spending per Growth drivers in Adriatic
M03 2022, mEUR] capita in EUR, MAT M03 2022 MAT M03 2022 vs PY, [%]
4.395 PPG*
+8,6%
139 MNE 5.2%
149 26% 3,2%
3.836 237 223 MNE KOS
MNE 3.725 7.0%
110 288
101 131 14% 86 KOS MKD
KOS 96 198 8.4%
209 378 114 AL
MKD 241 MKD
212 7.1%
20% 102 AL BA
ALB 353 338
BIH 843 115 BA SI 14.7%
19%
SI 722 762
12% 402 SI
1,091 RS 26.3%
RS 928 945
11%
158 RS
16%
HR 1,104 1,111 1,268 HR 28.1%

14% 317 HR
2020 2021 2022 2022 2022

Note: North Macedonia projected; Kosovo estimated value; * PPG = Previous Period Growth
Source: IQVIA Market Viewer Adriatic, March 2022, Albania MV database March 2022 73

RX SEGMENT
Rx market grew 7.3% and generated 22 mEUR in the last MAT period
Rx market size and dynamics by ATC1 classes
Share of therapy value in total RX spending [MAT 04/2019-2022, m EUR] Comments

• Total Rx market reached value of 322 mEUR in
+6,7% CAGR PPG
322 the last MAT period, with 3Y CAGR of 6.7%
302 300 • The highest growth contribution in Rx was
7% 11% made by L class with additional 3.7 mEUR sales
265 88
79 79 • Largest ATC class, Cardiovascular, grew but
less than the total market growth
72 6% 2%
26 • Second largest ATC class Antineoplast &
25 26
Immunomodulators, grew more than the total
22 39 6% 7%
37 36 market, in the last MAT period 8%, and 12% in
32 CAGR
46 51
47 12% 8% • ATC class B grew the most outside the Top 5
36 groups, with significant growth of 11% in the last
7% 6% MAT period and 15% in CAGR
55 55 58
48
3% 6%
54 59 56 60
2019 2020 2021 2022

Source: IQVIA Market Viewer Apr 22
Cardiovascular (C) Antineoplast & Immunomodulators (L) Respiratory System (J)
74
Almentary (A) Nervous System (N) Others (X)
RX MARKET
Rx market valued 322 mEUR, grew 7% in the last MAT period, also
grew by 7% for the CAGR period
Launch of new packs has kept the average for the last three years; Cardio (C) market, with the
largest launch of 22 packs
VALUE SALES [mValue, MAT Apr22] 3Y CAGR [%] PPG [%] GROWTH CONTRIBUTION TO NR OF NEW TOP 3 PRODUCTS
RX MARKET [%] PACKS, 2021 PER CATEGORY
Value MAT 04/2022
RX total 322 6,7% 7,3% 100,0% 107
• Enap (Krka)
Cardiovascular ( C ) 60 3,2% 5,9% • Lopril H (Bosnalijek)
15,1% 22
• Uperio (Novartis)
• Novomix (Novo Nordisk)

Alimentary (A) 58 6,7% • Controloc (Takeda)
5,6% 14,1% 3 • Xultophy (Novo Nordisk)
• Avastin (Roche)
Oncology (L) 51 12,1% 7,8% • Perjeta (Roche)
16,9% 7 • Herceptin (Roche)
• Ocrevus (Roche)
Nervous (N) 39 6,1% • Lexilium (Alkaloid)
6,6% 10,9% 16 • Lexaurin (Krka)
• Pancef (Alkaloid)
Anti Infectives (J) 26 • Panklav (Hemofarm)
6,0% 2,3% 2,7% 17 • Maviret (Abbvie)

75
RX SEGMENT
Hemofarm was the largest manufacturer, accounting 8.6% share of

the market
Manufacturers dynamics in Rx sales
Top 10 Manufacturers in Rx market Comments

# Manufacturers Sales in MAT PPG [%] MS % • Top 10 Rx manufacturers represented 59% of
04/2022 [mEUR] the market and grew higher than others, but also
from the total market
1 HEMOFARM 28 16,9% 8,6%
• Viatris had the highest growth with 21.5%, and
2 ROCHE 27 10,1% 8,5% main growth driver was Brufen with contribution
3 KRKA 21 5,0% 6,5% of 35%
4 BOSNALIJEK 20 8,1% 6,3% • Hemofarm had largest market share of 8.6%,
5 NOVARTIS 20 14,0% 6,2% with a growth of 16.9%, and main growth driver
6 NOVO NORDISK 19 4,4% 5,8%
were Panklav, Azaran and Natrii Chlorid
7 SANOFI 17 -3,3% 5,4% • Novartis reached 14.0% growth,with Kisqali as
main growth driver (+1.1 mEUR)
8 FARMAVITA 14 13,8% 4,4%
• Roche's Tecentriq, although launched in Aug21,
9 SANDOZ 13 -6,6% 4,0%
was the largest contributor of the growth of total
10 VIATRIS 11 21,5% 3,5% Rx market (+1.1 mEUR)
Top 10 190 8,2% 59,0%
• Pfizer (+2.2 mEUR) and Takeda (+1.4 mEUR)
Others 132 6,0% 41,0% grew the most outside the Top 10 manufacturers
Total 322 7,3% 100,0%

76
RX SEGMENT
Avastin is Rx market leader, while the higest growth comes from

Tecentriq with 49.8% PPG
Rx market by brand dynamics
Top 15 Rx brands by sales value – growth rates Comments
[MAT 04/2019 – MAT 04/2022, %]
Last year growth • Top 15 Rx brands represent 16.3% of total Rx
90 market, with a total of 52 mEUR sales in the
80
recent MAT period
70
• Along with Tecentriq, the highest growth in the
last MAT period was recorded by Tresiba
60
TRESIBA (41.8%), Perjeta (21.5%) and Brufen (34.4%)
50 TECENTRIQ
BRUFEN ABBOTT
• Tecentriq and Xultophy reached highest CAGR
40 PERJETA
30
AVASTIN
20 XULTOPHY
VICTOZA Rx market
10 NOVOMIX TOUJEO +7,3%
CONTROLOC
0
LANTUS
-10
XARELTO
-20
CLEXANE
-30
TASIGNA
-40 HERCEPTIN
Rx market +6,7%
-50
-30 -20 -10 0 10 20 30 40 100 110 120 130 140 150 160 170 180 190 200 210 220
3Y CAGR 77
RX SEGMENT
Consumption of Cardio (C) and Alimentary (A) drugs was

significantly above the average of the CEE and WE regions
Combined market Rx therapy spending
Top 5 ATC1 spending structure by therapy ATC1 [MAT 04/2022%]

31% 31%
27% 27%
21% 19% 18%
16%
12% 14% 14% 12% 14%
11% 10%
7% 8% 7%
L (ANTINEOPLAST+ N (NERVOUS) C (CARDIO) A (ALIMENTARY) J (SYSTEMIC OTHER

IMMUNOMODUL) ANTI-INFECTIVES)
B&H CEE WE
Comments
• B&H healthcare budget is still behind CEE and WE level for oncology&autoimmune therapies
• Spending for ATC C class represented 19% of total spending for RX drugs which is by 7% higher than in CEE region, and 12% higher than
in WE region
• Among Other ATC groups, consumption in B&H was without significant oscillations compared to the CEE and WE regions
CEE: Poland, Romania, Hungary, Czech, Slovakia, Bulgaria, Croatia, Serbia, Slovenia, Lithuania, Latvia, Bosnia, Estonia
WE: Austria, Belgium, Finland, France, Germany, Greece, Ireland, Italy, Luxembourg, Netherlands, Norway, Portugal, Spain, Sweden, Switzerland, UK
Source: IQVIA MIDAS Apr21, Price at Ex-MNF level
78
RX SEGMENT
Value of newly launched products 2021 increased by 14%

Roche’s Tecentriq was the launch with highest sales. Among top 10 products 3 were Original while 7
Generic products.
2021 – 107 Rx launches (by Product); Value ms% Top 10 Rx Performers, among newly launched products 2021
Product ATC Company Indication Launch 2021
Original TECENTRIQ L ROCHE HCC 2021/08 3.6mEUR

Other
Systemic Anti-Infectives 7.2% Original IBRANCE L PFIZER Breast cancer 2021/02 0.6mEUR
5.1%
Hospital Solutions Original MAYZENT N NOVARTIS Multiple sclerosis 2021/04 0.5mEUR
6.0%
INHIXA B DELTA PHARMA Venous thromboembolism 2021/09 0.3mEUR
Nervous 6.5%
MAXIPENEM J UNIFARM Bacterial infections 2021/01 0.2mEUR
0.1mEUR
OKTREOTID H PLIVA NETs and Acromegaly 2021/04
59.5%
Oncology
15.7% XERDOXO B KRKA Blood clots 2021/09 0.1mEUR
Blood
KLAVAMOX J AMSAL Bacterial infections 2021/02 0.1mEUR
INFAXA HEMOFARM ACS 2021/10 80kEUR

B
TRIMBOW R CHIESI COPD and Asthma 2021/02 50kEUR
HCC – Hepatocellular Carcinoma; NETs – Neuroendocrine Tumors; ACS – Acute Coronary Syndromes; COPD - Chronic obstructive
pulmonary disease;
RX SEGMENT
IQVIA forecast for Rx market growth is +4.3% (base scenario for

2022), currently MAT Apr22 shows +1.7% growth
Updated Forecast Rx market 2022
Forecasted trend for the Rx market in Bosnia and Herzegovina [Sales WHS Value % growth vs PY]
2022 Q2 – 2022 Q4 (projection)
Base
20.0% Optimistic 18.5% • Recovering economy; End od lockdown
• New macroeconomic trends till the end of 2022, and
Pesimistic
to continue in 2023 – higher inflation rate
15.0% 2022F
+6,2%
9.4%
10.0%
8.0% +4,3%
5.9%
5.0% +2,1%
3.2% 3.4%
0.0% 2.4%
-5.1%
-5.0%
-10.0%
Q1 2021 Q2 2021 Q3 2021 Q4 2021 Q1 2022 Q2 2022 Q3 2022 Q4 2022

Consumer Healthcare segment
81
CHC SEGMENT
CHC market valued 155 mEUR in the last MAT period and
achieved 16.4% PPG; 47.2 EUR spending per capita
CHC retail market size and dynamics by ATC1 classes
Share of OTC1 groups in total retail sales [MAT 04/2019-2022, mEUR] Comments
CAGR PPG
155 • Consumer Health market generated additional
+9,9% 22 mEUR in the last MAT period
131 133 • Cough&Cold had a significant growth of 63%,
35% 7% 9%
and reaching a value of 28 mEUR, mostly due to
117
Cough products
37% 37%
• VMS was the second largest group with 22
37% 8% 4% 7% mEUR Sales, but in the last MAT period it
11% recorded a decline of -9%
9% 9% 15% 38%
10% • Digestive category represented 11% of the
10% 9%
14% 8% 17% market, and achieved value of 17 mEUR with
10%
15% 14% significant growth of 38%
15% 14% 14% -9% • Among Others group Urinary and Reproductive
14% 18% Care Products had largest sale and growth (+1.3
13%
18% 14% 63% mEUR)
16% 16% 13%
2019 2020 2021 2022

Others (X) Pain Relief (02)
OTC Reg & unReg; Groups 1-97
Circulatory (10) VMS (04)
Digestive (03) Cough&Cold (01) 82
CHC SEGMENT
Orthomol Immun was the fastest growing product, with 73.2%

growth in CAGR
Leader of the CHC market was Aspirin Protect with 4.1 mEUR sales, while the highest growth in the
last MAT period was recorded by Prolife (+58.2%) and Tylol Hot (+56.9%)
Major OTC2 used and their development [MAT 04/2019 - 2022, %]
90
80
TYLOL HOT
70
60 PROLIFE
50
LINEX
Last year growth
40
RIGHTEST DEXOMEN
30 ASPIRIN PLUS C MIDOL PROTECT
20 CAFFETIN WELLION CALLA CHC market +16,4%
10 PARACETAMOL ALK
CANESTEN
0 ORTHOMOL IMMUN
-10 PARACETAMOL BOS
ASPIRIN PROTECT
-20 ANDOL 100
-30
-40
CHC market +9,9
-50
-10.0 -5.0 0.0 5.0 10.0 15.0 20.0 25.0 30.0 35.0 40.0 45.0 50.0 55.0 60.0 65.0 70.0 75.0
CAGR

83
CHC SEGMENT
Top 10 manufacturers had 41.7% of market share and grew higher

then rest of the market in recent MAT period
CHC manufacturers dynamics
Top 10 Manufacturers in Consumer health Comments
# Manufacturers Sales in MAT PPG [%] MS % • Nobelpharma recorded the highest growth of
04/2022 [mEUR] 45.2%, mostly due to the contribution of Tylol Hot
1 HEMOFARM 10,7 32,1% 6,9% (+1.2mEUR)
2 BOSNALIJEK 8,2 23,1% 5,3% • Hemofarm as a leading manufacturer had 32.1%
3 BAYER 8,1 15,2% 5,2% growth, and the greatest contribution to this was
4
made by Midol Protect, Bisolvon and S.Boulardi
SANDOZ 6,1 36,7% 3,9%
Bulacol
5 ALKALOID 6,0 0,8% 3,8%
• Sandoz’s main drivers of 36.7% growth were
6 MEDIS 5,4 19,2% 3,5%
Linex and Angal
7 NOBELPHARMA 5,2 45,2% 3,4%
• Bosnalijek's Paracetamol and Lysobact, and
8 PHARMAMED 5,1 9,9% 3,3% Berlin Chemie's Flavamed and Dexomen had
9 PHARMA MAAC 5,0 4,3% 3,2% the greatest impact on their significant growth
10 BERLIN-CHEMIE 4,7 28,9% 3,1% • Galenika (+1.5 mEUR) and Krka (+1.1 mEUR)
Top 10 64,6 20,8% 41,7% grew the most outside the Top 10 manufacturers
Others 90,4 13,5% 58,3%
Total 155,0 16,4% 100,0%
Source: IQVIA Market Viewer Apr22 84

CHC SEGMENT
IQVIA forecast for CHC market growth is +12.9% (base scenario for
2022), currently MAT Apr22 shows +16.4% growth
Updated Forecast for Consumer Health market 2022
Forecasted trend for the CHC market in Bosnia and Herzegovina [Sales WHS Value % growth vs PY]
50.0% 2022 Q2 – 2022 Q4 (projection)
Base 43.4%
Optimistic • Recovering economy; End od lockdown
40.0%
• New macroeconomic trends till the end of 2022, and to
Pesimistic continue in 2023 – higher inflation rate
30.0%
2022F
21.9%
20.0% +15,1%
23.3%
11.1%
10.0% 9.9% 8.4% +12,9%
3.2%
+10,4%
0.0%
-10.0% -12.2%
-20.0%
Q1 2021 Q2 2021 Q3 2021 Q4 2021 Q1 2022 Q2 2022 Q3 2022 Q4 2022

Thank you!
For additional informations, feel free to contact me:
Adnan.Arnautovic@iqvia.com
M: 00 387 61 941 236
Future of Information
How to support business decisions in a better
way – Intelligence vs Analytics
Igor Lerman, Assoc. Director Offering & Supplier Services ADR &
BLT
INFORMATION OFFERINGS STATUS & DEVELOPMENT PLAN
Total Adriatic Rx & Consumer Health market value is 5,3B EUR. IQVIA
plan to have full Adriatic Pharma Coverage from 2023.
Croatia
Ph. Market 1.112 mil Pop. 4 mil Serbia
Slovenia Ph. Market 1.050 mil
Lrx from 2023 Pop. 6,9 mil
Ph. Market 753mil
Pop. 2 mil Sell In Sales territory data Ethical, Sell In Sales territory data
Sell In Sales territory data CH Ethical, CH
Ethical, CH Monthly / Weekly Monthly / Weekly
Monthly/Weekly/Daily Sell Out – National Ethical, CH Sell Out – National
MIDAS® Monthly MIDAS® Ethical, CH
One Key One Key Monthly MIDAS®
Sell Out from 2023 One Key
E-com from 2023
Bosnia and Herzegovina Kosovo

Ph. Market 341mil Ph. Market EST 72 mil
Pop. 3,3mil Pop. 1,8mil
Sell In Sales territory data Ethical, CH Sell In as of Q4 2022
Monthly / Weekly MIDAS®
One Key
North Macedonia
Ph. Market EST 150 mil
Montenegro Pop. 2 mil
Ph. Market EST 105 mil Albania
Pop. 0,6mil Sell In National data
Ph. Market 284 mil
Sell In as of 2023 Pop. 2,8mil Ethical Monthly
One Key Sell In as of Q4 2021 One Key
One Key Sell Out from 2023
Adding to MIDAS® 2023

01 | Future of Data Delivery
89
During 2022 we will sunset Market Viewer in Adriatic & Baltics
We are switching to updated technology enabling innovation for accessing Pharma market insights
Photo by Igor Lerman

For standard Data Delivery we will deploy Flexview from 2023
We continue to innovate and bring to market offerings that aim to best meet client needs
Current Data Delivery tools: MV, IAM, OLA The Future: Flexview
National Subnational
• We provide data to clients in many different platforms,
many of which don’t speak to each other
• Legacy IMS products have not had significant

development for many years & so may no longer be Med Tech MIDAS
optimal for client purpose
• Pharmaceutical IT organisations are moving away from

supporting desk top applications Consumer Channel
Health Dynamics
• Technologies & client needs have both moved on, bringing

new opportunities for value creation & efficiency gains
The long-term vison is to create a single touch point for customers to access all IQVIA assets

Flexview is next-generation Data Delivery tool providing a single
touch point for powerful analytics & reporting
By launch we will implement all local specific features required for optimal market insights delivery
• Simple and easy to use data delivery tool that allows

interrogation of data with real-time results
• Enables users to apply business rules and transform data to

their view of the world
• Supports the creation & collaboration of presentation-ready

reports/charting to teams
• Allows analysis and reporting using multiple data assets in a

single touchpoint
Managed Simple and

Faster analysis
Collaboration Actionable
Fast access to information that is Create reports, save & share Easy to learn single touch point that
intuitive to analyze & understand native in MS Office apps drives actionable outcomes

03 | Information Delivery
93
Premium alternative is IQVIA BI and it can answer any essential
business question with a single click
Indicative view of Market Overview Analysis

Business Intelligence are technologies that help users in analyzing
multiple sources of data and perform decision-making activities
Examples of multiple Data sources used to track business performance
Refocus time and effort
on understanding and applying insights,
instead of curating data
MCM
Simplify the business adoption of analytics
with interactive dashboards for business users
CRM data Incentives
Targets
Make agile decisions
with powerful visualizations that are instantly
generated when data becomes available
Sell in PharmaCo Get started fast

WHS with pre-configured templates from a library of
Sell out best practice dashboards
Minimize errors and improve the quality of insights

as report generation is automated

PharmaCos have different models of using Market Insights, some are
still with Analyst model, others are switching to BI Experts model
Analyst is preparing set of predifined reports to service various departments. BI model provides
Insights directlly to subject mater experts using the data from Visual Analytics
Flow of Data and Reports in Analyst model Interaction with Market Insights in BI model
Market Overview SM
Analyst CMI MM
Territorial Performance
FM GM
Promotional Strategy PM
BI SR
SM SR MM PM
Portfolio Development
GM FM

Intelligence has advantage with speed and more actionable insights
while Analytics have only one – adhoc defined reports
Transition from Analytics to Intelligence is booming in all industries, not only Pharma
Analytics Intelligence
Interact with the full dataset Predefined Busines

and create your own reports, questions across multiple
with numerous measures and data sets
market and product details Self-service tools to explore
data and answer questions

04 | Adriatic & Baltics BI Portfolio - DEMO
98
MARKET NAVIGATOR
Market Navigator Dashboards shows high level of details on any

defined Market with by MNF, Brand and Pack view side by side
Designed to cover any market/molecule/region/period performance with a single click
Selected Features
• Easy to use and redefine
Markets/Molecules/Regions
• Shows 12 months trend for
any selection
• Any section is convertible to
table and can be exported to
excel
• ATC/OTC category levels
can be easily adjusted to
higher or lower level
• Market definition or territory
structure can be defined by
Client

MARKET NAVIGATOR
Competitive environment dashboards have 2 versions: to show Top MNF

or Top Brands performance with animation of historical trends
Historical trends graph can be played as animation to show trend movement in time
Focus Top 15 Manufacturers contribution in Selected Market Focus Top 15 Brands contribution in Selected Market

MARKET NAVIGATOR
Regional Performance Dashboard enables easy brick/territory

comparison and understanding of performance drivers
Market or Region can be defined by client (by pack / by customer)
Selected Features
Markets/ATC or OTC
Categories/Molecules/Regions
across different KPI’s
excel
Client

MARKET NAVIGATOR
Portfolio Performance Dashboard enables easy Manufacturer/

Brand comparison and understanding of performance drivers
Market or Region can be defined by client (by pack / by customer)
Selected Features
Markets/ATC or OTC
across different KPI’s
excel
Client

SALES TERRITORY PERFORMANCE
Sales Territory Performance dashboards help understand

performance of Sales Rep or Brick/Territory
We have developed separate versions for Sales Directors and Sales Representatives
Selected Features
Markets/ATC or OTC
• Shows key Brand/Brick drivers
of performance
• Enables easy comparison of
Brick performance
excel
can be customized

SALES TERRITORY PERFORMANCE
Sales Representative Dashboard tracks Rep Own Region

performance and helps understand Brand/Brick drivers
Easy navigation through Bricks and Periods for deep dives
Selected Features
Channel/MicroBrick/Product
line
• Shows key Brand/Brick drivers
of performance
• Enables easy comparison of
Brick/Microbrick performance
drivers
excel
can be customized

We can implement multiple sources of data (CRM, Targets,
IMPLEMENTING MULTIPLE SOURCES OF DATA
Bonus, OWN Sales through WHS, and others) and create

Intelligence
Combing various data sources creates knowledge needed to make right decisions
Data Combination Sell in, Sell out, Stock, Budget, Forecast Visualisation of own portfolio sales data by WHS and by Pharmacy

Thank you!
Igor Lerman
Assoc. Director Offering & Supplier Services
ADR & BLT
igor.lerman@iqvia.com
106
IQVIA Awards
107

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IQVIA ANNUAL CONFERENCE 2022

Bosnia and Herzegovina

Sarajevo, 2nd June 2022

Paradigm change in healthcare approach

Trends and perspectives - Data driven insights

IQVIA Annual Conference 2022 B&H, June 2022 2

Michał Pilkiewicz | General Manager Ukraine, Adriatic & Baltic IQVIA

IQVIA offers broad range of services across all the entire

Strategic consulting Domain expertise with Payers & Governments

Commercial effectiveness Market research

Evidence Gathering Use of Information Cost-efficiencies Enabling innovation Improving outcomes

IQVIA Annual Conference 2022 B&H, June 2022 6

IQVIA Annual Conference 2022 B&H, June 2022 7

It is getting harder to make the right decisions in healthcare as all

Patient-generated data Info management Governments

Patients Real World insights Claims data

IQVIA has broad experience, ready to use solutions, case studies,

Behavioral data Trial data Launch and Advocacy group

Value demonstration Disease detection

Real World insights Clinical insights EMR data

Source: IQVIA 2022. All Rights Reserved.

Transformation from non-structured, non-integrated data & IT

Digital strategy Legislative IT Systems

Source: IQVIA 2022. All Rights Reserved. 11

Dedicated solutions and technology supporting health care

Healthcare Data Backbone system E360 analytical platform AI / ML / NLP*

Dedicated systems for hospitals, National Health Founds

Source: IQVIA 2022. All Rights Reserved. 13

Patient Registry, Real World Data (RWE) and Genomic Hub

Source: IQVIA 2022. All Rights Reserved. 14

Cancer Data Network, Healthplug Care Management and Clinical

Source: IQVIA 2022. All Rights Reserved. 15

Denmark • Evidence gathering: Mature countries have sophisticated

Germany • Use of information: Digitally mature countries have the

IQVIA Annual Conference 2022 B&H, June 2022

DCTs Common formats

Helping diagnosing early onset diseases for insurance providers

Scope of support Key predictors for the prediction model

Patients without XX (negative cohort) Lookback Index Follow-up

XX Event: diagnosis, prescription, procedure, test results

Source: IQVIA 2022. All Rights Reserved. 19

We are capable of providing insights based on detailed patient

Scope of support Selected examples

Source: IQVIA 2022. All Rights Reserved. 20

DATA-CAN UK is one of 7 digital innovation hubs funded by the

Source: IQVIA 2022. All Rights Reserved. 21

Skin cancer registry: ADOREG is a joint effort of the German

Scope of support Map of German member centers

Private Practice Hospital University Hospital

Source: IQVIA 2022. All Rights Reserved. 22

Patients with Atrial Fibrillation early stroke risk detection

Source: IQVIA 2022. All Rights Reserved.

of Lung Cancer and Closing Care Gaps

Source: IQVIA 2022. All Rights Reserved.

Consulting & Analytic Innovation Through Technology

Therapy Area Expertise Therapy HC System improvement

Alexandra Cieplinska, Consultant, IQVIA

Increasingly varied and complex patient challenges create

EVERY PATIENT MATTERS RETENTION AND

TIMELY PATIENT IDENTIFICATION Resulting in…

Recent events introduced multiple new challenges for patients &

COVID-19 has also majorly contributed to accelerated transition

Historical Business Model New Business Model • Accelerated regulatory reform