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A Digital Insights Group Thought Leadership White Paper
Are You Ready for the Mobile Physician? Why Marketers Must Prepare for Digital First …and the Coming Age of Mobile First
October 2013
© 2013 Digital Insights Group. All rights reserved. Unauthorized reproduction is strictly prohibited. Opinions in this white paper reflect our judgment at the time of publication and are subject to change – just like the market and trends evolve. For additional information please visit www.digitalinsightsgroup.com Mobile Medicine is a Reality Today Imagine you are a physician in the middle of a busy day at the office. Set aside the fact you are debating how the Affordable Care Act (a.k.a. Obamcare) will impact your practice over the next decade (or even the next year). Now, think about how you would access clinical information, access news, communicate with colleagues, and keep up with practicing medicine in general. If you are like the vast majority of primary care physicians today your primary device is not your PC, laptop or Mac, rather it’s your smartphone. Now, compare and contrast that to the practice of medicine just 10 years ago – let alone 5 years ago. The world has moved and the game has changed. Now, think mobile first.
Sitting down to access clinical information on a desktop is quickly being replaced by the introduction of mobile devices that offer virtually the same user experience – albeit on a much smaller screen for most users. Yes, there will be even more rapid change in the coming years in the area of smartphones, phablets, tablets, glasses, watches, etc … but for now when asked which device they couldn’t imagine living without, the primary device for most primary case physicians is a smartphone (think iPhone, Samsung Galaxy, or equivalent).
About Digital Insights Group The team at DIG is focused on bridging the gap between the mountains of data created by the social, mobile, and digital revolution — and strategic insight. We believe the majority of strategists, innovators, and marketers are relying on data and information grounded in the past (and historical trends). A rear view mirror is great for knowing where you have been. Innovators and strategists need a lens into the future to plan for it. That requires products, services, and data based on current and future trends. DIG is guided by a vision to create a company for the next decade – serving the clients preparing for it.
Mobile Remains Elusive to “Traditional” Marketers Now transition your thinking to a room of marketers – specifically, you’re now a pharmaceutical marketer in the midst of debating a strategy to engage a group of primary care physicians. Keep in mind these physicians are also stating loud and clear that access by traditional sales reps will continue to diminish and that they are content to access breaking news, clinical trials, and education through digital channels – mostly, including mobile. Your team is fairly typical and decides like the average team to build an engagement strategy for a traditional offline experience first and when the debate shifts to digital, your team does as so often the case today, envisions the “traditional” digital experience built for a browser or desktop experience—mobile is not much more than a footnote and certainly not given much thought nor time relative to “what’s worked in the past.” Does that match with your experience above as a physician? No. Physicians are like the rest of the professional world – they have embraced mobile technology – and in their case, mobile medicine. No, we don’t have fully integrated Electronic Medical Records at the point of care (and in hand) but physicians by and large have figured out how to use their mobile to serve as a primary device.
Is the typical team of pharmaceutical marketers building for a mobile experience? Do they really understand what drives a mobile (non-‐desktop) experience today? While it may be difficult to make the argument for true digital integration of strategies and tactics, the reality is that the market is already moving towards “digital first” and increasingly “mobile first” as their preferred channel preference.
Preparing for Mobile First Digital Insights Group believes the market and pace of change in the mobile space will rapidly accelerate in the coming months and years and marketers must recalibrate their expectations and level of knowledge specific to mobile now. It’s no longer sufficient to merely know physicians have a mobile device (of course they do)– the market has moved two levels deeper and to maintain a competitive advantage, forward thinking marketers must do the same. For this reason, Digital Insights Group has introduced DIG™ Mobile Physician – a solution built for strategic marketers and brand leaders to guide their strategy based on high frequency strategic insight – grounded in robust data at the specialty level.
DIG™ Mobile Physician: First and foremost, DIG™ Mobile Physician is built from the ground up specific to a specialist segment. It is not a top down approach where a population study is created and then “cut” to provide the answers given at the population level. Secondly, the insights are deep and more robust … focused on where the market is headed (trends) and not where it has been the past year. Finally, the product is built to offer a continuous stream of insight throughout the year – not a snapshot in time that year – and therefore allows clients to integrate areas of interest over time.
As a primer on what “mobile” means to today’s physician, we have provided a brief overview from a recent directional study (qualitative in nature) conducted with primary care physicians by Digital Insights Group in September 2013. Enjoy. The clear winners on the device front are the smartphone, laptop, and desktop (Figure 1). Tablets in the practice and for professional use will continue to evolve as a market segment -‐-‐ and the space between smartphone and tablet will become less black and white in the coming years. However, for now the smartphone and laptop/desktop drive the majority of use. Figure 1 Any Use of a Device to Access Pharmaceutical Information (past week) Percent of Primary Care Physicians
Source: Digital Insights Group
Moving on from “any use” by physicians to “primary use” we learn the smartphone is the primary device for physicians today – by a wide margin (Figure 2). In fact, they are 2.4 times more likely to report they use a smartphone as their primary device – beating out their laptop, desktop, and tablet. Figure 2 Primary Device to Access Pharmaceutical Information (past week) Percent of Primary Care Physicians
The activities on a smartphone are not that surprising or shocking – but still important to understand. How the devices are being used and how engagement and frequency are driving behavioral changes is key to delivering assets that meet and exceed expectations. Accessing portals is the top activity by a narrow margin – just beating out communicating with their colleagues (Figure 3). The same way social media and news migrated to the mobile for the market overall – the same trends are playing out in the mobile physician space today. Figure 3 Top Activities on Smartphone (monthly) Percent of Primary Care Physicians
Source: Digital Insights Group
Source: Digital Insights Group
Primary care physicians are 2.4 times more likely to report their smartphone is their primary device
Moving on from activities on a smartphone, we take a look at the activities on tablets. Again, no shocking insights if you have experience using a smartphone and a tablet to create and consume content today. Physicians are using tablets for different reasons compared to their smartphones. Tablets are being using for more in-‐depth content consumption as opposed to serving as a tool that is “always on” and accessible – essentially what makes the smartphone so powerful. Figure 4 Top Activities on Tablet (monthly) Percent of Primary Care Physicians
Looking beyond broad professional activities on their smartphone, an area that DIG believes is important for pharma marketers to understand is the ability to frame and compare the use of apps versus mobile web. Yes, this balance will continue to evolve much in the same way that apps versus mobile is still evolving in the mobile space overall. At this time, Epocrates and Medscape own the physician mind set in the app space – or make that home screen space. Apps in the next tier include UpToDate, Sermo, QuantiaMD and Doxmiity to name a few. Of note, the number of social apps that offer communication and content continues to flourish. Figure 5 Hierarchy of Mobile Device Apps Percent of Primary Care Physicians
Source: Digital Insights Group
Do physicians really want content that is seamless, accessible and consistent across all their devices and screens? The answer is a very loud “yes” (Figure 6). Only 10% say that multi-‐screen access is “not very important” and over half report multi-‐screen access is very important. Figure 6 Importance of Multi-‐screen Content Percent of Primary Care Physicians
Pondering the digital world in 2020, and where digital fits into the mix, it also helps to reflect on where we have been. We have quickly moved from a world of proving channel relevance to struggling to “integrate” digital into the mix. The future requires a mindset and realization that “digital first” becomes the norm very quickly – and within that a subset of the market is “mobile first.” Are you ready? Figure 7 From Digital Integration to Digital First
Source: Digital Insights Group
Source: Digital Insights Group
Products from Digital Insights Group DIG™ Mobile Physician: mobile is no longer a trend – it’s a way of doing business. DIG built an advisory and tracking product that helps you and your team better understand mobile by capturing data in the medium and then providing the context to make it relevant to your team. DIG™ Mobile Physician is built from the ground up specific to your specialty segment(s) of interest. DIG™ Social Consumer: we believe listening to customers in social media is only the first step. The end goal is strategic insight. We rely on multiple sources of social media data (specific to your therapeutic area of interest) and then aggregate that data into a platform and deliverables your team can use. Social listening without relevance and insight is just that – listening. Take the next step to learn. DIG™ Social Consumer is built from the ground up specific to your therapeutic segment(s) of interest.