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Novo Nordisk Account Intelligence Worksheet

Elias_Pickrahn · 2020-05-25T08:32:26+00:00

* Overview * Account Info * JMP License Info * JMP Clinical * Major sites with JMP users * Budget * Contacts * Purchasing * Training * JMP related Training Programs * Executive sponsors * EBI´s/ Decider: * Power Users * Software Deployment * Value of JMP * Departments/divisions using JMP * Discovery Papers/Posters * Data…

Elias_Pickrahn

Overview

Overarching mission

Spread the use and impact of JMP products far and wide within the Science and Engineering communities at Novo Nordisk.

Three year revenue and use profile

User count

2017: Unknown, was managed by NNIT

2018: Unknown, was managed by NNIT

2019: 1666

2020: 1666

Community membership

2017: 11

2018: 14

2019: 21

STIPS enrollment

2018:1

2019: 14

2020: 17 as of June 29, 2020 Current data here

Total all years: 32

TSR

2017: $272,038

2018: $393,019

2019: $718,553

Customer Care

JMP days planned/executed

Engagement score (when available):

Account business profile

2019 Revenue: $18,291,000,000

Cost of Revenue:

Total Employees: 43,258

# Engineers/Scientists:

Quick Ratio: .73

D/E Ratio: .05

Operating Margin: 31.91

Profit Margin: 12.23

Training Programs

Statistics/Analytics:

JMP: JSL course in Denmark (2020). Extensive participation in e-learning from SAS Edu with JMP in 2012 - spotty since.

Other:

Technical Value

Departments using JMP: Biostatistics, Pharmaceutical Manufacturing (Product Supply), Process Research and Development, Clinical Studies

Value received: identification of new products, process development, clinical trials

How do they use it? JMP Clinical for clinical trials, Data Exploration, Data Mining and Modeling, DOE, Quality Tools (with scripting)

Sales opportunities

JMP Live

Account Info

Legal name: Novo Nordisk A/S

Common name: Novo Nordisk, Novo

Email domains: @novonordisk.com

JMP License Info

TSR: - 2018-

Site Location:

Contract #75887 (Bagsværd, Denmark)

Sites: Supplement 13

916705 – JMP Windows Desktop – 1666 TOTUSERS

916708 – JMP Windows Server – 1666 TOTUSERS

Nonstandard Items:

Cost per new license: Customer may add extra JMP users for DKK 3.005 ($ 455) per user, by notifying SAS in writing. The Renewal Fee hereafter will be DKK 2.203 ($ 333) per user each year for the term of this agreement.

License Grant; Termination: Three Non-Cancelable annual licensing periods 01JAN2019 -31DEC2021, yearly invoiced (see above)

Minimum Fees: As an accommodation to the customer, SAS has granted one-off fees for the first Annual license period 01JAN2019-31DEC2019to enable the customer to license the total number of JMP users an each of the two separate Operating System, as defined in this supplement Grid. The minimum fees for the term of this agreement are defined in section 7.2. The fees for Annual License Period 01JAN2020-31DEC2020 and 01JAN2021-31DEC2021 are for each of the two Operating Systems and will both be charged unless the customer notifies SAS in writing before 1st of November in 2019 and/or 2020.

Annual TrueUp: 60 days before anniversary customer must provide TrueUp report. Customer may transfer licenses within the expanded Territory, provided that the current number of users does not exceed the total number of users.

Annual License Period	Annual License fee Installment
01JAN2019 – 31DEC2019	DKK 5.006.330 ($ 758.417)
01JAN2020 – 31DEC2020	DKK 3.560.242 per OS ($ 539.347)
01JAN2021 – 31DEC2021	DKK 3.670.198 per OS ($ 556.004)
Total License Fees During Committed Term	DKK 12.236.770 ($ 1.853.770)

Allowed Countries:

Country	Initial User Count
Belgium	4
Switzerland	10
Poland	10
Ireland	10
Spain	11
Norway	9
United States	53
Denmark	1559
Total User Baseline	1666

Contract #90670 (Bagsværd, Denmark)

Sites:

113449 – JMP Windows Desktop – 1 TOTUSERS (Supplement 26, Customer FeE Chemicals, under NN)

627692 – JMP Windows Desktop – 200 TOTUSERS

111592 – JMP Windows Desktop – 3 TOTUSERS (Customer NNE Pharma, Company under NN)

915514 – JMP Windows Test Server – 5 TOTUSERS (Supplement 42, Customer NNIT, used to manage Novo Nordisk’s IT for JMP, but NN canceled the contract for JMP licenses. SAS Installation is still managed by them)

Contract #41930 (Plainsboro, USA)

Sites:

545188 – JMP Windows Desktop – 28 TOTUSERS

JMP Clinical

Sites: Supplement 12

683404 – JMP Clinical – 310 TOTUSERS

878540 – JMP Clinical – 5 TOTUSERS

Nonstandard Items:

Cost per new license: Customer may add extra JMP Clinical users for DKK 5.870 ($ 890) per user, by notifying SAS in writing.

License Grant; Termination: Two Non-Cancelable annual licensing periods 01NOV18 -30VOV2020

Annual License Period	Annual License fee Installment
01DEC2018 – 30NOV2019	DKK 1.468.554 (200 Existing Server User) ($ 222.474) DKK 645.754 (110 upgrade Server User) ($ 97.826) DKK 125.522 (5 Existing PC User) ($ 19.015) DKK 2.239.830 ($ 339.316)
01DEC2019 – 30NOV2020	DKK 1.807.900 (310 Existing Server User) ($ 273.882) DKK 131.798 (5 Existing PC User) ($ 19.966) DKK 1.939.698 ($ 293.848)
Total License Fees During Committed Term	DKK 4.179.528 ($ 633.164)

Allowed Countries:

Country	Initial User Count
India	30
Denmark	80
Total User Baseline	110

Contract #48505 (Bejing, China)

Sites:

858565 – JMP Clinical – unknown TOTUSERS

626893 – JMP Clinical – 5 TOTUSERS

Uplift %: Fix prices agreed for JMP and JMP Clinical, see above.

Major sites with JMP users

Site/Location	Country	Number of Users
Danish Headquarters, Bagsværd	Denmark	1559 across DK
Måløv	Denmark
Clayton, NC	USA	53

Budget

FY Starts

Internal chargeback process for JMP licenses

When budget for next year’s renewal?

Who manages this process?

Contacts

Champions

Americas

Name	Location	Title/Role
Robert Chapman	Clayton, NC	Project Manager, Operational Readiness DAPI US
D'Atra Walker	Clayton, NC	Process Engineer, DAPI US Recovery

Europe

Name	Location	Title/Role
Ken Sejling	Bagsværd, Denmark	Statistical Specialist
Gitte Windfeldt	Bagsværd, Denmark	Principal Scientist
Jesper Kjær	Måløv, Denmark	Director, DM Process and Innovation
Anders Peder Riis	Copenhagen, Denmark	Senior Director of Biostatistics Centre of Expertise

Asia

Name	Location	Title/Role

License Administrator (SAS rep in GIDB), tenure as SAS rep:

JMP

Function	Name	Contact
CRN: SAS Contract Representative	Tobias Gudmand-Høyer	Novo Alle 1, Bagsværd, 2880, +45 30 77 69 49, tguh@novonordisk.com
REP: SAS Representative (Primary)	Jesper Kjær	Novo Alle 1, Bagsværd, 2880, JRKJ@novonordisk.com
TRN: Training Coordinator	Jesper Kjær	Novo Alle 1, Bagsværd, 2880, JRKJ@novonordisk.com

JMP Clinical

Function	Name	Contact
CRN: SAS Contract Representative	Henrik Lynge	Krogshøjvej 53, Bagsværd, 2880, +45 30 75 73 18, hlyl@novonordisk.com
New Contact for contract (not in CRN)	Anshu Handoo, System Manager	located in India, ahno@novonordisk.com

JMP Pro

Function	Name	Contact
CRN: SAS Contract Representative	Frederik Boris Hasnæs	Brennum Park, Hillerød, 3400, +45 30 79 79 86, fhas@novonordisk.com

China

Function

Name

Contact

CRN: SAS Contract Representative

Xin Wang

北京朝阳区大望路
北京, 100004, xnwa@novonordisk.com

CRN: SAS Contract Representative

Ling Cui

北京建国门外大街1号国贸大厦2座31层3112室
北京市, lcui@novonordisk.com

USA

Function	Name	Contact
CRN: SAS Contract Representative	Wayne Weng	800 Scudders Mill Rd Plainsboro, NJ 08536-1606, +1 609 919-7966, wayw@novonordisk.com
CRN: SAS Contract Representative	Kasper Stausgaard	Bredevej 2, Virum, 2830, +45 30 77 56 18, kpsu@nnepharmaplan.com

Purchasing

Training

Americas

Europe

Ken and Gitte Coach JMP.

JMP related Training Programs

Valerie has offered “Ask the Expert” Webex Sessions in the past.

Executive sponsors

Henrik Lynge, Business Relation Manager

Focuses on connecting the business with IT

EBI´s/ Decider:

Anders Peder Riis

Jesper Kjær

Luigi Gagliardi

Power Users

Ken Sejling

Gitte Windfeldt

Martin Hansen

Software Deployment

Version of JMP currently used: JMP 14.1, JMP Clinical 6.1

Push/pull – how does it get deployed, repackage?:

License update process:

Value of JMP

Almost all members of the statistics support team use JMP as their main statistics tool. They also use SAS and a few other, more specialized tools for more advanced analyses.

For a couple of years, we have tried to make the statistics team try JMP Pro for more advanced analysis. It has turned out to be more difficult than we expected. First it was difficult to find any method that they thought was interesting enough to even consider the software. Then they got hooked up on the cost. After the Functional Data Explorer was introduced, they said they could consider an evaluation, but the matter got complicated by the fact that all the members of the statistics team belongs to different organizations.

Departments/divisions using JMP

Novo Nordisk has six sites around Copenhagen:

Bagsværd - Corporate HQ, process R&D, 2nd/pharmaceutical manufacturing, administration, finance and marketing (JMP)
Måløv, - pre-clinical research and have their first ever manufacturing site for tablets. (JMP)
Søborg, - Clinical studies (studies on patients). (JMP Clinical)
Gentofte - production of drugs against hematology (blood) and hormone diseases. (JMP)
Hillerød – development and production of syringes and other injection devices. They are also building a new insulin factory there. (JMP)
Kalundborg - 1st/biological & chemical manufacturing. Production of insulin and other active substances in their Diabetes drugs. (JMP)
Køge - NN PharmaTech small manufacturing site. PharmaTech produces Quats, which are help substances for biopharmaceutical drugs. (JMP)

These organizational areas are good to be aware of.

Research & Development – Pre-clinical Research and Develsopment.
- Global Research. Experimental research where researchers try to find new molecules that can be used to treat diseases. Formulation development of new injections and pills. (Måløv)
- CMC – Chemistry Manufacturing and Control. Formulation and process development. (Bagsværd and Måløv)
- Device R&D – Development of new injection solutions and new production methods for existing injectors (Hillerød)
Global Development – Clinical research (drug studies on patients) of drugs in various stages.
- Biostatistics – 150 statisticians who design and analyze the drug studies (Søborg and Aalborg).
- Data Management – Ensure that the data in the studies is accurate (Søborg).
- Clinical Monitoring – Monitor ongoing studies and ensure that there is no erratic or fraudulent behavior in any study (Søborg).
- Global Safety – Monitors the prevalence and incidence of adverse events of Novo Nordisk’s existing and upcoming drugs (Bagsværd)
Product Supply – Manufacturing of drugs. The department consists of these different departments.
- DAPI (Diabetes Active Pharmaceutical Ingredients) – Biological production of the active substances in diabetes drugs. (Kalundborg – the World’s biggest insulin plant, Hillerød)
- Biopharm – Biological production of the active substances in Hematology and hormone drugs (Gentofte)
- Devices – Production of Insulin pens, syringes and other injectors. Plastic injection moulding processes is a big application for JMP (Hillerød)
- DFP – Diabetes Finished Products. Where they mix the active substances with other chemicals and make drugs that patients can use (Bagsværd).
- OFP – Oral Finished Products. Tablets and capsules (Måløv)

Discovery Papers/Posters

None

Data Infrastructure

Analytic Tool/Competitive Landscape

Strategy

Notes on Technical Engagement

Activity

Additional notes

Statistics Support Team

Most of the meetings we have had at Novo Nordisk have been with the Statistics support team. Novo Nordisk has a central team of statisticians who support the R&D and Product Supply departments with services in statistics and data analysis. They work as internal consultants in statistics, but they also do training courses in DoE, Six Sigma and other fields where statistics can be applied.

The team is not a formal department at Novo Nordisk. Each analyst is employed and “belongs” to one of the main organizational departments. But they meet frequently and support each other with analysis work and advice when needed. Here are our most frequent contact persons in the statistics team:

Gitte Bjørg Windfeldt – Product Supply DFP, Biopharm
Peter Thyregod – CMC, Global Research – no longer with account – 04/20
Stina Andersen – Product Supply Biopharm
Mikael Thuvesholmen – Product Supply DFP
Anna Klimkiewicz – Product Supply Devices
Jiaxin Chen – Product Supply DAPI

Almost all members of the statistics support team use JMP as their main statistics tool. They also use SAS and a few other, more specialized tools for more advanced analyses.

CMC

The Chemistry Manufacturing and Control department works primarily with developing discovered molecules into feasible drug products. They also develop and improve new and existing manufacturing processes.

Around 25 % of Novo Nordisk’s JMP licenses are being used in CMC. Design of Experiments is the most common application, but some use it for data analysis as well. CMC has also developed some SOPs (Standard Operation Procedures) for process development where doing analysis in JMP is part of the procedure. Peter Thyregod has been our main contact at CMC and he also does statistics support for some of the manufacturing departments.

Product Supply

Around half of the JMP licenses used at Novo Nordisk are used within the Product Supply or manufacturing organization.

Novo Nordisk Product Supply also has a tailored solution of JMP called CCS. It is a report system that automatically generates control chart reports from manufacturing processes and shows how individual variables have behaved during a batch. CCS generates hundreds of reports every day and is being used by process operators, engineers and managers across the Product Supply organization. The current agreement is for 200 users and runs until 2020. CCS is bought directly by Novo Nordisk from SAS and the licenses are not included in the NNIT agreement.

Although it only constitutes 15 % of Novo Nordisk’s business, a large share of the licenses is used within the Biopharm division that produces Novo Nordisk’s drugs against hematology and hormone diseases. The products are based on more recent technologies than insulin, the manufacturing processes are relatively complex, and the drugs face more competition on the market. These factors all contribute to a bigger need for data analysis.

Diabetes API is another field where JMP is used. 3500 people work at Novo Nordisk’s insulin manufacturing site in Kalundborg, the World’s biggest factory of its kind. About 300 of them use JMP, but it has been difficult to get in contact with them. They have refused to meet with us and when the Statistics support team planned a JMP-day there, they said no. We have had meetings mainly with the Statistics support team, especially Gitte Windfeldt and Stina Andersen. They both say that it is hard to convince the process and quality engineers about the benefits of data analysis and that they always need to keep what they present on a very simple level.

There is a growing interest for JMP in Hillerød north of Copenhagen. Novo Nordisk has two sites here – one for Device R&D and one for Device manufacturing. Many people work in both organizations. The device people used to work a lot with NNE and let them do the analysis work but are becoming better and better. Frederik Hasnæs is a process engineer who is a local expert on using JMP for Injection Molding. He bought a JMP Pro in September that he uses to validate the models he develops for their injection molding machines. Anna Klimkiewicz is a statistician in development who is trying to get her colleagues more interested in JMP.

Global Research

Research and Development is the biggest application area for JMP on a Global level. But at Novo Nordisk, it is not a particularly big field. This is partly due to Novo Nordisk’s Global Research organization. Research is made in small groups who are relatively independent of one another. There are very few staff functions who give knowledge support to these groups and no central statistics or data analysis function within Global Research.

Martin Hansen used to work in CMC where he used JMP. He brought JMP to his new job as a researcher in hematology and did some good analyses there, but his colleagues were not interested. Peter Tiainen, a Swedish expert in purification and chromatography used JMP at Lund University, but he thinks it should be used more at Novo Nordisk’s R&D. But he hasn’t figured out how yet and his colleagues are not interested. Henrik Lynge, VP of IT in Global Development also tried to set up a meeting with Global Research for us, but it failed.

JMP Clinical

JMP Clinical is used by Novo Nordisk’s Global Development organization. They currently have 220 licenses which are almost fully deployed and Novo Nordisk has indicated that they need to buy new licenses (They die End of 2018!).

Novo Nordisk buys JMP Clinical directly from SAS and not through NNIT. The first 20 licenses were bought as part of a bigger SAS deal, and the following licenses were bought independently 2015 and 16. They therefore have three different supplements, which Novo Nordisk and Henrik Lynge wish to merge into one (=>done in Dec 2018).

JMP Clinical is used by the following departments within Global Development.

Clinical Monitoring has led the implementation of JMP Clinical within Global Development. The Clinical Monitoring department mostly consists of medical doctors who do Central Statistical Monitoring – They follow ongoing studies of new drugs to ensure that adverse events are reported correctly. They also study the frequency of adverse events among patients in clinical studies and look for warning signs of risks with drugs.

NNE has written scripts of visual and statistical reports for Novo Nordisk that present various aspects of risk in a study. The scripts are now validated, and the monitors have started using JMP Clinical as their standard tool. Jesper Kjær has led the implementation together with Julie Solbjerg Appel.

The Biostatistics department has 150 statisticians who design and analyze all of Novo Nordisk’s clinical studies. Novo Nordisk’s medical writers also work at this department. SAS is a standard software for analyzing clinical studies together with R and Python. But they have evaluated JMP Clinical for a few years now and see many benefits of it. So far, around 70 people at the Biostatistics department use JMP Clinical. In August they decided to not spread it to the other statisticians. Anders Riis and Claus Dethlefsen have led the evaluation work. The medical writer Sinna-Lisa Vange has done most of the work with evaluating the patient narrative functions.

The Data Management department led by Anders Harboe has evaluated JMP Clinical for little less than a year. They ensure that the study protocol reports which Novo Nordisk receives from their studies are accurate and that there are no fake records in the data. Four people lead by Julie Sainmont and Carla Gil have evaluated Clinical and they will expand the use to up to 40 people during the coming year.

Global Safety is a department which is not directly associated with the other departments at Global Development but still part of the division. They monitor the safety of all Novo Nordisk’s drugs – both existing drugs as well as drugs under development. If a drug shows a large incidence of adverse events, Global Safety has the authority to pull it off the market.

Global Safety has had scripts built for them by NNE to facilitate the analyses of their monitors. Currently 8 Super Users of JMP Clinical have been trained by JMP Clinical team in US and they expect up to 50 people to need licenses by the end of 2018.

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