Sales & Marketing

Pallavi Garg

September 9, 2019

Pallavi Garg is a client success analyst (CSA) at MMIT. Garg has always enjoyed working with data, but it wasn’t until she took a consulting position at Biogen that she discovered her love of market access data. In her CSA role, Pallavi works with the client experience team to create custom reporting to help clients better understand MMIT data.

Q: Tell us more about your role.

A: I’m a CSA and in this role,

Pallavi Garg is a client success analyst (CSA) at MMIT. Garg has always enjoyed working with data, but it wasn’t until she took a consulting position at Biogen that she discovered her love of market access data. In her CSA role, Pallavi works with the client experience team to create custom reporting to help clients better understand MMIT data.

Q: Tell us more about your role.

A: I’m a CSA and in this role, I work very closely with the client success leads (CSLs), who are the leads on the accounts, to help solve our clients’ data questions. When clients have questions about our data, connecting tables in the data feed, or they need an “ad hoc” report, the CSAs are the ones who have the answers. When our clients need insight on their product’s coverage in the market, the CSA team can help give perspective by creating different visuals and tables depending on the client’s needs. It’s a very customizable service, as we are helping clients understand our data quickly and helping them resolve any questions or special requests they may have.

Q: What’s your day to day like?

A: The main focus of my role is working with CSLs to ensure as a team we are creating a seamless experience for the client from the time they make their requests to the time we deliver the data, and ensuring that we deliver a high quality product for the client. In this role, the CSL is your client, so every day I’m helping them with answering any data questions the clients may have or coming up with solutions to client data requests. When a client doesn’t have a huge analytics team, they may come to the CSL and ask for help understanding their product’s coverage in the market both historically and currently. The CSL will then come to me, and we work together to analyze the relevant datapoints and then deliver the findings to the client in their preferred mode, whether that be our Analytics 3 platform, a PowerPoint or an Excel file.

Q: What are some of the larger projects you’re working on?

A: As MMIT is continuing to grow, we’re exploring different services we can offer to our clients. One of the larger projects we’ve been working on is replacing one of our pharma client’s internal tools and data with MMIT’s tools and data. For this project we used the client’s custom alignments for over 10 indications and provided them with data through our Analytics tool. We also had to create several custom reports to enable the client to view their coverage in multiple views such as by channel, by preferred status, and by regions. We didn’t have a lot of experience working on these kinds of reports, but we were able to work with the different teams at MMIT to develop a product that the client was satisfied with, and it’s a service we’ll be able to offer to other clients in the future.

Q: What are some of the challenges of your role?

A: The biggest challenge is understanding the client’s vision and solving any issues clients need help with. This is where the partnership between CSA and CSL is so important. As a CSA we typically do not interact with the client, so the back story and all the relevant information about the request is given to us through the CSL. Communicating with and asking the CSL questions is key in understanding the request. Once we establish what issue they are experiencing, we can pull the data and create a report that fits the client’s needs.

Q: What’s your favorite part of your job?

A: I love working with the data to solve complex problems and coming up with solutions to fit our clients’ business needs. There are times when a client comes to a CSL with a request, but they’re not able to fully articulate what it is they’re asking. In these scenarios we present the client with the same data visually represented in multiple ways and they can pick and choose what suits their needs.

I also love that the leadership in our organization encourages you to ask questions. If I believe a process is inefficient or won’t provide the right results, I know I can go to our leadership and make my case and they’re willing to listen and make changes where necessary. It’s a great environment to work in because I feel encouraged and appreciated for my work, and it makes me want to continue working harder.

Q: What’s been your biggest victory with the company so far?

A: The biggest victory has been creating the custom reporting for one of our large pharma clients. This was a new experience for MMIT and for me, and it was exciting to be involved in all aspects of the project, from developing the tool to testing the user interface. We recently delivered the reports to the clients, and we’ve received lots of positive feedback about the functionality and the data. It was rewarding to handle a project of this size, and I learned so much about both our data and the client’s data while also improving my skills. Going forward I’m more confident managing these larger projects because I now have so much more knowledge of our data and experience coordinating with the other teams at MMIT to produce a quality product.

Q: What do you like to do outside of work?

A: I lead a pretty normal life; work, home, and doing my hobbies on the side. I’ve recently been teaching myself how to cook, so I’ve been exploring different cuisines. I also take care of plants in my free time, and I enjoy taking long walks and hiking in the summer. I also love to travel and have visited Amsterdam, Sweden, and my husband and I vacationed in Cancun for our honeymoon.

by Amanda Tadrzynski

Matt Seltzer

March 25, 2019

Matt Seltzer is a newly appointed Regional Vice President of Pharma Solutions at MMIT, working in sales and client development, and has been with the company for more than three years. As a senior account executive, he worked to develop relationships with and sell licensed solutions to clients that are emerging in the pharma industry. In his new role, Seltzer is contributing toward MMIT’s vision as we solve more business problems for pharma.

Matt Seltzer is a newly appointed Regional Vice President of Pharma Solutions at MMIT, working in sales and client development, and has been with the company for more than three years. As a senior account executive, he worked to develop relationships with and sell licensed solutions to clients that are emerging in the pharma industry. In his new role, Seltzer is contributing toward MMIT’s vision as we solve more business problems for pharma.

Q: What’s a typical day like for you?

A: Every day is different! In general, my day can be spent trying to identify new people to reach out to and engage, and partnering with people internally to figure out what messages might resonate with those folks. I could be having discovery calls with potential new clients to understand what their needs are, where I share a bit about who we are, and our point of view on how we partner with similar organizations. Then we’ll start listening to their specific business questions, and speak to why our clients partner with MMIT to address them.

Q: What’s exciting about MMIT’s new relationship with Zitter?

A: When we would go out and compete in the marketplace, the only time that we would get nervous is when we were competing with Zitter. When I found out that we were all “getting married” here, I was really excited, because I knew I was going to be able to learn, and it was going to allow me to provide a more compelling case as to why [clients] should partner with us. It will empower me with new tools that’ll allow me to say, “Yes, we do that.”

There’s a lot of synergy that can get created here and a lot of knowledge sharing that will happen. We’re becoming more and more confident in who we are and who we’re becoming, and how we can bring the best market access solutions to our clients.

Q: What industry trends should clients be looking out for?

A: In general, there appears to be a greater willingness for payers and PBMs to apply controls to products that historically they’ve left alone, as they look to manage their own costs. They’ve heavily managed those areas that have the largest patient populations, but now we’re seeing more management in rare and orphan diseases, within oncology in particular, and certainly within the specialty biologic space. It’s not about, “Am I covered?” It’s about, “Tell me what kinds of restrictions and requirements are in place that will allow me to get an actionable understanding of what my access is, either relative to my goals or to a competitor, or relative to other industry benchmarks.” That is a major shift that’s been happening even in the three and a half years that I’ve been here.

Q: How does MMIT stay on top of those shifts in the market?

A: In my role in particular, I have the benefit of talking to companies weeks and often months or years prior to their launch to hear what it is that they’re worried about. That’s how we learn what our solutions need to be in a year or two from now. I can say, “Hey, we’re talking to these companies and they’re not launching products until 2020 or 2021, but here are the questions they’re asking.” If they were launching today, would our products and services allow us to meet those needs? Do we need to do something different?

I think that’s one of the cool parts about my job, I get to be not just the mouthpiece for MMIT, but in many ways I get to be the eyes and ears for MMIT. I’m that periscope out there listening to the chatter of not just what current clients want, but what potential clients want, who won’t even need to be clients until a year from now.

Q: What’s your favorite part of your job?

A: In working with some of these smaller pharma accounts, I feel like I get to make a legitimate difference in the day-to-day of the people that I’m working with on the client side. When I talk to our customers or a potential client about how and why partnering with MMIT makes sense, that we have a team of people who can deliver on that, it’s something that gives me a lot of confidence. It makes the job a lot of fun because I can go in and just be myself without having to tap dance, because the vision we convey in a sales meeting closely mirrors the client’s actual experience post sale.

Q: What do you like to do outside of work?

A: I love to play golf and play my guitar, both of which I don’t have a lot of time for with my 5-year-old daughter, 3-year-old son and 11-month-old daughter. So what do I like to do? Give baths, make dinner, and make lunches! But all kidding aside, I’m a musician, I’m an avid sports fan and I love to travel.

by Carina Belles