Sales & Marketing

Mikelle Middleton

April 27, 2020

Mikelle Middleton is a vice president of strategic solutions at MMIT. She partners with pharma manufacturers to deliver our shared vision of providing clarity on the patient access pathway for life-saving treatments. Day to day, Middleton maximizes client value by ensuring alignment with all key stakeholders at large pharmaceutical organizations and answering the ‘what’ and ‘why’ of market access.

Q: What brought you to the health care industry and to MMIT?

A: Many of my colleagues describe my background as interesting and diverse when compared to most individuals in market access,

Mikelle Middleton is a vice president of strategic solutions at MMIT. She partners with pharma manufacturers to deliver our shared vision of providing clarity on the patient access pathway for life-saving treatments. Day to day, Middleton maximizes client value by ensuring alignment with all key stakeholders at large pharmaceutical organizations and answering the ‘what’ and ‘why’ of market access.

Q: What brought you to the health care industry and to MMIT?

A: Many of my colleagues describe my background as interesting and diverse when compared to most individuals in market access, pharma or even health care. For the first 10 years of my career, I was in marketing and global business leadership roles within the chemical industry, which allowed me the opportunity to travel the world. I eventually made the switch from chemicals to pharmaceuticals due to my desire to be in health care. At AstraZeneca, I gravitated toward market access because it was a B2B (business-to-business) environment, which I was accustomed to. In each of these roles, the part that I valued the most was working with customers to improve utilization and consumption of the product or solution that I brought to the table to genuinely add value. This made the move to MMIT natural.

What interested me most about MMIT was the opportunity to leverage the market access expertise I developed in pharma but, more importantly, it provided me a better way to have a direct impact. I went from being one of 70 regional account directors to one of five strategic account managers at MMIT. I wanted to play offense, not defense, and this high-growth organization afforded me the ability to do that.

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

A: Market access is complex and the patient pathway to treatment is more and more challenging every day as the market evolves, new targeted and life-saving therapies are introduced and more competitors are providing competing alternative treatment options (which is great news for patients!). A common challenge for me is ensuring that we are supporting the market access needs around this complexity at the individual client stakeholder level. In my role, I strive to ensure that we are reaching and providing value to all of the relevant client stakeholders, which is not an insignificant challenge with large pharma manufacturers.

Q: What’s the biggest victory that you’ve had at MMIT?

A: I measure success by the number of clients that renew and expand our business relationship, because I know that we’ve earned the right to continue these critical partnerships. It means we’ve been successful in meeting their market access needs in this complex environment. To me, it is as simple as that and it’s the end game of everything I do.

What key market access shifts are you forecasting, and how is MMIT uniquely positioned to help?

Every day, I have multiple clients reaching out to me and asking for help when it comes to the COVID-19 global pandemic. They have some real challenges with how they are running and reporting on their business in these unprecedented times. They don’t know how many patients are going to shift from commercial insurance to Medicaid, as an example. Each of these shifts impact their forecasting, whether they are looking at prescription volume or the bottom-line financials. They want to know what insurers are doing when it comes to covering medicines and their overall perception of patient access. Our access to the majority of payer decision-makers through our panel and our trusted framework around covered lives data through a multitude of inputs is what helps uniquely position MMIT to support these pharma clients.

Q: What is your favorite part of your job?

A: I love working directly with clients to solve complicated challenges. Being in a room together face-to-face building relationships and a foundation of trust is the key human element behind what I do. I love diving into what’s working and what’s not so that we can continue to improve our partnership together. I’m an extrovert and I like people, so our current work-from-home environment is hard for me. I am energized by client interactions, so I’m making the most out of our virtual meetings for the time being!

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

A: I think that any working mom could relate to my answer to this question, “What hobbies? Hello? My kids!” In all seriousness, my family and my children are very much where I spend my time outside of MMIT. We have a strategy in our house to always keep our kids busy which, in turn, keeps us busy. I spend a lot of time on the sidelines of volleyball, lacrosse and soccer matches. As I mentioned before, I am an extrovert and so is my husband, Matt, and my entire family. We really enjoy hosting dinner parties, which we try to do as often as possible to socialize and spend time with the people that we care about. Given the current events, this is a bit challenging right now, so we are really look forward to getting through everything together.

by Brooke McDonald

Mike Maggs

January 27, 2020

Mike Maggs is an account executive at MMIT, and joined the company in 2017 just a few months after graduating with a Bachelor of Science in accounting from Penn State University. He worked in business development for a little over a year before transitioning to the inside sales team, where he works to align potential clients’ needs with solutions from AIS’s Directory of Health Plans (DHP), MMIT Reach and Payer Landscape. In 2020, Maggs is taking on a new role as a strategic account executive.

Mike Maggs is an account executive at MMIT, and joined the company in 2017 just a few months after graduating with a Bachelor of Science in accounting from Penn State University. He worked in business development for a little over a year before transitioning to the inside sales team, where he works to align potential clients’ needs with solutions from AIS’s Directory of Health Plans (DHP), MMIT Reach and Payer Landscape. In 2020, Maggs is taking on a new role as a strategic account executive.

What’s your day-to-day like?

From the moment a potential client indicates interest in our products to the close of the sale, I’m responsible for the management of the account and any of their future renewals. My day is mainly focused on client calls. Whether it’s a discovery call, a capability demonstration, delivering proposals or managing renewals, it all falls under my day-to-day. I’m always working with the marketing team as well, to hone in on any specific accounts or further develop some of our strategies in connecting with potential clients. We have the great luxury of receiving a lot of inbound leads within inside sales, so while we do have our own outbound efforts like emails and cold calls, we also have a good amount of inbound interest, so that really helps with having more qualified sales opportunities.

What’s the sales process like?

Once a potential client is interested, I’ll set up a discovery call to understand their needs and what’s most important to them. Then we’ll have a capabilities demonstration, and walk them through the platform and further hone in on what solutions might be the best fit given their needs. From there, there can be other demonstrations with additional team members, then I’ll start having follow-up conversations and answer any questions or get any feedback. After that, I’ll finalize the scope of the solution they need and push the sale forward.

What kind of clients do you work with?

Mostly, I work with health care technology organizations, so companies that are targeting health plans and health systems that can really benefit from DHP and MMIT Reach for sales and marketing purposes. I also work a lot with some smaller pharmaceutical manufacturers who utilize our products, as well as medical device and genetic testing companies.

I like the fact that we sell to so many different types of clients. It’s great that DHP can be used in so many different ways, and that’s what makes each sale a little bit different. A lot of my calls are unique depending on the type of company, whether they’re a small or large organization, a lot of different factors. It all has an impact on what they care about, the level of detail that’s needed and the type of work that they want to accomplish. It keeps things interesting.

What are some of the challenges of an inside sales role?

The time management factor can definitely be a challenge, because you’re always closing deals. And it’s challenging to keep that pace flowing, building up your pipeline and getting into a rhythm so that you can safely forecast what you’re going to bring in a few months down the road and ensure you’re going to hit your sales metrics. I get a lot of enjoyment out of it, though, because you’re always staying busy and there’s always something to do. I think the fact that you’re always closing and have that repetition can give you a lot of experience that can help you move up to a more senior position. Knowledge of the sales process and the research you need to do to get into the nitty-gritty of clients’ questions provides a really strong foundation. Within a few months’ time, I was very knowledgeable about our products and the types of clients we work with.

What’s a common issue you help clients with?

Our clients are interested in using our data and software as a sales and marketing tool, to develop contracting strategies or to monitor the health plan and health system landscape for market research purposes. When our clients strike up conversations with health plans they are more well-equipped and better prepared for those discussions using our data and our software.

How is MMIT poised to help with the current trends we’re seeing in the industry?

With our products, you have that transparency into health plan consolidation and movement within the industry. Plans are always entering or exiting into different geographies and there’s a lot of movement going on specifically within Medicare and Medicaid. We’ve also seen a transition of the management of drugs from plans to health systems and integrated delivery networks. DHP and some of our other solutions can help identify those organizations and the decision-makers that our clients might need to get face-to-face with to drive their business forward.

What does MMIT do, in your own words?

At the highest level, MMIT aims to simplify drug access everywhere throughout health care. In my inside sales role, I’m supporting various healthcare organizations and providing transparency into the health plan and health system landscape.

What’s your favorite part of your job?

I really like the people that I work with. I think we have a really great group of people on the sales team who are very focused and dedicated to what they do. The team has grown quite a bit since I joined MMIT. There were originally probably around 20-25 people and today it’s well over 50. The inside sales team has grown from one single person to 4-5 people now, so there’s been a considerable amount of growth in the short time I’ve been here. I think MMIT is a great company to work for.

What do you like to do outside of work?

I like to play golf and surf. Recently I was in Costa Rica on vacation with my family and was able to enjoy both of those out there, so that was a lot of fun. I live down in Asbury Park, New Jersey, so I’m always down by the beach. It’s a lot of fun in the summer.

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