Meeting Transcript¶
| File | AUDIO-2026-03-04-21-33-30 2.m4a |
| Date | March 6, 2026 |
| Duration | 34m 18s |
| Speakers | 7 |
Transcript¶
[00:00:01] Speaker 1 So one is they will tell anyhow. One is all the internal data that they have, the marketing and logistics. It's a combination of two departments overseen by whatever internal data that they have. It can be in SharePoint, it can be in OneDrive, or it can be somewhere — whatever internal. So we need to use some intelligence and get dashboards or reports on what they require. I exactly don't know what that is, but I probably will be the point of contact for that. And the other project is we have a core marketing team who does research on prospect claims that we have. They will do multiple Google searches — they're kind of doing a very stubborn old-style job, googling, copy-pasting data, preparing all those things. So we need some kind of intelligence again — when they key in certain names, like a prospect client name, some kind of...
[00:01:11] Speaker 2 Like an email that goes directly, or...?
[00:01:14] Speaker 1 Email or whatever. Like, what is their revenue if they're a public company, what kind of revenue are they generating, and that kind of data. What are their products? Who are their customers? What is their presence across the globe? Those kinds of things. I'm not completely...
[00:01:34] Speaker 2 Yeah, you're just giving me the outline.
[00:01:36] Speaker 1 Exactly. What exactly they need — so what we will do is I will introduce you to both of them, and they will start explaining what they need. We'll get started there. You try to understand what exactly they require, and you put out a proposal.
[00:01:55] Speaker 2 Yeah. What we're going to do is use synthetic data and just do a mock-up tool. So our data scientist will just do a mock-up tool — once you see it and how it works, is there any more customization needed? Then we can make the actual thing.
[00:02:11] Speaker 1 Internal data, whatever we have — like they need some dashboard.
[00:02:15] Speaker 2 Yeah, yeah.
[00:02:15] Speaker 1 Complete team productivity, projects, and those kinds of things. What Prakash has told me — he should be able to tell you exactly what's needed. It might not get completed in one meeting, so keep calling them.
[00:02:37] Speaker 2 Back and forth — so Security will be the point of contact for the...
[00:02:41] Speaker 1 Marketing.
[00:02:41] Speaker 2 Project. Okay.
[00:02:43] Speaker 1 But the other thing — I think she will be the point of contact. Yeah.
[00:02:48] Speaker 2 Okay. Can I get the Wi-Fi, please?
[00:03:39] Speaker 3 Thank you.
[00:03:46] Speaker 1 So your friend — will she be coming back soon?
[00:03:48] Speaker 2 Yeah, she's coming back on the 12th. She's in Thailand, so that should be fine. We are working on a project with Tata Memorial in Bombay on an AI tool. She's gonna come back, but she'll leave in like two days to the US.
[00:04:06] Speaker 1 Okay. This side of the world — that's fine.
[00:04:08] Speaker 2 Yeah, but she's going to the US. I don't know if it's going to be resolved by then.
[00:04:12] Speaker 1 Yeah, even these people have to go to the US in one more week.
[00:04:18] Speaker 2 Yeah. Very uncertain right now.
[00:04:23] Speaker 1 And they booked Emirates.
[00:04:25] Speaker 2 This one is Etihad to the US.
[00:04:29] Speaker 1 Emirates, Qatar.
[00:04:30] Speaker 2 Yeah.
[00:04:34] Speaker 4 How do you manage internal data?
[00:04:37] Speaker 2 How so?
[00:04:41] Speaker 4 It means you should not be...
[00:04:43] Speaker 2 Do you want us to do it on premise — like a data scientist to work from here? The same is with the teammates as well. We can use a VPN and stuff — that's going to give you access, and which is going to make sure you know how the data is being used. That's what was mentioned. But what we're going to do is, once I take the requirements, we'll do a Zoom call or something with your team to see how we're going to work on the data and stuff. Otherwise, we can have a data scientist here on premise and do it.
[00:05:21] Speaker 1 No, we will leave you very little to do. So we're going to explain what exactly you need — given an outline of what's required. It's the internal project, the dashboards. You explained her, and we will help if any data needs to be sent to them, or providing any channel to connect to our systems — all that will be on us.
[00:06:06] Speaker 2 Yeah, yeah.
[00:06:06] Speaker 1 You give the requirements, they'll come up with a proposal and demo with sample data — not everything. Be clear on what's exactly required. And the CMC's requirement — that is different. She will tell her requirement. Consider the internal one as the first priority.
[00:06:32] Speaker 2 And then the marketing...?
[00:06:34] Speaker 1 No, he's also from marketing and logistics.
[00:06:37] Speaker 2 Okay.
[00:06:37] Speaker 1 Both are from marketing. So this is the internal requirement which we need to present to our CEO as soon as possible. So they will take this as priority. Yeah. And then the other thing is...
[00:06:51] Speaker 5 Hi Manu. I don't know if you can hear me.
[00:06:53] Speaker 2 Yeah, that's okay.
[00:06:55] Speaker 5 Okay, perfect.
[00:06:58] Speaker 2 Is the audio fine?
[00:07:01] Speaker 5 Yeah, I can hear you guys.
[00:07:02] Speaker 2 There's no echo or anything, right?
[00:07:04] Speaker 5 No. Can you hear me clearly?
[00:07:06] Speaker 2 Yeah.
[00:07:07] Speaker 5 Okay, perfect. Awesome.
[00:07:15] Speaker 1 So what I'm saying...
[00:07:15] Speaker 2 I think that should be fine.
[00:07:19] Speaker 1 Things might not be clear with just one or two meetings. It can be on Teams or so. It doesn't have to be right now.
[00:07:28] Speaker 2 Yeah.
[00:07:30] Speaker 1 But we really need this. We'll see what the logistics team...
[00:07:34] Speaker 2 The internal data is the first priority as of now. Cool.
[00:07:49] Speaker 5 And you may have covered this, but the internal data — is it like a data lake, or...?
[00:07:55] Speaker 2 The internal data is like a data lake, or...?
[00:07:58] Speaker 4 No.
[00:07:59] Speaker 1 We just have different reports — different Excel reports. We haven't built a data lake yet.
[00:08:05] Speaker 2 Cool.
[00:08:07] Speaker 3 Hi.
[00:08:11] Speaker 5 And this is all stored within one sort of database for marketing?
[00:08:17] Speaker 2 Yeah. Thank you.
[00:08:23] Speaker 1 Call me. Sure.
[00:08:25] Speaker 2 Thanks. Hi — this is...
[00:08:29] Speaker 3 Me.
[00:08:29] Speaker 2 And you are? Nice to meet you.
[00:08:35] Speaker 1 This has prepared us — and we have similar reports as well. Internal dashboards for management and visitors. This is a basic scope; most of the data for generics. We have similar reports for CMCs as well. So we will add the scope and all of that.
[00:09:01] Speaker 2 Is not to report on this dashboard for now. So we want to have an AI agent for scouring our internal documents and preparing whatever. Let's say we have so much data about one company — compiled in different formats and different reports. We're looking for something where we can... something can just scroll through the whole...
[00:09:28] Speaker 6 A centralized...
[00:09:29] Speaker 2 Database. And then it gives me a particular report — give me financials of say X company for so-and-so year. We're not going to reference the web or anything. We just want an internal search engine.
[00:09:41] Speaker 6 So what's the format of most of the documents? Like, is it...?
[00:09:45] Speaker 2 Excel, PDF, and Word — those are the three formats we mainly use. Rarely we have pictures in them.
[00:09:54] Speaker 6 All right. And I just want to know — what's the workflow like? How does it work? This is only for the internal data — no worries.
[00:10:05] Speaker 1 So the internal data has two different types. This is for dashboards — internal dashboards. We have three business segments: generics, CDMO business, and nutraceuticals. We want the reporting to be exported at management levels. There are several reports in Excel and Word — and that part we want to display as dashboards.
[00:10:38] Speaker 6 So you're saying for all three different segments you need one centralized system which has all the documents?
[00:10:46] Speaker 1 No, I'm asking for dashboards for each of those management reports that we make.
[00:10:51] Speaker 6 Okay.
[00:10:51] Speaker 1 We make about ten reports for the generics business, six reports for CDMO, and about 15 reports for nutraceuticals. After analyzing the reports and the data, we need to arrive at dashboards that actually display the key information.
[00:11:11] Speaker 2 Let me break it down very easily. Say we have 25 products, 10 regions where we sell them. We have different reports showing product sales data — quantity, which region it was dispatched to, price, who bought it, and so on. So for example, if you want to know for Product A, Customer B — which regions did they buy from? Whatever permutations and combinations you want, we have data in multiple formats. What he wants is: say a product for a customer B — which regions did they buy?
[00:12:03] Speaker 6 Got it.
[00:12:04] Speaker 2 Whatever questions or combinations you want to pull.
[00:12:10] Speaker 3 Thank you.
[00:12:11] Speaker 2 So that is what we have. For example, there's something called the Weekly Forecast — basically what we say by week, by month — these products will be dispatched from our factory. My sales team handles it because we know when we're handling the PO and we're responsible. He's responsible for sending out dispatch information. So we're supposed to maintain that — if management wants to know our sales outlook, it comes from this report. This report has everything: completed sales, upcoming forecast, outlook for this year, what we sold last year, outlook for next year.
[00:12:57] Speaker 6 Okay.
[00:12:57] Speaker 2 So not just sales — we also track opportunity.
[00:13:00] Speaker 1 No — opportunity...
[00:13:01] Speaker 2 No opportunity — as in we have scope to turn it into a sale in the next 18 months. Or no opportunity — as in the customer will never buy from us for A, B, C, D, E, F reasons. So everything is captured in this report.
[00:13:17] Speaker 6 Yeah — all the...
[00:13:18] Speaker 2 If you look at the first two itself, this is a very huge database — all our products, all our scope of sales for the year. This has everything. It's basically our CRM in Excel.
[00:13:37] Speaker 1 CRM in Excel.
[00:13:37] Speaker 2 Our most confidential database.
[00:13:41] Speaker 6 All of that is in Excel format?
[00:13:44] Speaker 2 Excel. This is also Excel.
[00:13:45] Speaker 1 All of these are Excel.
[00:13:48] Speaker 1 Put it in Excel.
[00:13:49] Speaker 2 And these are very large files.
[00:13:52] Speaker 6 So how do you want this...?
[00:13:54] Speaker 5 Power BI, Anaplan, or just pure Excel?
[00:13:58] Speaker 6 I think it's pure Excel. So how do you want this — do you want it to be like a chatbot? You ask a question and it tells you — like what's your weekly figure from this particular date? What are the reports like?
[00:14:11] Speaker 2 So he's looking for a dashboard.
[00:14:13] Speaker 6 Just a dashboard.
[00:14:14] Speaker 1 I'm looking for a dashboard. Probably that would be my eventual requirement.
[00:14:18] Speaker 6 But for now just a dashboard. Okay. So these are all the reports that need to be included?
[00:14:26] Speaker 1 Correct. So basically, after looking at these reports and analyzing them, I thought these are the probable dashboards we could create — at VP level, CEO level, and then a few dashboards for managers as well with a restricted hierarchy.
[00:14:50] Speaker 6 Okay.
[00:14:52] Speaker 6 Okay, so who all are going to access this dashboard?
[00:14:59] Speaker 1 CEO or management will be accessing it, VPs, managers — all of those.
[00:15:07] Speaker 6 Oh, okay.
[00:15:13] Speaker 1 So that's about it. But this is a small...
[00:15:17] Speaker 6 This actually makes a lot of difference getting it this way.
[00:15:22] Speaker 3 Yeah.
[00:15:23] Speaker 1 It's your scope document in brief.
[00:15:29] Speaker 6 Got it.
[00:15:37] Speaker 5 I had a quick question.
[00:15:38] Speaker 6 Yeah.
[00:15:40] Speaker 5 For the dashboard — how granular do you want the data to get? Like, will it tell you if a customer is going to churn or renew, or point out that this person is ordering more in a certain compound, or that they're interested in a new molecule? Or is it more high-level and you want to drill down deeper?
[00:15:59] Speaker 6 No, they actually gave us a whole report on what the hierarchy is like and who's going to use it. We got about four pages printed — it's quite clear. I'll send the pictures to you.
[00:16:11] Speaker 5 Okay, perfect. And we should also probably get an engagement letter between us and the firm to build this — a very basic one.
[00:16:20] Speaker 6 Yeah, we'll do that. We'll probably have to come back again.
[00:16:23] Speaker 5 And an NDA — that this information won't go out?
[00:16:27] Speaker 1 Yeah, like an NDA.
[00:16:28] Speaker 6 Yeah, all right.
[00:16:31] Speaker 1 So I have also made one more document where each of those ten reports mentioned here — what granular level we're tracking, the purpose of each report, who reviews it, and what the typical questions asked are. This is only a draft copy; I have the final copy ready with me.
[00:16:52] Speaker 6 Okay.
[00:16:52] Speaker 1 So if that will help, I'll share it with you once you've gone through things.
[00:16:58] Speaker 6 Yeah.
[00:16:58] Speaker 1 Yeah. Any questions?
[00:17:00] Speaker 6 Yeah. We'll actually discuss this with our data scientist and take follow-up questions, and then get back on how we're going to handle the internal data — whether the data scientist is going to do it through a VPN or...
[00:17:13] Speaker 5 Yeah. He has a VPN that's pretty much on premise in your cloud — won't leave it.
[00:17:19] Speaker 6 And you'll have access.
[00:17:22] Speaker 5 Yeah. And do you have a cloud database you're using? Like — I remember last time you said you're not using Databricks or Azure or anything.
[00:17:31] Speaker 2 We are not the right person to answer that, but I'm sure you can...
[00:17:34] Speaker 6 Yeah, last time we spoke about the data...
[00:17:37] Speaker 5 Yeah, we'll figure out a way — but we'll make sure it's security-cleared as well, and that he can work offline.
[00:17:43] Speaker 3 Yeah.
[00:17:43] Speaker 5 Okay, awesome. So you guys have a structured database for us to work with? That's good — so we don't have to do it on synthetic.
[00:17:50] Speaker 6 No, we don't have to. I mean, if you want, we can start off with a mock-up tool. Or do you want to directly start?
[00:18:00] Speaker 1 No, we want to see how it actually...
[00:18:01] Speaker 6 Works — like a mock-up tool. I think we need to use synthetic data and do a mock-up tool first.
[00:18:07] Speaker 5 Yeah, we can talk to Maya about generating synthetic data or whatever small data set they have to show the mock-up. Once they give us something to go on for the design, then we can get into the weeds of it.
[00:18:18] Speaker 3 Yeah, sounds good.
[00:18:20] Speaker 2 So this is what he is interested in.
[00:18:22] Speaker 6 This is for the internal data.
[00:18:24] Speaker 2 And what I'm talking about is an internal search engine — to give us reports or compile from an Excel file. If you had to pull up some data, what we want...
[00:18:35] Speaker 6 To do like a search engine?
[00:18:36] Speaker 2 Yeah. We already have Power BI for dashboards — for all those reports.
[00:18:41] Speaker 6 Okay, so...
[00:18:42] Speaker 2 We've recently just launched it. So that is not something we're looking at for now. We just want to first try it out and see how it works. Because this is extremely confidential data — and just to give you both a brief — we are very, very apprehensive about our data. It is extremely confidential because of the competition.
[00:19:00] Speaker 6 Yeah.
[00:19:01] Speaker 2 Even the slightest suggestion that it could be held outside of our property would probably not be approved.
[00:19:10] Speaker 6 No, it has to be on premise.
[00:19:11] Speaker 2 On premise.
[00:19:12] Speaker 6 Yeah.
[00:19:13] Speaker 2 In our control. That's the kind of security we're looking for.
[00:19:18] Speaker 6 No, we are very aware of that — made it very clear last time.
[00:19:22] Speaker 2 So let me know. I think if you do it in parallel as well, it's fine.
[00:19:26] Speaker 6 I think we'll do it in parallel.
[00:19:27] Speaker 2 So it's fine. It's not a very high priority task for me right now.
[00:19:30] Speaker 6 So they have two projects — one is the internal data we just discussed, and the other is like a search engine for the marketing team. Do we do this first, or do we do two in parallel and then come back and show it to them?
[00:19:49] Speaker 5 I think we can do two in parallel, but once we see the documents — once we get the engagement letter — we might need the data scientist to sit with you guys one more time before doing the mock-up.
[00:20:01] Speaker 6 Should we take notes for the marketing search engine as well right now?
[00:20:08] Speaker 5 Yeah, that would be great.
[00:20:12] Speaker 6 Just do it briefly.
[00:20:14] Speaker 5 I know this is extremely sensitive. So maybe someone there can create fake synthetic data — like "GSK wanted this molecule, blank, blank, blank" — just so we can show you what we can do. We can ask someone to generate a fake Excel. Totally understand. And we'll talk to Manu about VPN security, or try to get someone on premise to work with you guys as well, if that's not viable.
[00:20:38] Speaker 3 Yeah, sounds good.
[00:20:41] Speaker 6 So your requirements would be like a search engine?
[00:20:43] Speaker 3 Yes.
[00:20:44] Speaker 6 Okay. So for that — can I know what's the workflow of the marketing team?
[00:20:50] Speaker 2 So we have already stored data from the web. We just don't want our tool to interact with the web.
[00:21:00] Speaker 6 Okay.
[00:21:01] Speaker 2 Because we are pulling the data.
[00:21:03] Speaker 6 Yeah.
[00:21:03] Speaker 2 We just don't want our systems to interact — because the data we're compiling is confidential. It's not supposed to be connected to any external systems.
[00:21:13] Speaker 6 Correct.
[00:21:14] Speaker 2 So it's all public data. I can use the documents — if it's a GSK financial report, for example — and ask: what is that pipeline? What are they talking about for such-and-such product? We just want those kinds of — like a chatbot. "What is happening with this?" "Give me this data." It will just pull it up. Like ChatGPT.
[00:21:35] Speaker 6 So this is for everyone on the marketing team — nothing like a hierarchy?
[00:21:41] Speaker 5 Got it.
[00:21:43] Speaker 5 And the information leak between... so like, if someone's dedicated to LATAM and someone else does APAC — when you're searching for these questions, should it not bleed into another manager's client data? Or is that okay?
[00:21:59] Speaker 2 That should be okay — it's just publicly available data. That's what we're working on.
[00:22:03] Speaker 6 Okay.
[00:22:04] Speaker 6 So say if you take one molecule as an example — from inquiry to commercial supply, how does it flow internally?
[00:22:12] Speaker 2 For generics, or...?
[00:22:14] Speaker 6 For generics.
[00:22:15] Speaker 2 For generics, we get an inquiry — for example, someone says "I want this." But it's not like you just ask and we can supply. It's all region-specific. For example, Europe and the US have a specific timeline and process for a query to progress to a sale, whereas markets like APAC or MENA have different protocols — they can say "I want this" and we can supply almost immediately.
[00:22:49] Speaker 6 Okay.
[00:22:49] Speaker 2 Like a week, a month, two months, three months — it can convert into a sale.
[00:22:56] Speaker 6 So it's...
[00:22:57] Speaker 2 Region-specific.
[00:22:58] Speaker 6 So how do you track sampling?
[00:23:01] Speaker 2 We have an internal tracker.
[00:23:06] Speaker 6 And where does the information get stuck? Like — normally, in usual scenarios — where do you find the most difficulty? Where is the information getting stuck?
[00:23:15] Speaker 2 We have nothing like that. Our tool is pretty efficient. We have to enter everything manually for the first part, and then people keep tracking and changing the status — it's pretty efficient.
[00:23:25] Speaker 6 Got it. And the data here — is it an Excel, CRM, or ERP?
[00:23:30] Speaker 1 Which data are you talking about?
[00:23:33] Speaker 6 About the sampling.
[00:23:36] Speaker 1 No, it's on a local tool.
[00:23:38] Speaker 6 And the GSK reports — the data that you're going to give us to work on — is it like...?
[00:23:45] Speaker 2 It could be a Word document, a PDF, or an Excel file.
[00:23:49] Speaker 6 Any CRM you're using right now? No? Okay.
[00:23:55] Speaker 5 I just...
[00:23:57] Speaker 6 Yeah, go on.
[00:23:59] Speaker 5 Can you give maybe 2 or 3 more ideal use cases of what you want the search engine to do? Sorry if this is rehashing, I just want to see a few more examples for the internal marketing search engine.
[00:24:15] Speaker 2 Okay. So for example, there is a vertical called "small molecules" in our business. We have say eight commercial customers to whom we are supplying small molecules — very number-specific projects. It's not a publicly available product that anyone can supply; it's custom made for that customer only. Say I want to compare sales of a small molecule from Divi's to that customer. And I have a report — export data — where we track the same kind of molecule going from another manufacturer to the same customer. So everything is in our internal database. And if I ask: "Is anybody else supplying this molecule to GSK?"
[00:25:02] Speaker 6 Okay, okay. If you ask...
[00:25:04] Speaker 2 If I ask, I should be able to...
[00:25:06] Speaker 6 That should be able to tell you. Yeah. Got it.
[00:25:10] Speaker 5 But that question — "is anyone else supplying this molecule" — that's already stored in your internal database?
[00:25:14] Speaker 2 Yes.
[00:25:15] Speaker 6 Everything is from the database. Nothing from outside, no web.
[00:25:23] Speaker 5 Got it, that makes sense. So somebody already noted that they're making that molecule — like if it's oncology or a class IV compound.
[00:25:35] Speaker 3 Yeah.
[00:25:37] Speaker 5 Got it. You probably also want it to cite the document as well, right? Like "I pulled it from this file."
[00:25:44] Speaker 3 Yes — would you prefer...
[00:25:46] Speaker 5 And then you can just click into the file immediately and be like "okay, that makes sense — I checked it."
[00:25:50] Speaker 3 Yes.
[00:25:51] Speaker 2 Sure.
[00:25:52] Speaker 6 So will you need document traceability?
[00:25:57] Speaker 2 Yes.
[00:25:58] Speaker 6 Of course. You will need that. And integration with batch traceability as well — like regulatory documentation and audit trail?
[00:26:11] Speaker 2 That won't be in the scope of that.
[00:26:12] Speaker 6 Not needed?
[00:26:13] Speaker 2 That is maintained separately.
[00:26:15] Speaker 3 Okay.
[00:26:17] Speaker 6 That's it — any more questions?
[00:26:20] Speaker 5 Yeah, sorry — just a few more. How many clients would you say? You probably have top ten big pharma players, but do you also have more niche European dossier companies or smaller players?
[00:26:37] Speaker 2 Yeah. So in our business, we have our commercial customers — probably about 50, in various stages of projects we're already engaged in. And we have a wish list — companies we want to work with — about 50 of those, with individual people responsible mapped out. We've also mapped which molecules we want to work with them and what stage they're in — pulled from the FDA database. So if I ask "have we met this customer in the past?" — we have different trade shows, everything is documented: meeting notes, meeting summaries.
[00:27:13] Speaker 6 Yeah.
[00:27:14] Speaker 2 Everything is documented. So if somebody wants to know: "Did we ever work with this customer? Did we ever speak to them before, and what did we speak about?" — right now we have to go back and look through all the documents.
[00:27:37] Speaker 6 It's very old school. It's not structured, basically.
[00:27:41] Speaker 2 I don't know exactly where to look. I'd have to spend a week or two to get a simple question answered.
[00:27:47] Speaker 6 Yeah.
[00:27:47] Speaker 2 So when we have everything in the database, we just want someone to search it.
[00:27:51] Speaker 6 Just ask — can you get... yeah.
[00:27:53] Speaker 2 Yes. "We met them at this time, they came to our unit for a visit." Everything is documented.
[00:28:00] Speaker 7 And you're documenting...
[00:28:01] Speaker 5 This in OneNote?
[00:28:03] Speaker 2 Right now on Excel.
[00:28:04] Speaker 6 On Excel and...
[00:28:04] Speaker 2 Word or PDF.
[00:28:07] Speaker 5 Okay, got it.
[00:28:08] Speaker 6 So basically the data is not structured — it's just there.
[00:28:13] Speaker 7 Got it.
[00:28:14] Speaker 5 And if somebody wants you to do a new molecule that's not on your top 20 selling APIs, then you go to your team to ask for it?
[00:28:22] Speaker 2 Yeah.
[00:28:24] Speaker 5 Got it. And then it's your team who looks into the feasibility of applying for a DMF, or whether it's worth making this molecule for this customer — depending on if it's a bulk order or how many commercial batches they need?
[00:28:37] Speaker 2 That's not in the scope — because in our CDMO we wouldn't even know how many batches. We'd first start with the feasibility of the opportunity. We have a separate technical team — a pre-sales tech team — that goes through all that and decides if we can take the inquiry further. So that also won't be in scope for this particular project.
[00:29:06] Speaker 5 Oh yeah, no — I was just curious. We have a generic form company, a finished dosage form. I was just curious.
[00:29:12] Speaker 3 Yeah.
[00:29:13] Speaker 2 So all the DMF and everything is not in scope for CDMO — because the customer is responsible for it, not us. The generics division is responsible for the DMF.
[00:29:24] Speaker 3 Got it.
[00:29:25] Speaker 5 Okay, so you don't... but you have an R&D synthesis team that is making new APIs?
[00:29:31] Speaker 3 Yes.
[00:29:33] Speaker 5 But it's not on an order basis — like if I come to you saying this generic is going to expire in 2030, can you make the API? That's not what you guys do?
[00:29:42] Speaker 2 We do that — but that's not what I do. We have a generics business. For generics, customers come to us saying "we want this molecule and you have it." Then we have our wish list of molecules that will expire in the next five years — we're already ready with those. That's the generics part of the business. CDMO is new discovery, new molecules, new intermediates that customers want — that's what comes into CDMO scope.
[00:30:12] Speaker 5 Got it, okay. This is super helpful — that makes sense, the divide between generics and CDMO. Thank you.
[00:30:18] Speaker 3 Yeah.
[00:30:20] Speaker 2 So basically for CDMO — what we want to work with you guys on is our search engine part. What happened with a particular customer, did they come to us in the past, what is the patent expiry on our wish list? We have captured everything from the web in our database. It's just our BD team that's going to be in scope, along with the whole search.
[00:30:54] Speaker 6 So the data is not structured in the database — you just need a search engine. You ask a question, it tells you from this particular date, at this particular time, you were in touch with that particular customer — or any question you need answered from that database.
[00:31:09] Speaker 2 Everything is on a SharePoint.
[00:31:10] Speaker 6 Everything is on SharePoint.
[00:31:11] Speaker 2 So we just want someone to go to the SharePoint and tell me what I want to know.
[00:31:17] Speaker 5 Do you give a price when you meet customers for the first time — like from the wish list? Like "it's going to be 1,800 per kg"?
[00:31:24] Speaker 3 Never know.
[00:31:27] Speaker 2 Pricing always comes up in the last discussions.
[00:31:33] Speaker 5 Okay, got it. So the earlier conversations won't have anything like that?
[00:31:37] Speaker 3 Yeah.
[00:31:39] Speaker 5 But once the deal is finalized, it just goes into a certain database or a final Excel sheet?
[00:31:49] Speaker 2 Say for a customer — you mean?
[00:31:51] Speaker 5 Yeah, customer — when you close the deal.
[00:31:53] Speaker 2 It usually begins with one molecule, then one more, then one more. It never says "here are five molecules, go ahead" — I've never heard of that before. We begin with one molecule.
[00:32:07] Speaker 6 Then finish that and go to the next.
[00:32:09] Speaker 3 Yeah, got it.
[00:32:14] Speaker 6 That's about it, right?
[00:32:16] Speaker 5 Yeah, I don't think I have any other questions.
[00:32:19] Speaker 6 So you will be the point of...
[00:32:21] Speaker 2 Contact with the CDMO.
[00:32:22] Speaker 6 For this project?
[00:32:23] Speaker 2 For everything. And security will be 100%.
[00:32:27] Speaker 6 We need to come back, we need to...
[00:32:30] Speaker 5 Thank you for your time and for answering all our questions. It's super helpful to understand how your firm is structured.
[00:32:35] Speaker 2 But if you're pressed for resources, this is the priority.
[00:32:40] Speaker 6 This is the priority.
[00:32:42] Speaker 2 Then comes our...
[00:32:45] Speaker 6 Demo.
[00:32:46] Speaker 3 Yeah.
[00:32:46] Speaker 6 Sounds good. We'll talk to Suresh tonight — and if he has any more questions, we can get on a call with Kiriti.
[00:32:57] Speaker 5 Got it. And how many — sorry, I may have asked this last time — but in your team, do you have junior associates who pull up this information, or is it you doing it yourself?
[00:33:10] Speaker 2 Mostly junior associates — sometimes we do it too.
[00:33:15] Speaker 5 Okay, got it. Sometimes you just want a question answered as quickly as possible when you're writing an email.
[00:33:20] Speaker 3 Yes, yes. That's about it.
[00:33:30] Speaker 6 Cool. Thank you so much.
[00:33:32] Speaker 5 Awesome. Thank you guys — hope to meet you in person next time.
[00:33:35] Speaker 3 Thank you. Thanks. Bye bye.
[00:33:41] Speaker 6 I will get on a call with him and make a note of questions. Or we can just schedule a call over the weekend — whenever. Actually, can I get your contact?
[00:33:55] Speaker 3 You give yourself.
[00:33:57] Speaker 6 When you're ready. Yeah, cool.
[00:34:02] Speaker 2 A good thing for you — we work on Saturdays.
[00:34:04] Speaker 6 I know.
[00:34:08] Speaker 6 You have a card?
[00:34:09] Speaker 3 Yeah.
[00:34:11] Speaker 1 My card doesn't have a number, but I can give you 7, 8, 9, 3, 3...
Automated transcription by Sonix