Cases
headline:
Design Commercial Strategy
Bild:
Challange:
Sinkende Marktanteile und wenig agiles Team
Approach:
Neu-ausrichtung der kommerziellen Aktivitäten: Design Customer Value Modell inkl. Value Preposition, Ausrichtung der Außendienststrategie, Segmentation & Targeting, Coverage & Frequency Modell und Push Portfolio Design
Result:
Neues Modell führt zu ersten nennenswerten Verträgen mit Kunden, starke Basis
headline:
Advanced Analytics design
Bild:
Challange:
No tools available, bad data
Approach:
Customer potential and performance transparency: No view of real customer potential, no volume targets at customer group level. Design of a customer value model with design and implementation of an advanced analytics tool
Result:
Tool allows both management and reps to track and plan activities in detail - excellent customer feedback
headline:
Generics Portfolio Strategy
Bild:
Challange:
Very large current and future portfolio, many different go-to-market approaches
Approach:
Design of a continuous portfolio management strategy for Western Europe. For a global generics player with a portfolio of 10k+ SKUs design a portfolio strategy for the next 5-8 years. Definition of approx. 20 scenarios per market to calculate volume/value values and make product decisions for the future. Realization with Click View. Very complex and sophisticated model, very simple application with transparency for all stakeholders. Approach and tool scaled, so that it can be used continuously over several years.
Result:
Tool successfully introduced, Step-Change
headline:
CRM design and implementation
Bild:
Challange:
Best in Class CRM system design and implementation
Approach:
Classical specification sheet created. The approach was "backwards", coming from reporting and the most important views that all stakeholders must have in order to have "insights" and "action" in the foreground
Result:
SAP CRM implementation, which was very well received by AD and management, reporting set new standards