Cases
Headline
Development of launch strategy and launch support
Bild
Challenge
2 Competitors already on the market
Ansatz
A European biosimilar manufacturer asked us to support a "Late to Market Launch" with the target to be market leader in year 2. Development of positioning, go-to-market approach, pricing, sales force design and set-up, segmentation & targeting
Ergebnis
After 12 months the product has reached the #2 position in the total market
Headline
Design Commercial Strategy
Bild
Challenge
Declining market shares and a less agile team.
Ansatz
Realignment of commercial activities: Design customer value model incl. value preposition, alignment of sales force strategy, segmentation & targeting, coverage & frequency model and push portfolio design.
Ergebnis
New model leads to first significant contracts with customers, strong basis for continuation.
Headline
Advanced Analytics design
Bild
Challenge
No tools available, bad data
Ansatz
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
Ergebnis
Tool allows both management and reps to track and plan activities in detail - excellent customer feedback
Headline
CRM design and implementation
Bild
Challenge
Little CRM experience on the customer side
Ansatz
Europe-wide CRM implementation: Global pharmaceutical company replaces existing CRM with Veeva Lead Market / Kernel approach. Design of templates according to market models and local adaptation.
Ergebnis
Successful launch of CRM in due time and quality
Headline
Generics pharmacy markets, innovative approachChallenge
Bild
Challenge
Find an approach for significant market share increase with low effort and high acceptance in the sales force.
Ansatz
Generics, pharmacy markets in EU and South Africa - Sales Approach Innovation. Significant volume growth achieved through a new sales strategy aimed at maximizing share-of-wallet at the pharmacy level or buying group level. Development and implementation of a strategy to grow from e.g. 10% share to 70%.
Ergebnis
Strategy and implementation led to massive volume increases and sustained acceptance among customers, management and sales reps.
Headline
CRM design and implementation
Bild
Challenge
Optimization of the CRM system to create transparency and increase sales performance.
Ansatz
Classical specification sheet created. The approach was "backwards", starting with reporting and the key views that all stakeholders need to have in order to bring "insights" and "action" to the forefront.
Ergebnis
SAP CRM implementation, which was very well received by sales force and management, reporting set new standards.
Headline
Gx Portfolio Management
Bild
Challenge
Method to find several countries for very large and complex future Gx portfolio.
Ansatz
For 10 European countries a model with up to 20 scenarios each was developed, which allows to forecast the future volume and sales of molecules over a period of several years. The logic was realized with QlikView. With this tool, it is possible to filter by geography, substance classes, dosage forms etc. and to display analyses in real time, which are the basis for future portfolio decisions.
Ergebnis
State of the art approach realized with QlikView, very high transparency and modeling possible
Headline
Gx Countries Turn Around
Bild
Challenge
Growth behind market, financial targets not achieved
Ansatz
Analysis of markets and decision-making mechanisms. Development of a positioning with a clear USP. Re-design of the go-to-market approaches. Support during implementation
Ergebnis
Significant growth in the most important countries above market level, significant improvement in key financial figures
Headline
Design and implementation of a significant expansion of the sales force for a Gx company
Bild
Challenge
Market very complex and very large.
Ansatz
Evaluation of the potentials of different market segments, mapping against necessary resource input and achievable gross margin. Design of the approximatively seven times larger sales force.
Ergebnis
Implementation roadmap established, maximizing the potential.
Headline
Design customer loyalty program wholesale
Bild
Challenge
Intense competition with little room for differentiation
Ansatz
Analyzing pharmacy needs, focusing on "emotional" and activity peaks to provide services that add real added value. Design of the service catalogue, support during implementation.
Ergebnis
New program has found high acceptance among pharmacies, expansion of market share.