Cases
headline:
Development of launch strategy and launch support
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Challange:
2 Competitors already on the market
Approach:
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
Result:
After 12 months the product has reached the #2 position in the total market
headline:
Design Commercial Strategy
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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
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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:
CRM design and implementation
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Challange:
Little CRM experience on the customer side
Approach:
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.
Result:
Successful launch of CRM in due time and quality
headline:
Generika Apotheken Märkte, innovativer Ansatz
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Challange:
Ansatz finden für signifikante Marktanteil Steigerung mit geringem Aufwand und hoher AD Akzeptanz
Approach:
Generika, Apotheken Märkte in EU und Süd Afrika - Sales Approach Innovation Deutliches Volumen Wachstum durch komplett neue Sales Strategie, Maximierung der Share-of-Wallet auf Apothekenebene / Buying Group Ebene. Entwicklung und Umsetzung einer Strategie, um von z.B. 10% Share auf 70% zu wachsen. Umsetzung mit QlikView.
Result:
Strategie und Umsetzung führten zu massiven Volumensteigerungen und nachhaltiger Akzeptanz bei Kunden, Management und Sales Reps
headline:
CRM design and implementation
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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
headline:
Gx Portfolio Management
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Challange:
method, several countries, for very large and complex future Gx portfolio
Approach:
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.
Result:
State of the art approach realized with QlikView, very high transparency and modeling possible
headline:
Gx Countries Turn Around
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Challange:
Growth behind market, financial targets not achieved
Approach:
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
Result:
Significant growth in the most important countries above market level, significant improvement in key financial figures
headline:
Design and implementation of significant field force ramp-up of a Gx company
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Challange:
Market very complex and very large
Approach:
Evaluation of the potentials of different market segments, mapping against necessary resource input and achievable gross margin. Design of the approx. 7 times larger Field Force
Result:
Implementation roadmap established, maximizing the potential
headline:
Design customer loyalty program wholesale
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Challange:
Intense competition with little room for differentiation
Approach:
Analysis of pharmacy needs, focus on "emotional" and activity peaks, in order to offer services that bring real added value. Design of the service catalogue, support during implementation
Result:
New programme has found high acceptance among pharmacies, expansion of market share