Cases
Headline
Advanced Analytics design
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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
Generics Portfolio Strategy
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Challenge
Very large current and future portfolio, many different go-to-market approaches
Ansatz
Designed an ongoing portfolio management strategy for a global generics player with a portfolio of 10k+ SKUs for their Western European business. Definition of approx. 20 scenarios per market to calculate volume/value values and make product decisions for the future. Very complex and sophisticated model, very simple application with transparency for all stakeholders. Approach and tool scaled for continuous use over several years.
Ergebnis
Tool successfully implemented achieving a step change.
Headline
Generics pharmacy markets, innovative approachChallenge
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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
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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
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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