Cases

5
headline:
Advanced Analytics design
Bild:
Challenge:
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:
Challenge:
Very large current and future portfolio, many different go-to-market approaches
Approach:
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.
Result:
Tool successfully implemented achieving a step change.
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.
Approach:
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%.
Result:
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.
Approach:
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.
Result:
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.
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