Business Challenge
Optimizing the field sales force. A leading client in the pharma industry space in North America wanted us to provide a data-based solution for salesforce sizing.
Situation: Reduced revenues for block-buster drug.
The client in the pharma industry space was facing challenges due to blockbuster products going off-patent, and taking a huge hit on the revenues. The client, therefore, wanted help in optimizing the sales field force to improve sales of the drug.
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Solution
Promotion response modelling and optimized targeting of physician universe, along with response modeling.
We used the hybrid model based on the combination of competitive benchmarking & promotion response modelling and optimized targeting of physician universe. The response modeling was done both at individual brands & product portfolio at different levels of promotion.
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Impact
Improved ROI on sales operations.
The client received best-in-class process setup with statistical models, better visibility into optimal product detailing & physician target list, better planning, and impact on entire sales planning, statistical input for call planning strategies, reduced sales force size, and improved ROI on sales operations.