CASE STUDY

North American Pharma Company Improves ROI on the Blockbuster Drug Through Sales Force Sizing Analytics

Sep 23, 2016

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.

To learn more about how we’ve helped leading pharma companies to achieve their business goals using advanced analytics, request more information from our experts.

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.

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