Engineering: leader della Digital Transformation

Engineering Innovation In

ENG4PHARMA

Smart Pharma

Smart Pharma

Digital transformation for Health 4.0: a new intelligent sales platform to support medical sales representatives (MSRs).

Approach & Solution

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Approach

The control of sales performance is a critical factor in a complex sector such as pharmaceuticals. For a North European multinational company, ranked as one of the biggest and most important biopharmaceutical companies in the world and present in more than 100 countries with over 50,000 employees, we innovated business processes and Sales Intelligence tools in support of management.

Since 2004, we at Engineering have partnered with this pharmaceutical company for SAS projects in the MSR field that use Sales Force/Veeva for profiling the doctor visited and recording visits with the product being promoted and the promotional material delivered.

Solution

With our experts we created a cluster of expertise for processing the requirements of Sales Intelligence with the benefits of digital transformation and system architectures in cloud.

The data analyzed with the SAS BusinessIntelligence and VisualAnalitycs platform, concern:
  • Multidimensional sales with variance analysis.
  • Sales by customer and personal file production.
  • Geo-referenced Medical-Scientific Sales Representative (MSSR) data benchmarked with competitors and dynamic evaluation of Region and ASL (Local Health Authority) through bubble analysis.
  • MSSR data with MS type indexes, differences with respect to previous period, absorption and index of evolution.
  • "My doctors" dashboard to offer information to MSR (and AM) for evaluating the effectiveness of activity in terms of visits, visit goals, coverage (doctors visited/total), visit frequency, percentage of variation in profiling of doctors over the period, index of visits to several MSRs in the same period, days of scientific activity with respect to the goal.

Results

Support to competitive analysis

Evaluation of pharmaceutical representatives' performance indicators

Facilitated analysis of paying agencies (regions and ASL)

Availability of useful information for the management of the visits.

Project value

Process performance
Innovation

Enabling Technologies

Cloud
AI & Advanced analytics

Engineering proprietary products & other technologies

Project Team

Engineering Industry & Services Business Unit

Engineering D.HUB