Having spent an exorbitant amount on sales and product promotion, the client needed a more efficient data-driven platform to track sales performance, market share on newly launched products, and better distribution of budgets.
The Self-service Business Intelligence platform developed with the help of Data Nectar helped track relevant KPIs, predict customer behaviour, and timely improvement of efficient practices
950 H/W
Saved effort for sales team
12%
Increase in average quarterly bandwidth of sales team
4x
Faster access to sales operation information
The client based in India is one of the top 10 leading pharmaceutical manufacturing companies, with a gross turnover of more than USD 1 billion. With a team of 13,000+ employees and a global presence in 14 countries. It is a global leader in the healthcare industry, manufacturing large-scale Generic Drugs, Vaccines, Wellness & Cosmetics. Their sales team consists of more than 700 members across the product lines, geographies, and organisational hierarchy.
Medical Representatives across the globe visits doctors to educate on drug effects for various diseases. A field representative’s hierarchy structure is also defined based on the category of drugs sold. The field staff uses SalesForce CRM to plan and track their doctor visits, and sales orders are punched into a custom in-house developed Order Management System.
INDUSTRY:
Healthcare
LOCATION:
India
ABOUT:
Generic Drugs, Vaccines, Wellness & Cosmetics
Implementations
- Enterprise-grade ETL
- Data warehouse
- Managed BI services
- Data Security
- Managed BI Support
Business requirement
Considering the disparate systems (in the box) used by the sales team to access their order, efforts(CRM), and agreed sales team strength data(HRM), it was a repetitive and time-consuming task diluting their focus on sales for almost 4-5 workdays every month. Besides, that top sales heads had to consolidate and validate information to create reports for all the sales reps across regions.
At the same time, the top management faced challenges to have a frequent bird-eye view of the sales activities with reliable accuracy. That was taking a toll on making the right decisions on time-related to training, retention, and hiring. Every single day of delay in decision making could affect organisation-wide sales performance, especially in such a high attrition industry.
The existing legacy systems (SAP, Salesforce, Order system) used over the years across the organisation have made data analytics and information distribution a challenging and complex task that lacks efficacy. It was inevitable to implement a business intelligence system to enable frequent access to accurate sales information, to make the right decisions.
DISPARATE DATA SOURCES
- Sales efforts(Salesforce)
- Sales orders (In-house Order Management System)
- SAP (Invoice & finance data)
- Human Resource Management (SAP HCM)
The solution
The Data Nectar’s team of data analytics and BI solutions experts analysed the current legacy sales process that not only consumed our client’s productive hours (up to the tune of 950-man days) but undertook effective measures with innovative data consulting services that ensured accuracy, credibility and better representation of the data.
Here are some of the key features of the Business Intelligence solution delivered:
- Data ingestion (Data from Order Management System, SAP, Salesforce CRM for ETL)
- Data cleansing & transformation ( Data transformations from legacy organisational structure to the new org structure – across products, categories, sales team, roles, regions)
- Data Warehouse modelling that supports country-specific financial year reporting requirements
- Role-based Power BI dashboards and reports across dimensions like Product line, diseases, geographies, sales teams size
CHALLENGES
- Separate Legacy systems for Order booking
- CRM (sales effort logs)
- Time-consuming reporting efforts for sales team
- Manual report generation resulting in inaccuracies, human errors & data inconsistencies
Solution benefits
950
Saved effort for data aggregation & static excel based report preparation for the team of 12 regional sales managers
12%
Increase in average quarterly bandwidth of sales team due easy access to data and report automation
4x
Faster access to sales operation information across decision makers
Constantly improving your data analytical capabilities has border impact on business performance over the short and long run!
