Overcoming Data Complexity in Global Sales and CRM Integration

Transforming Global Sales and CRM with Advanced Data Integration and Analytics

To address the client’s complex challenges, we implemented a robust data management and analytics solution leveraging a sophisticated tech stack.

MDM and Data Warehouse Rollout

Using Oracle Exadata and Informatica, we established a comprehensive data warehouse and master data management (MDM) system across multiple countries. This enabled seamless integration and centralized management of product hierarchies by local business units, ensuring consistent and accurate data for all stakeholders.

Enhanced Sales Analytics

We utilized Business Objects and Xcelsius to develop advanced sales analytics capabilities. By integrating data from internal systems and audited sales (IMS), we provided precise handling at the granular level. Our solution facilitated complex calculations such as MAT, YTD, and I&C Period, enabling detailed analysis of sales across all organizational levels, including MGU, Territory, District, BU, and Market Company.

Territorial and Country-Level Reporting Dashboards

To support strategic decision-making, we designed intuitive reporting dashboards that offer in-depth insights at territorial and country levels. These dashboards, powered by Business Objects and Xcelsius, provide real-time visibility into sales force activity data from Cegedim’s MI, ensuring stakeholders can monitor performance effectively.

Comprehensive KPI Analysis

Our solution included complex KPI analysis at all alignment levels, empowering the client to track and optimize key performance metrics accurately. This holistic approach to data analytics and management has significantly improved the client’s ability to make informed decisions, driving efficiency and growth across their global operations.

Results

Enhanced Data Accuracy and Consistency

By implementing Oracle Exadata and Informatica’s MDM system, the client achieved significantly improved data accuracy and consistency. This streamlined product hierarchy management across various regions, ensuring that all stakeholders had access to reliable and uniform data.

Improved Sales Efficiency

Leveraging Business Objects and Xcelsius for advanced sales analytics allowed the client to handle data with precision at the Sani-Brick level. This capability facilitated detailed analysis of sales performance across all organizational levels, enabling regional managers to make informed decisions and enhance sales efficiency.

Responsive Market Strategy

The real-time reporting dashboards provided critical visibility into sales force activity data from Cegedim’s MI. This immediate access to actionable insights enabled the client to swiftly respond to market dynamics and optimize their sales strategies accordingly.

Comprehensive Performance Tracking

The holistic KPI analysis offered by our solution empowered the client to meticulously track and optimize key performance metrics. This comprehensive approach ensured prompt identification and resolution of performance issues, driving continuous improvement across their operations.

Operational Efficiency and Cost Savings

Centralized data management and seamless integration reduced the need for manual data handling, leading to significant operational efficiencies and cost savings. The client could then reallocate resources towards strategic initiatives and innovation.

Strategic Growth and Competitive Advantage

With a robust data management and analytics solution in place, the client could make informed decisions that fueled strategic growth. This enhanced capability to analyze sales data at granular levels provided a competitive edge, solidifying the client’s position as a leader in the pharmaceutical industry.

Bottomline

In short, our advanced solution not only addressed the client’s challenges but also transformed their global sales operations. This led to improved efficiency, strategic growth, and sustained success in the highly competitive pharmaceutical market.