All our tools and solutions are designed specifically to address the business challenges of pharma and life science companies.
- The customer segmentation was outdated; the last PST was performed three years ago
- At that time, it took the company more than five months to complete due to slow data collection followed by a long data cleaning and validation process
- The company was afraid to embark on a new PST as they assumed it would take a long time to complete
- After contacting Xcellen our client decided to utilize the Xpower customer targeting platform
- Xpower helped in every phase of the PST initiative
- Profiling
- Use of the mobile app to collect data and track progress so to achieve a timely completion
- Automated quality checks and built in validation ensured no time was lost after the profiling was completed
- Segmentation
- The robust segmentation engine allowed to develop, compare and select scenarios during a half-day segmentation workshop
- Targeting
- The final customer list was ready as an output of the workshop
- Profiled more than 7,000 customers within 7 weeks
- Time savings of more than 90% for solving profiling data issues (from identifying issues till resolving them)
- Reduced the segmentation part to a half-day task (workshop)
- Structured validation process and no time lost due to controlled environment
- Meaningful customers segments drawn from Regional, SFE, Marketing and Sales working together
- Our client faced fragmented approaches across countries
- There was no visibility at regional and global level given in terms of used approaches
- Profiling, Segmentation and Targeting were run in different tools without being connected to their CRM system
- Our client searched for a technical solution which could be used globally but fulfilled their regional requirements
- Phased rollout of Xpower Customer Targeting:
- Pilot run in two priority countries
- Feedback and customization requirements
- Global rollout to 50 countries
- Development of a profiling questionnaire library to ensure consistency
- Implementation of a global dashboard to monitor progress and process and for adoption
- Peace of mind for national and regional management
- Conducted more than 700 profiling surveys and profiled more than 300,000 customers in less than 6 months
- Run almost 700 segmentation scenarios
- Improved teamwork and collaboration between marketing and sales and different countries
The client wanted to evaluate their PST process in 6 countries to identify their current strengths and weaknesses in their process compared to best practices
- We helped the HQ of a large MNC to conduct a sales force productivity assessment across six Asian countries
- Every major SFE driver was analyzed with the goal of identifying gaps to best practices and opportunities for improvement
Structured process and guidance for the next PST initiatives
- The Indonesian affiliate of a major MNC was performing their sales target setting through spreadsheets
- The time required for the sales target setting was 2 to 3 weeks at head office
- The validation through sales managers used to take another 2 weeks
- This used to result in slipping the target setting timelines each cycle and target roll out was always late
Client piloted Xpower Sales Target Setting:
- An end to end process was completed within a week
- 1 day to create targets by head office
- 3 days for sales managers to check and make adjustments
- Another day for approval by the GM and finance controller
- Target set for the whole team in 1 week, saving at least 2 to 3 weeks of time
- Accuracy and fairness checked for all territories
- No laborious spreadsheet work
- Roll out in time
- Happier SFE and sales team !!
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