Xpower is active in more than 70 countries worldwide
5
Continents
71
Countries
10,000
Reps and users
Pure life science focus
All our tools and solutions are designed specifically to address the business challenges of pharma and life science companies.
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Companies counting on Xpower
Achieve more with Xpower
Reduced workload. Better decisions. Greater results.
Success stories
Improving segmentation
- The customer segmentation was outdated; the last PST was performed three years ago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
Implementing a standardized process
- 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
PST Diagnostics
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
Improving sales target setting efficiency
- 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 !!
Client Voices
Leaders and manager counting on Xpower
Xpower fills a business critical gap for us, enabling the collection of complete and accurate profiling data, flexible approaches to segmenting customers, and generation of multi-channel cycle plans across multiple countries in a consistent and efficient manner.
Commercial Excellence Head, Global
In 30 years in the industry, I have never seen anything like it!
Global Commercial Excellence Director
We are more certain now, with the new segmentation, that we are allocating resources in the right places.
Country GM, Brazil
We were up and running in no time and tested several scenarios until we were happy with the result. We ensured that we have meaningful segments and that we had the capacity (FTEs required) to deliver the plan.
Local SFE Head, Philippines
We love the ability to add the logic tests. We have seen an immense increase in quality. The data quality tracking capability is a game changer. It allows us to stay on top of everything and check and re-open any anomaly.
Country Sales Head, Brazil
The possibility of adding digital on top of potential and ability to win allowed us to make better use of MCM. If required, I can now support the S&T initiatives of 12 countries right from my desk!
Regional SFE Director, Asia
