Enhance Your Ability To Identify Your Best Target

We have developed a proven methodology to help our clients identify the right customers by using our sales consulting services and get their field force buy-in and ownership on executing on the recommendation. Our approach brings together the three keys to success a) articulation of growth strategy and product positioning b) data science and the ability to translate business concept to data c) field force buy-in.

Business Questions Answered

• What are the top 3,000 customers for my product (or portfolio) in order of priority? And why?
• What is the best sales force size to optimally target the top customers and maintain a good ROI?
• What are the common characteristics of a high value customer?
• How far is my current target list varies from the new list?
• Why are there customers that share the characteristics of high value customer, but are not using or prescribing our product?

All Customers Are Not Created Equal

We provide guidance and assistance in defining, designing, and developing a customer segmentation method that identifies sales opportunities aligned with achieving your company’s revenue goals using all currently available data sources at your disposal (as well as those that can be acquired for free or at a reasonable cost).  This would include your actual sales by customer, total market potential by customer, and other demographic data points for each customer/prospect that allow us to classify them in segments we can help you define at the start of the initiative.

Business Questions Answered

• How should we prioritize our, sales, marketing, and customer service efforts?
• What are the characteristics and attributes that define your different types of customers/prospects, from your most valuable, to the customers you’re most vulnerable to lose, to those you probably shouldn’t spend much effort on, if any at all?
• What data sources needed to measure or calculate these attributes?
• How should these different attributes be weighted to define the segments that will help you execute on your stated corporate objectives and goals?

Deploy the Right Number of Resources in the Right Places

We have helped numerous life sciences companies achieve this and will help you to determine the optimal headcount, configuration, and geographical alignment of your sales team.  This will ensure  that you reach as many potential and existing customers while staying with your budget.  Our process incorporates all currently available data sources at your disposal, as well as those that can be acquired  free of charge or at a reasonable cost.

Business Questions Answered

• How many territory-level reps do you need to effectively promote your product across your desired geography while maximizing the ROI of your sales spend?
• If your sales budget doesn’t allow you to meet that headcount, what headcount and configuration (reps vs. managers vs. VPs) will be the most effective use of your sales budget?
• Once you’ve set your headcount and configuration, where are the ideal locations for you to hire these reps and managers and what should the geographical boundaries of their territories be?

Set Accurate and Achievable Goals for Your Sales Team

We help you anticipate and incorporate these factors into your forecast so that it is one that members of your team can have confidence in, which is a vital outcome of any forecasting exercise.  We also help you determine if the quotas you’re setting to meet this forecast are realistically attainable by your sales team.

Business Questions Answered

• What factors (Current Year Sales, Prior Year Sales, Sales Trend, Market-level Data, Demographics) should be used to calculate your Forecast and associated Quotas?
• Does it make more sense for you to use a Bottom-Up forecasting approach, or a Top-Down forecasting approach based on your specific market and your place within it?
• Should your Sales Team Quotas roll up to match your overall Forecast?
• Is your Forecast reasonable/attainable based on your Sales Team’s total potential (Total work days per year and maximum calls per day)?

Our specialty services include:

• BI Auditing
• Data Modeling and Warehousing
• Dashboards and Applications
• Data Integration / ETL

Your data is filled with possibilities. We can help identify business opportunities and risks in a cost effective and practical way. Services include:

• Customer Identification and Targeting Solutions
• Sales Force Design and Structuring
• Forecasting and Scenario Analysis
• Marketing Spend Analysis and Optimization
• Data Discovery and Predictive Modeling

Sales reps need to reach the right physician at the right time with the right message, ahead of the competition. Specialty pharmacy data can be used to facilitate this, as it provides insights into physician activity and the patient journey. In addition, it can be leveraged by the sales team. Tika integrates specialty pharmacy data with retail data and anonymized patient data to provide commercial organizations with real-time customer insights. Equipped with the relevant intelligence from specialty pharmacies, our customers get near real-time visibility, which is unavailable with just retail data, and increase their product sales.