How we leveraged our OptimEX module to help a medical device company streamline their sales and marketing operations

Client Situation

The customer was managing their sales & marketing activities of their $100Mn+ portfolio of products through manual pull of data from the database and use of data cubes to run analytics. Through this process, a lot of productive time was lost in just getting the reports together and by the time the users got what they wanted, they often missed the “window of opportunity” for actions.

Key Challenges

The customer wanted to move completely from a spreadsheet driven culture to an automated reporting & analytics driven decision making mode. Their current data sources were also scattered across the organization without much standardization.

Solution & Impact

  • Step 1 : Discovered key business questions the customer wanted answered followed by a current state assessment of all data including their sales management process, marketing campaigns & associated investments, financials and brand data (pricing, discounting etc.).
  • Step 2 : Designed & deployed a series of executive & business user level dashboards that not only provided robust reporting capabilities but also critical insights for the managers and executives to make decisions quickly & effectively.
  • Reuslts: The customer saw a huge improvement in productivity (~40% in time & effort) through the automation of the insights generation process. Furthermore, the customer was able to manager their sales & marketing programs much more effectively as they had timely feedback around program & resource effectiveness that enabled them to take appropriate financial, strategic & tactical actions.