Enabling a Future-ready Sales Performance Monitoring PlatformEnabling a Future-ready Sales Performance Monitoring Platform https://datazymes.com/wp-content/uploads/2020/12/CaseStudy_Sales-Home-Office-Reporting-3.jpg 874 600 Vivek g Vivek g https://secure.gravatar.com/avatar/927c001dd3a13b6e015a946097c9aa5c?s=96&d=mm&r=g
How our data expertise, functional expertise and technology expertise enabled a sales reporting platform.
This suite covers data from all major data sources such as sales, call activity, hub performance, access, claims, audited sales, Speaker Program, Digital (NPP) promotional activities etc.
A large Global Pharma major was looking to set up their field performance reporting for a Specialty Product. The challenges were around aggregating data from multiple internal and external data sources, as well as around creating integrated KPIs that provided consistent and accurate performance monitoring for both the Field Force and Field Leadership.
The problem was further compounded by the fact that financial metrics had to be linked to the sales promotion channels and view the impact of spends on sales.
The current standard was manual processes, where all sales reports were created manually using SQL and Excel. Financial reports were also created by other teams and shared as excel outputs. The field reps had no way to see their performance in a consistent and accurate manner. This was compounded by the frequent restatements in Specialty Distribution and Redistribution data. The field leadership on the other hand had no way to measure true performance and compare performance with spends to understand the true impact of promotional activities at various levels such as Territory, District and Region. Owing to the sensitive nature of Financial metrics, multiple files had to be created for multiple stakeholders, each with view of selected data that was permissible for them to view.
DataZymes approached the problem with a 3-step approach:
- Establish Reporting Layer
- Create Integrated Dashboards
- Create Distribution and User Management process
The reporting Layer was built in the clients’ data warehouse on Oracle. Data Quality rules were inbuilt to the reporting layer to ensure accuracy of the data at every step, and to enable an early warning system. These QC Checks were dynamic and automated. (Read More in our Data Quality) Case study.
DataZymes leveraged its extensive expertise in commercial reporting and technology to propose and finalize key lagging and leading indicators, with the business team. User personas, use cases, past issues, tickets, and information through business interviews was used to design the dashboards. These KPIs were storyboarded in an intuitive and impactful manner allowing each user persona to get to the business answer with minimal clicks. User level, row level security, SSO integration, server optimization, performance tuning was the key hand off tasks to ensure the solution is stable and set up for long term.
Adoption of the reporting solution was the next step that DataZymes worked with the client on. DataZymes ensured user acceptance testing, user guides, training workshops and query resolution as a part of the hyper care period, which focused on adoption and support for the solution.
A unified reporting suite thar enables business users across various levels to see consistent and accurate performance views. A powerful centralized performance reporting platform that allows to view sales performance, spends and promotional activities in an integrated manner.
Drill down to various levels of geography with integrated row level user-based security.
Key Features of the solution
Accurate and Timely Insights > >
- Organic data governance with quality checks built into the system at multiple levels
- Decoupled Load Balancing – Complex manipulations in SQL, simple ones in Tableau
Integrated Views > >
- Intermediary Layer integrates data from 6 different sources and over 15 Tables
- Over 30 KPIs laid out in a very visually intuitive manner where users can compare across metrics
Intuitive and Ease in Navigation >>
- Easy drill down from Nation -> Region -> District -> Territory for all KPI’s enabling quick investigation
- Benchmarking and Ranking at multiple levels/geographies
Flexibility to handle multiple scenarios >>
- Cross walk methodology and frozen data concepts to ensure handling of major alignment changes
- Lego blocks model data architecture, allows rapid addition/deletion/changes in Business rules/metrics
Widely accepted and appreciated for the intuitiveness, comprehensiveness, and accuracy of the data by multiple senior stakeholders of the sales team. Adopted across 150+ users with over 500 monthly views
‘This is the best dashboard we have seen so far, and this has enabled our sales team to become much more effective in their monitoring and planning process’
– National Sales Director
DataZymes is a global cloud data platform and analytics organization focused on Pharma and Life Science industry.