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iSiteSolutions

Regions
Europe
Countries
Ireland
Size
20-50
Specialty
Human Medicines, Biopharmaceuticals
Service category
eData - IT - software, Others
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Key services

Services

 

Sector: Pharma

Sales System Effectiveness - A Key Theme To Drive Growth

The iSite team surveyed the delegates at the Annual PMI event in Druids Glen in March 2010.

The survey was designed to reflect some insights into the top priorities of Sales and Brand Managers, Finance Directors and Managing Directors.

Over thirty sales managers and managing directors in leading pharmaceutical companies across Ireland told us about their priorities. Here are the common themes they highlighted:

  • Better sales forecasting capability
  • More focused sales activity in key product areas
  • Better visibility of daily sales vs target
  • To spend less time managing spreadsheets
  • To retain key accounts and strengthen relationships

Ongoing Challenges

The pharmaceutical industry is undergoing many changes and there are significant challenges for Sales and Managing Directors in this sector.

1 Sales and marketing ROI under scrutiny

2 Blockbuster Drugs coming off patent

3 Parallel Importing (PI)

1. Sales and marketing ROI under scrutiny

In 2005 the spending on Sales and General Administration rose to 33% of total corporate spending. From this peak the corporate spend on Sales is now declining, and in 2008 the number of working sales reps in the US dropped below 93,000, from an all-time high of 102,000 in 2005. This is a global trend and very relevant to the market in Ireland.

Key challenge:
Sales Managers have to manage a reduction in sales resources, combined with margin pressures and flat or declining sales.

How can iSite help?
With our Synergy solution we can merge complex data and present easy to use sales reports

Synergy

Synergy was designed and developed for Sales people in Pharma.

Using call frequency and call coverage reporting, the sales representative is alerted when they have achieved certain planned target metrics. Knowing how they can achieve these targets, the sales force can focus their calls into key accounts at the right call rate, covering the audience more effectively through less calls. This can free their time on territory so they can cover larger territories with increased effectiveness, reducing the need for large sales teams.

With increased visibility on how the overall sales team: primary or secondary care, nurse teams or contract sales resources, we can analyse the entire team's effort. This ensures the no overlap between different teams or shared territories with more than one representative. Efforts in the secondary care environments and also be reinforced more effectively in general practice.

2. Blockbuster Drugs coming off patent

Pharmaceutical companies will lose between 14% and 41% of their existing revenues as a result of patent expires over the next 3 years. Pharma now spends far more on research and development and produces far fewer new molecules than it did 20 years ago. Drug companies will need to protect existing niche product sales and drive product sales into areas where sales are comparatively low compared to regional / national averages.

Key challenge: There is a strong need for clear and timely visibility of Sales performance. Sales Managers also have to plan for a reduction in sales on brands coming off patent.

How can iSite help?  With our Synergy solution we can present trends and sales forecasts updated daily

Synergy's design empowers the user to group products strategically to ensure products can be reported on with the appropriate level of importance. Our approach helps users visualise and understand information with a focus on products of key importance (over tail products). "Other Divested" products can appear as totals with further drill down features provided. Advanced filtering by therapy area, strategic product grouping or business unit is also available.

Technical forecasting models are supported in graphs and reports to ensure sales trends are mapped and analysed on a daily basis.

Advanced Forecasting techniques can be added to the data to facilitate more accurate sales forecasting.

Data from sources such as IMS, Sales Management and ETMS systems can be integrated with transactional data to allow the impact of patent expiry to be analysed. Combining these datasets gives visibility of the overall market (including leading competitors) while also highlighting the performance of the sales team.

3. Parallel Importing (PI)

Parallel trade involves non-counterfeit products imported from another country without the permission of the intellectual property owner. Advocates of Pharmaceutical parallel trade argue that it stimulates price competition and drives prices down in destination (importing) countries.

Key challenges: There is a strong need for increased visibility of sales data across the distribution value chain.

How can iSite help?  We can help your sales team really understand their sales landscape with regular presentations, sharing industry expertise.

Our pharmaceutical practice (formerly Cresselle) provides specialist services and sales tools to:

  • Reduce the time spent preparing and reviewing sales reports by up to 75%
  • Identify parallel importing threats, and help identify opportunities to protect revenue
  • Using sales forecasting and What If Analysis, users can plan the impact of sales price reductions to counteract the PI activity.
  • Access and measure sales data that affects forecasting in real time
  • Extend the use of Sales and CRM systems to improve effectiveness of field sales activity

We are engaged by clients to manage, support and deliver solutions in the following areas:

  • Sales forecasting
  • Sales tracking and territory performance improvement
  • Sales & CRM system reviews
  • Sales system user workshops
  • Sales system implementations
  • IMS extensions
  • Territory breakdown planning

 

Services

We have formed our service groups around experts who are passionate about sharing their vision.

These groups work hard to ensure that our solutions provide business value. Using our proven approach, we firstly define success and then measure the results post adoption.

These two important themes: sharing the vision and providing business value from IT, run through each of our services.

Performance Management

Performance Management captures what managers need to know about their business units and their teams:

  • How are they doing - actual versus target
  • What is the trend - Performance/Time
  • Why is this happening - analysis of the trend?
  • Action plan - what can be done to improve/maintain?
Business Value of IT

You might ask "what does the Business Value of IT mean?"

We see the Business Value of IT as being measurable success in using IT systems to add value to an organisation over the long term.

The key words are here measurable, add value, and over the long term.

How do you determine the values and metrics that are important to your business? We can provide insights into how to define strong business value metrics for your business. It is also important to consider how to continue to measure these activities in a sustainable way so investment decisions can be measured well into the future.

Achieving measurable success when deploying an IT system can also be a challenge. Many companies who talk to us have deployed IT systems in the past, yet they feel they are not getting a good return from their investment.

Data Integration

We have created a data integration model called Synergy which allows for the automatic integration of various information sources within an organisation, including Sales, Forecasts, Budgets, Spend, Stock, ETMS Activity and the delivery of this information to the relevant individuals.

Sales Forecasting

Irish Pharmaceutical companies are having issues correctly forecasting their product sales performance. There are increasing requests for information coming to iSite from Sales Managers in this specific area.

Performance Management

Performance Management captures what managers need to know about their business units and their teams:

  • How are they doing - actual versus target
  • What is the trend - Performance/Time
  • Why is this happening - analysis of the trend?
  • Action plan - what can be done to improve/maintain?

The picture below represents a example of how the enterprise architecture underpins performance management.

iSite can help create a highly visual and effective tool to measure ongoing performance of teams, units or organisations. Key success factors include:

1. What metrics to use

2. How to ensure data quality

3. Approaches to creating effective scorecards and dashboards

Talk to us today about how we have helped companies leverage their existing IT infrastructure to monitor business performance.

Data Integration

We have created a data integration model called Synergy which allows for the automatic integration of various information sources within an organisation, including Sales, Forecasts, Budgets, Spend, Stock, ETMS Activity and the delivery of this information to the relevant individuals.

Using call frequency and call coverage reporting, the sales representative is alerted when they have achieved certain planned target metrics. Knowing how they can achieve these targets, the sales force can focus their calls into key accounts at the right call rate, covering the audience more effectively through less calls. This can free their time on territory so they can cover larger territories with increased effectiveness, reducing the need for large sales teams.

With increased visibility on how the overall sales team: primary or secondary care, nurse teams or contract sales resources, we can analyse the entire team's effort. This ensures there is no overlap between different teams or shared territories with more than one representative. Efforts in the secondary care environments and also be reinforced more effectively in general practice.

For more details talk to our BI team who can provide client studies and more details on our approach to data integration.

Sales Forecasting

Irish Pharmaceutical companies are having issues correctly forecasting their product sales performance. There are increasing requests for information coming to iSite from Sales Managers in this specific area.

iSite have created an unique and powerful sales forecasting solution which is built on distributor data feeds. iSite can add in additional data feeds into this solution and give a Sales Manager a complete picture of sales forecasting by product by month.

The sales forecast solution shows a 6 and 12 month forward looking view of sales, which can be reported by product and customer. The forecast is recalculated on a daily basis, and can project for configurable periods such as month-to-date, to month or quarter end and year end.

Benefits
  • Improved insight into sales patterns
  • Tighter integration with Sales Team Activities
  • Facilitates tracking of actual performance on a daily basis

For more details talk to our BI team who can provide client studies and more details on the business problems solved with our forecasting solutions.

Consulting & Integration

Many public and private sector organisations face the challenge of having to get more return on investment from their existing IT systems. Some of these systems are based on older technology and may not be very flexible for today's business needs.

Our consultants are experts in dealing with the complexity of integrating new systems within legacy environments. We bring with us some best practices in this area which aim to reduce risk and ultimately get business value from these IT investments.

iSite have worked extremely successfully both direct to clients and as a Tier 2 provider alongside larger partners in this space. Visit the section on Telecoms to get more insight into the customer challenges that can be solved using proven integration design patterns.

We have a strong specialism in the following areas :

      SOA / EAI

  • TIBCO (BW & iProcess)
  • .NET / Java middleware

      Legacy Systems

  • VMS  / Cobol
  • VB 6.0 / COM

      Data Integration

  • DI Diver
  • SQL Server
  • Oracle

Specialist Resourcing

iSite also provide specialist resources at competitive rates.

Key profiles include DI-DIVER specialists, Business Objects Specialists, VMS / Cobol Specialists, .NET and Java Specialists, SQL Server and Oracle DBAs.

We have both senior Consultants and Technical Specialists currently available for contract assignment. We offer an added value service which is different to an agency.

Some examples of this added value include:

  1. Assistance in managing the project
  2. Add additional expertise for a short duration
  3. Provide Solution Architect backup to developers

Approvals, Certificates, Authorisations

  • Microsoft Gold certified Partner

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