Sigma-Tau's products are distributed through very distinct channels including traditional wholesalers, third party service providers, specialized pharmacies, and web/e-commerce channels in different geographies. But without an easy way to see how those elements all worked together, it was difficult to be proactive in business. So the team set out to find a way to improve access to data, reduce data silos, and finally provide up-to-date business information as quickly and frequently as possible across the organization— to enable heads of business units and functional units to identify trends in real time and lead proactively.
2. “The daily access to
insight is changing
the way our field
sells. Now they can
be proactive, better
target discussions,
and take on more
responsibility.”
Vineeth Raja
Director Corporate Projects
and Information Services
Sigma-Tau Pharmaceuticals
team@gooddata.com 415-200-0186 @gooddataGet in touch.
G O O D D ATA C U S T O M E R S T O R Y | SIGMA-TAU PHARMACEUTICALS
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gooddata.com
Region Performance.
All data has been genericized.
Advanced Analytics Help Speed Pharmaceutical Sales
The new insight is helping everyone work smarter and faster across the organization, says
Raja, but the most major impact has been in Sales. “Daily access to insights from the data
is equipping the field to change how they sell. The field can help themselves to essential
information that wasn’t available in the past – so they can take on more responsibility and
authority.” When a Field Salesperson visits a physician, access to up-to-date, accurate
consolidated anonymous information about that doctor’s patient base, their prescriptions,
and their pharmacies enables them to better target their conversations.
85% of all the Commercial Team and 70% of the entire user base are accessing GoodData
on a daily basis, says Jeff Hackman, VP and Head of Commercial Operations. “Adoption
hasn’t been an issue at all; the field is excited to have the system. Now our entire organization
has access to the same data and can get answers to their specific questions as needed to
discover trends, make decisions faster and lead proactively.”
Reviewing GoodData insight via an Executive Dashboard has become a key element of
Commercial Operations team meetings. Because GoodData consolidates data from
upwards of 30 data sources and can add an unlimited number more, it helps Sigma-Tau
see more easily what’s happening across their organization. Currently, that includes huge
time savings, better customer response times, and more efficient productivity across sales
territories. Looking into the future, research will show how this health innovator will
continue to improve business performance through enhanced insight.