CUSTOMER CASES
Customer Cases
Small Biotechnology Company
Situation
New leadership needed an audit of internal operations and capabilities.
Actions:
Completed the review, discovered various issues with targeting, alignments, vendor use of data and contracts.
Outcomes:
- Adjusted vendor contracts saving 120k
- Streamlined internal sales ops
- Resolution of CRM issues
- Training of internal teams to hand off improved capabilities
Publicly Traded Midsized Organization, Pre-Launch - Oncology
Situation
New company with novel radio-therapeutic required a full build out of commercial operations.
Actions:
Project management and delivery of all sales/marketing operations functions.
Outcomes:
- Targeting, sizing and geo design completed
- Veeva Essentials deployed in 8 weeks
- Roles and responsibilities, field expectations, behavioral guides completed
- Incentive plan designed and implemented
AKTANA
Situation
Aktana is the market leader in Al driven promotion. They had an issue with company’s analytical teams pushing back on their offering.
Actions:
Complete market research to identify the messaging issue, test new messaging and deploy.
Outcomes:
- Improved customer interactions
- Global POC at top 5 pharma for new capability
- Retained as commercial advisor for Aktana
- Eliminated friction with analytical teams by changing messaging
Customer Cases
Small public Biotechnology company - Solid Tumor Oncology
Situation
Pharmacy partnership evaluation needed with drive time and geocoding of locations required.
Actions:
Partner with VP of Ops to design routing and selection for the mixing pharmacy partners.
Outcomes:
- Ensured 85% or greater mixing pharmacy availability for target audience as back up to their existing capabilities
- Providing mapping and roll out messaging for sales teams
- Providing ad-hoc support in discussions with multiple pharmacy partners
Publicly traded midsized organization, pre-launch - Hematologic Oncology
Situation
Full commercial build out, internal and external teams, ongoing management of operational functions.
Actions:
Project management and delivery of all sales / marketing operations functions, included IC, Targeting, Alignments
Outcomes:
- Org design internal and external
- Capability design and vendor selection
– Fleet, CRM, Sunshine Act, etc.. - Saved client 700k annually over next vendors pricing
- Ongoing management of alignments and incentives.
- Client relationship is 4 years and ongoing