Full SIP solution deployed for an upcoming biopharma organization, pan-Europe

Situation

A biopharma organization was launching an upcoming drug in seven European markets and needed a flexible platform for managing qualitative metrics pre-launch and an outcomes-based sales incentive plan post-launch — together with a responsive partner offering multi-country support.

Key partner requirements

• Reacts, adapts, and scales as the launch schedule accelerates.
• Provides EU and Global platforms and services.
• Easy management of EU master, sales, market, and other (CRM) data on the platform.
• Commences with a "stripped back" platform to enable a pre-launch, MBO-centric SIP.
• Access and enable relevant functionality as client needs change leading into and beyond country launches.
• Reflects dynamics within SIP plans relating to pre- and post-launch phases per country.
• Deploys an integrated SIP platform with backup support and serviced operations.
• Provides access to an approved picklist of plans by type to enable country set-up for incentive processes.
• High levels of automation and repeatability so the team can focus on the launch, not the incentive systems.
• Plan design, testing, quota setting, calculations, MBO management, administration, approval, and reporting.
• Fully serviced as the client prepares for launch, with the option to transition in-house.
• Enables the client vision for approved pan-EU SIP plans accessible "on-demand" to country management.
• Adds value to the core platform and service in the form of advice, playbooks, life-sciences experience, and launch readiness.
• An external viewpoint and impartial validation of proposed plans and implementation details per target country.

Approach

• The Aurochs team conducted a quick proof of concept for an early-launch country.
• Discussed various aspects including roles, responsibilities, support, change management, timeline management, escalation matrix, and SLAs.
• Adopted a methodical approach to roll out systems for individual countries after project signing.

Incentive platforms rollout

• Deployed the Incentive Calculation Manager for all seven markets after detailed requirements gathering, including an understanding of input data sources.
• Ingested multiple data provider feeds (IQVIA/FarmInform/SFK/Red Pharma) for calculation of outcome-based metrics.
• Configured the MBO Manager to set, track, and rate qualitative performance metrics associated with pre-launch and early-launch phases.
• Designed and deployed field incentive performance scorecards, manager reports, and cross-country business review reports for transparency and faster decision-making using Aurochs Field Reporting Manager.

Governance structure

• Assigned dedicated relationship managers for individual markets to track ongoing progress and manage change-management needs.
• Periodic steering committee meetings were scheduled to assess the direction and progress of the project.
• A comprehensive dashboard was designed to track the progress of implementation by country, operations updates, risks, and requested changes.
• The management framework was designed to track monthly operations and SLAs.
• Operations resources worked with a predefined calendar to ensure timely delivery of reports every month.

Outcome

• Implementations completed on time for all seven key markets.
• Multiple cycles implemented and managed for each market.
• Six additional plans were added post-rollout with an 8–10 hour change-management timeline.
• Engagement expanded from seven to 11 countries.
• Managed a 7-day window for MBO entry, rating, and review by the field.
• Monthly operations in approximately four hours per country due to the extent of automation.
• Each country implemented in less than four weeks.