Pan Europe
Biopharma Organization
Aurochs full SIP solution deployed for Pan-Europe Biopharma organization
Platform Used
Incentive Calculation Manager
MBO Manager
Field Engagement Manager
Company Size
1000-5000
Location
Europe
Platform Used
Incentive Calculation Manager
MBO Manager
Field Engagement Manager
Company Size
1000-5000
Location
Europe
Situation
A biopharma organization is launching a drug in seven European markets and needs a flexible platform for pre-launch metrics and post-launch sales incentives, along with a responsive partner for multi-country support.
Outcome
All seven key markets successfully completed implementations on time, with each country going live in under four weeks. Engagement expanded to 11 countries, and automation streamlined monthly operations to about four hours per country.
Situation
- Biopharma organization launching the upcoming drug in 7 European markets
- Need a platform for managing qualitative metrics pre-launch
- Require outcomes-based sales incentive plan post-launch
- Seek a partner with agility, responsiveness, and multi-country coverage
- Integration with common European data sources desired
- Flexibility and scalability for growth
- External viewpoint assistance optional
- Key partner requirements outlined
- 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
- Commence with a “stripped back” platform to enable 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 integrated SIP platform with backup support and serviced operations
- Provides access to approved picklist of plans by type to enable country set-up for incentive processes
- High levels of automation and repeatability enable them to focus on the launch, not the incentives systems
- Plan design, testing, quota setting, calculations, MBO management, administration, approval, reporting
- Fully serviced as client prepares for launch with option to transition in-house
- Enables 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, launch readiness
- An external viewpoint and impartial validation of proposed plans and implementation details per target country
Incentive Platforms Rollout
- Deployed Incentive Calculation Manager for all 7 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 MBO Manager to set, track and rate qualitative performance metrics associated with pre-launch and early-launch phases
- Designed & deployed field incentive performance scorecards, manager reports & cross-country business review reports for transparency & faster decision-making using Aurochs Field Reporting Manager
Governance Structure
- Assigned dedicated relationship managers for individual markets to track ongoing progress and manage any ongoing change management needs
- Periodic steering committee meetings were scheduled to assess the direction & progress of the project
- A comprehensive dashboard was designed to track the progress of implementation of different performance cycles by country, operations updates, risks, and any 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
Approach
- 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, SLAs, etc.
- Adopted a methodical approach to roll out systems for individual countries after project signing
Outcome
- Implementations completed on time for all 7 key markets
- Multiple cycles implemented and managed for each market key performance metrics include:
- 6 additional plans were added post rollout with an 8-10 hour change management timeline
- Engagement expanded from 7 to 11 countries
- Managed 7-day window for MBO entry, rating, and review by field
- Monthly operations in ~4 hours per country due to extent of automation
- Each country implemented in less than 4 weeks