Pan Europe Biopharma Organization

Situation

A biopharma organization in the process of launching their upcoming drug with multiple indications in 7 key European Markets with staggered launch timelines was looking for a platform that can support the management of qualitative metrics in the pre-launch phase and outcomes-based sales incentive plan in the post-launch phase. They were looking for an ideal partner who can deliver agility & responsiveness, multi-country coverage, integration with common European data sources, provide flexibility and scale up with growth, and further assist with external viewpoints if desired. The key requirements from the partner were:

• 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

Approach

Aurochs team did a quick proof of concept for one of their early launch countries. As part of subsequent conversations, we touched upon several other aspects related to roles and responsibilities, support, change management, timeline management, escalation matrix, SLAs, etc. Once the project was signed, we took a very methodical approach to roll out systems for individual countries:

Incentive Platforms Rollout

• Deployed Incentive Calculation Manager for all the 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
• Configure 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

Outcome

Implementations of all the 7 key markets were completed on time. Several cycles were implemented and managed for each of the individual key markets. Some key performance metrics are:

• 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 < 4 weeks