# Aurochs Field Reporting and Communication Manager Deployment for Small Pharma

> Incentive Compensation Solution Suite for Life Sciences

[View on aurochssolutions.com](https://aurochssolutions.com/field-communication-reporting-tool-for-small-pharma/)

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Customer story

## Field reporting & communication manager deployed for a *small pharma* organization

A small pharmaceutical organization running an Excel-based incentive system enhanced transparency by delivering monthly performance scorecards to its salesforce — reducing query management time by 70%.

2 wks

To implement the reporting engine

70%

Reduction in query management time

3

Output channels: HTML, PDF, Excel

### Situation

A small pharmaceutical organization using an Excel-based calculation system aimed to enhance transparency for its salesforce by providing monthly performance progress scorecards.

#### Challenges faced by the sales operations and support teams

- An Excel-based, complex calculation workbook for sales incentives.
- Lack of an automated means to share monthly performance progress with the salesforce.
- Observed lack of motivation among field personnel due to transparency issues and the absence of ongoing engagement tools.

#### Objectives

- Improve overall transparency for the salesforce.
- Build a solution capable of delivering reports through multiple channels.
- Find a partner offering agility, responsiveness, and enhanced transparency with motivational elements.
- Agility to adjust report designs in accordance with evolving business needs.
- Timely periodic performance updates impacting incentives for ongoing transparency and reduced disputes.
- Provide timely nudges through reports to influence short-term performance.

### Approach

- The Aurochs team conducted a quick proof of concept.
- Discussed various aspects including roles, responsibilities, support, change management, timeline management, escalation matrix, and SLAs.
- Adopted a methodical approach to roll out the system after project signing.

### Incentive field reports rollout

- Deployed comprehensive performance reporting in HTML/PDF/Excel using results from the Excel-based IC system, distributed via email.
- The structure of the output tables from Excel calculation workbooks was agreed upon to ensure seamless data transfer month-over-month.
- Clarity in performance and earnings potential, along with plan mechanics communicated effectively, enabled complete alignment with strategic objectives.
- Incorporated motivational messaging with nudges on the additional sales performance required to hit the next earnings tier.

### Outcome

- Reporting engine implementation completed within two weeks, integrating special client design requirements.
- Remarkable increase in transparency of sales incentive calculations.
- 70% reduction in query management and dispute resolution time.
- Significant decrease in shadow accounting time.
- Measurable increase in selling time for both sales representatives and their managers.
- Visible improvement in retention of top performers.
- Enhanced field motivation and engagement metrics.

### Experience our *platform.*

See how Aurochs models, calculates, and pays your incentives — accurately, and in weeks.

[Request a Demo](/request-demo/) [See all stories](/customer-stories/)