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Leading Global Vision

Care Organization

Quota setting for their Pharma business unit
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Platform Used
Quota Manager

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Company Size
1000-5000

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Location
Europe

Situation

A leading global vision care organization faces challenges in quota setting for a newly acquired glaucoma product, impacted by a lack of promotion and declining historical sales. They seek an automated quota management solution that incorporates local insights, allows flexible scenario modeling, and enhances agility in setting quotas across 60 nations.

Outcome

The project was completed in six weeks, achieving full automation of the quota allocation process and instilling high stakeholder confidence. The system enabled assessment of quota quality and identification of biases linked to geographical performance trends.

Situation

  1. Quota Setting for a leading global vision care organization operating in 60 nations with customers in over 140 nations.
  2. Unique problems faced by the client in their Pharma business unit:
    1. Ownership of glaucoma eye drops transferred from a leading global pharmaceutical organization in mid-2021.
    2. Product promotions suspended during the transition, leading to a gap in market presence and trajectory.
    3. Quota-setting strategy dilemma: whether to treat the product as a launch or almost mature, as historical sales history didn’t fit either.
    4. Historical sales impacted by lack of promotion, showing a downward trend in most territories.
  3. Client engaged Aurochs via professional services partner to:
    1. Access end-to-end automation of quota-setting process with change agility and responsiveness.
    2. Incorporate local guidance and knowledge to improve quota quality and provide flexibility for scenario modeling.
    1. Key objectives included:
      1. Agility and flexibility to test different permutations and combinations of historical sales and potential parameters for quota allocation.
      2. Define markets at granular level and incorporate factors like demographics, patients, physicians, spending, etc.
      3. Allocate configurable quotas through a user-friendly system allowing simulation of various scenarios without technical expertise.
      4. Use sales and non-sales-based parameters, considering local knowledge for quota allocation.
      5. Implement rule-based quota refinement accessible across hierarchy levels with pre-configured restrictions.
      6. Analytical visualizations and statistical summaries to assess fairness and performance alignment of set quotas.
      7. Customize historical periods and add caps and floors to handle outliers and ensure quota distribution aligns with company goals.
      8. Define scenarios using different forecast scenarios.
      9. Deploy integrated quota management platform with backup support and service operations.
      10. High levels of automation and repeatability allowing focus on business rather than quota calculations.

Quota Manager Platform Rollout

  1. Data collected from various sources, primarily in-house data warehouse, sanitized, and ingested automatically using proprietary Data Manager.
  2. Aurochs Quota Manager configured to accommodate various scenarios including historical performance data periods, different sales factors, caps, and floors.
  3. Testing scenarios configured to assess methodology quality by allocating quotas across different historical periods.
  4. Summary calculation workbooks and reports designed for quota communication.

Outcome

  1. Project completed within 6 weeks.
  2. Comprehensive quota cycle management instilled high stakeholder confidence.
  3. Achieved end-to-end automation of quota allocation process.
  4. Achieved end-to-end automation of quota allocation process.
  5. Ability to leverage diverse sales and non-sales-based factors.
  6. Facilitated easier identification of bias in quotas linked to geographical performance trends.

Approach

  1. Aurochs developed a comprehensive approach to ensure high-quality and repeatable quota allocation.
  2. Analyzed historical sales with and without promotions to determine key factors influencing quota allocation.
  3. Segmented territories by size (small, medium, large) based on historical product volume and sales performance trends.
  4. Observed significant variations in behavior among territory segments, with some showing higher downward trends in volume and market share.
  5. Identified potential factors for different territory segments and incorporated them into quota allocation.
  6. Simulated several scenarios using different factors and associated weights to refine quota allocation.
  7. Utilized in-built analytical visualizations to identify bias in quotas for different segments and align with strategic business objectives.
  8. Implemented caps and floors to ensure fair consideration of outliers and avoid bias.
  9. Project duration: approximately 6 weeks, with weekly touchpoints to discuss findings and results.

Experience our Platform

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