# Aurochs deployed Quota Setting for one of the leading global vision care organizations

> Incentive Compensation Solution Suite for Life Sciences

[View on aurochssolutions.com](https://aurochssolutions.com/pharma_business_unit_quota_management/)

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Customer story

## Quota setting for the *pharma business unit* of a leading global vision care organization.

A leading global vision care organization — operating in 60 nations with customers in over 140 — needed automated quota setting for a newly acquired glaucoma product impacted by suspended promotion and declining historical sales. Aurochs delivered a flexible, scenario-driven quota management solution.

### The challenge

Aurochs was engaged via a professional services partner to deliver quota setting for the client's pharma business unit. The unit faced several unique problems:

- Ownership of glaucoma eye drops was transferred from a leading global pharmaceutical organization in mid-2021.
- Product promotions were suspended during the transition, leaving a gap in market presence and trajectory.
- A quota-setting strategy dilemma: whether to treat the product as a launch or as almost mature, as the historical sales history fit neither.
- Historical sales were impacted by the lack of promotion, showing a downward trend in most territories.

The client engaged Aurochs to access end-to-end automation of the quota-setting process with change agility and responsiveness, and to incorporate local guidance and knowledge to improve quota quality and provide flexibility for scenario modeling.

#### Objectives

- Agility and flexibility to test different permutations and combinations of historical sales and potential parameters for quota allocation.
- Define markets at a granular level and incorporate factors like demographics, patients, physicians, and spending.
- Allocate configurable quotas through a user-friendly system allowing simulation of various scenarios without technical expertise.
- Use sales and non-sales-based parameters, considering local knowledge for quota allocation.
- Implement rule-based quota refinement accessible across hierarchy levels with pre-configured restrictions.
- Analytical visualizations and statistical summaries to assess fairness and performance alignment of set quotas.
- Customize historical periods and add caps and floors to handle outliers and align distribution with company goals.
- Define scenarios using different forecast scenarios.
- Deploy an integrated quota management platform with backup support and service operations, achieving high automation and repeatability.

### The solution

#### Quota Manager platform rollout

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

#### Approach

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

### The results

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

6wk

Project completed end to end

60

Nations of operation

100%

Automated quota allocation

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