Performance Measurement

• Global product launch & Sales force performance analysis
  
  Our client, one of the top 20 pharama companies, had launched a primary care lifestyle drug. Their primary objective was to maximise the product's potential by defining a comprehensive set of metrics so that those chosen metrics were effectively measured and tracked against the performance benchmarks in the top quartile of that particular drug class. Development of a customer-friendly tool to store, distribute electronically and view longitudinal data was also required.
  
  We designed a 4 phase project starting with an internal client's wish list which was captured in two workshops. Based on the possible metrics, data sources were evaluated and in deficient data areas, marketing research / surveys were designed with quarterly milestones. Then technical people were called in to design the analytical data warehouse running under Oracle.
  
  We provided the client company with a 'Dash Board' key performance metrics in pre- agreed formats via web access. However, the client had the opportunity to request ad-hoc reports as well.
  
  
• Early Warning System
  
  One of the global top 20 pharmaceutical companies launched a product with blockbuster potential. They wanted to develop a centralised performance measurement system with a built-in early warning and alert system so that they could avoid information lag due to trickling through via their affiliates in the key markets.
  
  We developed key sales KPI's, analysed key audits from IMS and other syndicated data. Based on our analysis tracking of perceptions, usage, adverse effects and other metrics post-launch was developed in the key markets. Modular surveys were set up to supplement over shelf data. Doctors were recruited to a panel for up to quarterly waves and data was captured using Computer Aided Telephone Interviewing (CATI). Techniques incorporated in a/the questionnaire included perceptual brand mapping and patient-based usage information.
  
  Deployment of our designed measurement tool that allowed the teams to monitor their performance and analyse any variances from the plan and targets by country and with an ability to roll up to regional and global views.
  
  In order not to overload individuals, different information and reports were pushed to pre-selected recipients via email and SMS as per the preferences of the individuals.