Commercial Sales Analytics
Field Targeting & Customer Suggestions
Challenge: A pharma brand needed to improve TBM call planning and focus field effort on the HCPs most likely to drive near-term commercial opportunity.
Analytics Approach: Built a weekly customer suggestion engine that combined HCP value, prescribing behavior, territory rules, engagement signals, and brand priorities into prescriber-level field actions.
Commercial Impact: Improved targeting precision, shortened the cycle between strategy and field execution, and gave TBMs clearer next-best actions for HCP engagement.
Prescriber Segmentation & Opportunity Sizing
Challenge: Field teams needed to know which accounts and prescribers deserved priority, which were lower-value, and where coverage gaps were limiting growth.
Analytics Approach: Designed a segmentation framework using market potential, prescribing behavior, access context, and account dynamics to refine target lists and quantify opportunity by segment.
Commercial Impact: Reduced low-value outreach, improved territory planning, and helped leaders direct resources toward segments with stronger commercial upside.
Competitive Performance & Share Opportunity Analytics
Challenge: The commercial team needed a clearer view of competitive prescribing dynamics, overlap, and conversion opportunities across target physicians and geographies.
Analytics Approach: Built a monitoring framework for cross-brand prescribing, prescriber overlap, share movement, and conversion potential at national, regional, and territory levels.
Commercial Impact: Surfaced where competitive pressure was building, where share opportunity was concentrated, and how targeting strategy could be adjusted as the market shifted.
Subnational Performance & QBR Analytics
Challenge: Senior Regional Directors needed a consistent, analytics-led QBR view that connected regional performance, field activity, market dynamics, and growth opportunities.
Analytics Approach: Developed subnational performance decks integrating sales, activity, outcome, competitive, and territory metrics to highlight growth drivers, gaps, and recommended leadership discussion points.
Commercial Impact: Made QBRs more focused, improved performance transparency, and gave leaders a repeatable cadence for identifying where field action could improve results.
Incentive Compensation Analytics & QC
Challenge: The client needed greater confidence in IC payouts, less manual validation work, and faster resolution of data discrepancies before final compensation results were released.
Analytics Approach: Designed a scalable QC framework with dynamic dashboards for validating compensation calculations, goal-setting scenarios, unassigned volume credits, and prescriber merge issues.
Commercial Impact: Improved payout accuracy, strengthened governance and transparency, and created a repeatable validation process that stayed current through IC plan revisions.