Case Study: New Sales Force Development

Market data/business analysis and sales force territory development for a top 10 provider of global commercial services to the life sciences industry.

3

Team Size

2 months

Duration

Analytics

Scope

Business Need → Solution

Our client was in need of a comprehensive analysis to best identify the most customer valuable targets in their market to include as the key to their promotion activities. Along with rigorous data analysis that included segmentation and forecast trending, our recommendations on sales force sizing provided territory level profitability estimates to generate the greatest return.

Using our team’s combined years of advanced analytics and research experience, we:

– created a Proprietary Evaluation parameter by restating the market dynamics using the anticipated future market state. This detailed analysis generated a customer level expected value and promotion level requirement.

– Our analysis process used higher order segmentation techniques to identify previously untapped opportunities.

– Our analytics created a data model using the trends to determine what the impact of the promotion would need to be for various break-even time frames.

– The final results of the data analysis stream pinpointed the precise targets with the greatest return opportunity and subsequently provided a custom geo alignment and targeting schema.

The analysis, trending and modeling gave the client the critical insight needed to create the optimal sales force size and structure while maximizing the return on investment.

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