A go-to-market plan is at the center of a drug launch. Effective territory management is core to achieving launch excellence. Territory alignment ensures equitable allocation of sales opportunities, focusing on high-potential targets and increasing customer centricity while optimizing sales force workload.
A global biopharma company was developing the go-to-market strategy for launching its new ophthalmology drug. Having been through the other aspects of product launch planning, the client needed expertise and support in creating 50+ well-balanced, optimized sales territories. They recognized it as critical to the commercial success of the new drug.
Designing High Potential Sales Territories
Axtria’s dedicated ‘Center of Excellence’ with a team of 50+ territory alignment specialists, domain experts, data scientists and analysts designed high-potential sales territories for the client using customer potential as the base for alignment.
The following illustration conveys how Axtria designed an effective sales territory alignment that addressed the client’s operational challenges while staying within budget.
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