All Insights Case Study Maximized Drug Launch Sales Through Effective Territory Alignment For A Biopharmaceutical Company

    Maximized Drug Launch Sales Through Effective Territory Alignment For A Biopharmaceutical Company

    Territory Alignmemt

    Maximized Drug Launch Sales Through Effective Territory Alignment For A Biopharmaceutical Company

    Read the illustration to know how Axtria took cognizance of the client’s budget and operational challenges and the approach followed in sales territory alignment.

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    Maximized Drug Launch Sales Through Effective Territory Alignment For A Biopharmaceutical Company

    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.

    The new alignment resulted in the following benefits:
    Visually
    Enhanced coverage for
    high-priority customers 

    Pushing revenue potential
    up by 2-7%.
    Application
    Increased sales rep productivity and efficiency 
    Ensuring the sales force engages with the right target and focuses on high potential customers.
    save-time
    Minimized travel time
     Optimizing the travel time for reps by factoring in highways and driving distance while optimizing territories

     

    Contact us at insights@axtria.com with any questions.

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