Deep understanding of the pharmaceutical industry

1. Strategic competitive edge
Walid Saafan
16th Dec., 2009

2. Strategic competencies
The Unmet Needs
Technology
Business Technology
Business
Interpersonal
Interpersonal
2 ‘Strategic Competitive edge’ / 16th Dec., 2009 / Prepared by: Walid Saafan

3. Main strategic support areas
• Budget /LEs, StratPlan / Business R.
Strategy • Strategic initiatives, BD&L.
• IMS ESR (EG/KSA)
Marketing • Brand team member/ A&P tracking/ RA/ ROI
• TSG (EG/KSA)/ FF structure/ sizing (EG/KSA)
FFE • ABCD, special incentives
• 3rd party/ In-market sales TAR achievement
Company sales • Month coverage/ Year-To-Go assumptions
Market research • Syndicated/ ad-hoc (EG/KSA)
3 ‘Strategic Competitive edge’ / 16th Dec., 2009 / Prepared by: Walid Saafan

4. Improve Market Understanding
Exploit IMS knowledge
 Market Analysis Report,
 IMS ESR
 Comers to the market (CTM) – ‘Best Practice’,
 What was introduced to the market?.
 Market elements of growth (MEGR) ‘Best Practice’
 Clear market/ competitor growth drivers, market potentiality.
 Territorial sales report (TSR)
 Easy analysis of territorial defined markets.
 Market analysis report (MAR)
 Answers to all market myths and more.
4 ‘Strategic Competitive edge’ / 16th Dec., 2009 / Prepared by: Walid Saafan

5. Strategic initiatives
End-2-End
 ABCD chess incentive scheme – ‘Best Practice’,
 Align CPO objectives with FF targets.
 Target segmentation grid (TSG) – ‘Best Practice’,
 Effective calls with less resources.
 Integrated performance dashboards,
 Assess FF productivity through integrated dashboards including
CRM, IMS & company sales.
 Dashboard
 Relate all the defined data.
 Tailored according to business needs - Demo.
 Out of the box
 IMS consolidated audits, sales data mining.
5 ‘Strategic Competitive edge’ / 16th Dec., 2009 / Prepared by: Walid Saafan

6. THANK YOU
6 ‘Strategic Competitive edge’ / 16th Dec., 2009 / Prepared by: Walid Saafan