Pan Europe Biopharma Organization
Aurochs full SIP solution deployed for Pan-Europe Biopharma organization
Situation
- Biopharma organization launching the upcoming drug in 7 European markets
- Need a platform for managing qualitative metrics pre-launch
- Require outcomes-based sales incentive plan post-launch
- Seek a partner with agility, responsiveness, and multi-country coverage
- Integration with common European data sources desired
- Flexibility and scalability for growth
- External viewpoint assistance optional
- Key partner requirements outlined
- Reacts, adapts, and scales as the launch schedule accelerates
- Provides EU and Global platforms and services
- Easy management of EU master, sales, market, and other (CRM) data on the platform
- Commence with a “stripped back” platform to enable pre-launch MBO-centric SIP
- Access and enable relevant functionality as client needs change leading into and beyond country launches
- Reflects dynamics within SIP plans relating to pre and post-launch phases per country
- Deploys integrated SIP platform with backup support and serviced operations
- Provides access to approved picklist of plans by type to enable country set-up for incentive processes
- High levels of automation and repeatability enable them to focus on the launch, not the incentives systems
- Plan design, testing, quota setting, calculations, MBO management, administration, approval, reporting
- Fully serviced as client prepares for launch with option to transition in-house
- Enables client vision for approved pan EU SIP plans accessible “on-demand” to country management
- Adds value to the core platform and service in the form of advice, playbooks, life-sciences experience, launch readiness
- An external viewpoint and impartial validation of proposed plans and implementation details per target country
Approach
- Aurochs team conducted a quick proof of concept for an early launch country
- Discussed various aspects including roles, responsibilities, support, change management, timeline management, escalation matrix, SLAs, etc.
- Adopted a methodical approach to roll out systems for individual countries after project signing
Incentive Platforms Rollout
- Deployed Incentive Calculation Manager for all 7 markets after detailed requirements gathering, including an understanding of input data sources
- Ingested multiple Data Provider feeds (IQVIA/FarmInform/SFK/Red Pharma) for calculation of outcome-based metrics
- Configure MBO Manager to set, track and rate qualitative performance metrics associated with pre-launch and early-launch phases
- Designed & deployed field incentive performance scorecards, manager reports & cross-country business review reports for transparency & faster decision-making using Aurochs Field Reporting Manager
Governance Structure
- Assigned dedicated relationship managers for individual markets to track ongoing progress and manage any ongoing change management needs
- Periodic steering committee meetings were scheduled to assess the direction & progress of the project
- A comprehensive dashboard was designed to track the progress of implementation of different performance cycles by country, operations updates, risks, and any requested changes
- The management framework was designed to track monthly operations and SLAs
- Operations resources worked with a predefined calendar to ensure timely delivery of reports every month
Outcome
- Implementations completed on time for all 7 key markets
- Multiple cycles implemented and managed for each market key performance metrics include:
- 6 additional plans were added post rollout with an 8-10 hour change management timeline
- Engagement expanded from 7 to 11 countries
- Managed 7-day window for MBO entry, rating, and review by field
- Monthly Operations in ~ 4 hours per country due to extent of automation
- Each country implemented in < 4 weeks