- Case study
A vision for sales powered by analytics
How a global medical company boosted sales performance and transformed business insights with timely, accurate analytics
A global medical company
Challenge
Our client, a global medical company, deals with exceptionally large volumes of disparate data. Analyzing sales performance and competitor and customer behavior was difficult.
The sheer volume and varying quality of data was also difficult to manage. Creating reports and sharing timely insights with decision makers and sales teams on how to boost sales was time consuming.
In fact, analysts were spending more than 80% of their time extracting and cleaning data for reporting, leaving little time to turn this data into insights. Even when analysts could draw insights, they often relied on manual spreadsheets, which led to inaccuracies. This created mistrust in data, especially among sales teams.
Our client needed to automate data processing and cleansing, speed up insight discovery, and create self-serve analytics solutions to guide strategic decision-making across its commercial business.
Solution
Working with Genpact, the company set out to transform its analytics capabilities. We started with a six-week assessment, interviewing more than 100 executives, analysts, and commercial sales representatives to understand user needs.
From these interviews, we were able to identify the reasons behind inaccuracies, delayed decisions, limited visibility, and missed business opportunities.
By combining years of industry and digital expertise with findings from user research, we worked with our client to envision an ideal future state. This included automated, user-friendly analytics solutions that put the needs of the business and its employeesfirst.
To bring this vision to life, we designed a roadmap and used agile delivery principles to accelerate the path from proof of concept to solution delivery.
We conducted iterative development sprints backed by continuous user feedback to achieve defined goals at speed. We also established an analytics and insights hub, combining the skill sets of our client's analysts and commercial teams with Genpact experts to develop solutions for various business use cases.
We then executed several parallel phases to speed up delivery. As a result, new solutions could be delivered in just a few weeks.
To improve the user experience, we developed self-service analytics for our client’s commercial team so that they can generate their own insights on day-to-day activities.
Today, the company has a single source of data for reporting and analytics, whichis tailored to different business
segments. Key benefits include:
Impact
With enhanced analytics capabilities, the commercial teams equipped the tools they needed to boost performance across all areas of its business.
Meanwhile, incentive compensation statements – once filled with inaccuracies and taking up to 12 weeks to produce – now take half the time to create and are 100% accurate. Sales representatives trust they'll receive the correct payout and are highly motivated to meet their targets as a result.
Looking ahead, our client plans to introduce conversational AI, predictive modeling, and advanced analytics to other business processes to improve the employee experience and overall business performance. Genpact's approach to analytics, following agile principles and a focus on user experience, promises to guide the company further and faster along this digital transformation journey.
Learn more about our journeys in analytics with the client, watch Journeys in transformation - Transforming operations with analytics, Journeys in transformation - Building a data foundation, Journeys in transformation - Teaming on analytics, and Journeys in transformation - Democratizing data across the organization.