Axtria

There is a lot of focus and investment in developing multiple analytical models each year by Insights and Analytics (I&A) teams. However, only a select few models are making the cut and being leveraged for translating strategy into actionable deployment. The objective of this webinar session is to provide an overview of various popular analytical models being leveraged across the Pharma Commercial Operations value chain. Additionally, the evolution/emerging industry trends will be addressed.

Presenters:

• Vineet Rathi, Principal, Axtria
• Erik Christianson, Director, Axtria

In order for pharmaceutical companies to achieve favorite formulary position, they are providing more discounts and rebates to payers. In addition, the key account management (KAM) team is also investing significant effort with HS/IDNs for influencing treatment guidelines. Manufacturers must consider the influence of payers and providers on treatment decisions and reconfigure their strategy and operations. The objective of this webinar session is to provide an overview of the HCP scoring and segmentation approach based on payer and IDN influence, and how HCP scoring can be leveraged to optimize call plans.

Presenters:

• Rakeshkumar Shingala, Associate Director, Axtria
• Anuj Sheoran, Senior Manager, Axtria

An effective Roster Management Module seamlessly integrates with upstream, downstream systems and provides an intuitive interface to home office and field to manage vacancies. A true transformation occurs when people, processes and technology are combined to help effectively manage vacancies for sales teams and bring tangible cost savings.

How often have we seen a regional manager asking for a territory to be backfilled? While home office/HR can help the manager to backfill vacancies, an ideal process should also be able to evaluate:

• Which territories should be backfilled first, out of all vacant territories?
• Is there a need to backfill all vacant territories OR can they be collapsed?
• What analytical framework is best suited to answer the above two questions?

Unless sales leaders and home office ask these strategic questions, they will be missing out on prioritizing territories that need to be filled. We have seen many pharma companies conducting exercises to evaluate geographies. In this session we will discuss:

• Elevating roster management into a strategic tool to effectively manage vacancies
• An analytical framework to successfully evaluate vacant geographies

Presenters:

• Ankush Mahajan, Associate Director, Axtria
• Anuj Mahajan, Associate Director, Axtria

In this session, presenters will discuss the following:

• Key aspects of integrating roster management with an HR system and interpreting HR data for important roster events
• Potential use of roster system for downstream processes, including rep licensing, credentials and sampling eligibility
• Inclusion of key stakeholder; apart from sales operations, including HR, technology business partners are extremely critical for a successful transformation and adoption of roster management processes
• Utilizing technology enablers to achieve efficient, automated roster operations with access to historical rosters for an employee or a team
• Adoption of "To be process" – like any other change, organizational culture needs to adapt to the new processes for roster management
• Case Study – Successful roster operations transformation for a pharma organization

Presenters:

• Nandana Kondur, Associate Director, Axtria
• Anuj Mahajan, Associate Director, Axtria
• Dhiren Patel, Principal, Axtria
• Gaurav Sharma, Senior Director, Axtria

In this session, speakers will discuss the following topics:

• A brief introduction to Roster Management for Pharma and its unique value proposition to improve Sales Ops efficiency
• Why pharma operations needs to embrace roster management transformation:
• Incentive compensation eligibility relies on updated roster information.
• Territory alignments take rep location as a key input for balanced, well designed territories.
• Personnel changes, to plan for backfills, or take any other decisions for the territory
• Fleet, sampling, legal, and training systems all rely on latest rosters to plan for their respective processes.
• Key challenges faced by Sales Operations leaders in absence of a roster management system:
• Manual, Excel-based maintenance of roster data is time consuming, complex and error prone.
• Employee assignment changes all the time and often sales operations is in reactive mode to such changes.
• Reliance on HR system to maintain employee assignment data.
• A discussion of the ultimate goals of undertaking a roster management transformation and what successful implementations look like

Presenters:

• Nandana Kondur, Associate Director, Axtria
• Anuj Mahajan, Associate Director, Axtria
• Dhiren Patel, Principal, Axtria
• Gaurav Sharma, Senior Director, Axtria