Case Study

A major global pharmaceutical company

Developing an innovative technology strategy for a US sales force

PA’s client had recently made a series of major acquisitions and expanded its sales force significantly. It now needed to develop its technology strategy to support the emerging needs of its US sales force. As a result of this assignment the major benefits for the client included:

• a documented process that aligns their technology's strategic direction with business strategy, sales and marketing plans, sales operations and technology plans, and is linked to development of the client’s 2005 operating plan and budget.
• a comprehensive understanding and assessment of all technologies and systems that support the sales force, enabling quick wins to be realised through rationalisation of applications and vendors.
•  a three-year technology programme that focuses on the strategic imperatives of the business – a change programme agreed by stakeholders from key areas of the business.
• savings estimated to be in excess of $25 million annually, which could be applied to the delivery of revenue generating solutions for the US sales force.

“Implementing the PA recommendations will significantly increase our value proposition with the business.”

Senior Director, Sales Technology

Further information

For further information please e-mail: healthcare@paconsulting.com