Business Intelligence Application
A recent acquisition of a unit dose repackager presented an opportunity for a leading global pharmaceutical distributor
to pass on substantial savings to its existing institutional customers, by offering hundreds of similar or identical
products at more competitive prices.
The challenge was to identify, qualify and track product conversion savings opportunities relative to customers,
products and sales territories. This involved establishing dynamic rules around product substitution and/or conversion
eligibility as well as estimated packaging and handling markups. Adding to the complexity of the application was the
need to integrate the new subsidiary’s proprietary databases containing valuable pricing and sales data. This data
was not tracked using industry standard identification nomenclature, creating a barrier to mapping data between the
A major requirement was to make the output "portable" in terms of converting it into other file formats such as .pdf,
.csv, and Microsoft Excel so that opportunities could be shared throughout the sales organization. Lastly, the
application had to produce report analytics "on demand", and account for variations in fixed pricing parameters
as well as continual changes to products and customers eligibility criteria.
Ten2Eleven developed a customized business intelligence solution centered on a series of dynamic customer conversion
and savings opportunity tracking reports. These reports identify high, moderate and low actionable customer savings
and revenue opportunities on demand by item and product category. Users can perform sensitivity analyses on demand
by selecting from a menu of incremental cost factors to tailor each savings and revenue opportunity at the customer
level. Furthermore, these opportunities are mapped back to local and regional sales hierarchies creating cascading
metrics by which the sales teams are measured.
In total, Ten2Eleven’s business intelligence solution identifies and tracks nearly $2.4 billion in incremental
open-market revenue opportunities and $1.2 billion in additional internal sales opportunities annually. Metrics
from the business intelligence solution have become an integral part of the clients CRM system and performance
measures for sales and account managers. All told, Ten2Eleven used its business and technical knowledge to
dramatically improve their client's profitability.