Innovation Journal - Cognizant

REWIRE - FASTr
Increasingly, physicians are refusing to meet sales representatives, thereby reducing revenues.
80% of pharma sales are driven by managed markets; however, companies are seeing lower conversion rates from promotional visits.
Strategic targeting and planning (STP) is an operational last-mile component in the pharma sales force deployment cycle thereby making it
hard to make changes in the targeting and planning cycle, which needs both proactive insights and alignment of business processes.
A key link is needed to help establish a realistic contract between the brand and sales organizations.
Allows clients to periodically review their contract, which spells out the personal sales channel effort allocated for a portfolio of brands.
Enables optimized call planning without compromising any variance on key performance indicators (KPIs) from an execution standpoint.
Provides the ability to respond to market conditions, via an optimized personal channel effort, on-the-fly and off-the-shelf.
Built on an agile and lean engagement model.
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