Patient Based Demand Forecasting and Financial Alignment
A Leading Global Pharmaceutical Company
Revenue: 40 Billion USD
PROBLEM
This global Pharma company required a worldwide, non-central, patient-based financial forecasting solution that is well-integrated end to end with various other systems. Their intention was to step away from typical siloed approach of forecasting, to make it more cross-functional and collaborative.
They also required the ability to model forecasts from a driver-based perspective, linking it to patient data and driving superior decision-making.
To avoid Cross Border Trading, they need a system to cap the quotas of each region and a central monitoring system for the entire region
The organization works with various sales channels with different types of rebates and discounts. There are various factors which determine the rebates for a particular country. They need a system to manage this and have a governance around it.
SOLUTION
The solution created patient-based forecast models by therapeutic area and developed market share uptake simulator using Scenario Planning and Statistical Forecasting Techniques.
Consolidation of sales planning and price-volume analysis with production planning considering inventory and distribution constraints enabled them to review feasibility of the connected plan at country and global levels.
The supply chain solution enabled a central governance of how much each region can sell
The local rebate system enables the users to input the various parameters that decide how much rebates are provided each month.
RESULTS
Enabled cross-country comparisons
Aligned supply chain forecast with commercial & financial forecast
Promoted Finance, Commercial, Supply Chain and IT working as one.
Enabled easy integration of other IT infrastructure components such as SAP FIT B/W, Amazon Data Lake, CDE Data, Qliksense for analysis and action
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