Boehringer Ingelheim

Up-to-the-minute data enables a smarter sales force, helps beat the competition

Published on 31-Mar-2011

Validated on 04 Jun 2013

"Thanks to the integration of the sales, financial and market data, we now have direct view on how we are performing against key competitors." - Ignacio Morante, Boehringer Ingelheim, Spain

Customer:
Boehringer Ingelheim

Industry:
Life Sciences

Deployment country:
Spain

Solution:
Big Data & Analytics, Big Data & Analytics: Operations/Fraud/Threats, BA - Business Analytics, C-Suite Framework, Data Warehouse, Smarter Planet

Overview

Boehringer Ingelheim was founded in Ingelheim am Rhein (Germany) in 1885. It is a group of companies dedicated to researching, developing, manufacturing and marketing novel products of high therapeutic value for human and veterinary medicine. It is one of the world’s 20 leading pharmaceutical companies. It has 138 affiliated companies in 47 countries, over 41,000 employees and an estimated €11,595 million net sales.

Business need:
This major pharmaceutical company needed to better measure the status of the company’s sales force objectives, and to align its Sales Action Plan to actual business needs. However, the company could not easily access sales, marketing and finance data for decision-making, or measure its performance against competitors.

Solution:
Boehringer is working with IBM to design and implement an integrated Business Intelligence solution, based on Cognos 8.4. All data that was previously managed separately is now stored in a structured and automated way and integrated into the business intelligence solution, enabling timely decision-making. The solution has standardized all information and facilitates an integrated view via Web portals.

Benefits:
The company can immediately see the impact of its own or a competitor’s product launch, or quickly gain insight into how a specific condition in the market (e.g., new disease) is changing the buying behavior of clients; Immediate access to sales data enables the company to modify its sales force plan as needed; Provides a single consistent view of information that can then be translated into decisions for the company

Case Study

Boehringer Ingelheim was founded in Ingelheim am Rhein (Germany) in 1885. It is a group of companies dedicated to researching, developing, manufacturing and marketing novel products of high therapeutic value for human and veterinary medicine. It is one of the world’s 20 leading pharmaceutical companies. It has 138 affiliated companies in 47 countries, over 41,000 employees and an estimated €11,595 million net sales.

The Opportunity
This major pharmaceutical company needed to better measure the status of the company’s sales force objectives, and to align its Sales Action Plan to actual business needs. However, the company could not easily access sales, marketing and finance data for decision-making, or measure its performance against competitors.

What Makes It Smarter
Boehringer is working with IBM to design and implement an integrated Business Intelligence solution, based on Cognos 8.4. All data that was previously managed separately is now stored in a structured and automated way and integrated into the business intelligence solution, enabling timely decision-making. The solution has standardized all information and facilitates an integrated view via Web portals.

Real Business Results
--The company can immediately see the impact of its own or a competitor’s product launch, or quickly gain insight into how a specific condition in the market (e.g., new disease) is changing the buying behavior of clients
--Immediate access to sales data enables the company to modify its sales force plan as needed
--Provides a single consistent view of information that can then be translated into decisions for the company

For more information
Please contact your IBM sales representative or IBM Business Partner. Visit us at: ibm.com/lifesciences

To learn more about Boehringer Ingelheim visit:
www.boehringer-ingelheim.com/corporate/home/home.asp

Products and services used

IBM products and services that were used in this case study.

Software:
Cognos 8 Business Intelligence Dashboarding

Service:
GBS BAO: Business Analytics and Optimization Strategy, GBS BAO: Business Intelligence and Performance Management

Legal Information

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