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Sales Performance Management

Leading Pharmaceutical Company Transforms Sales Performance Management with GenXAI’s Anaplan Solution

4-5X Faster Cycles 3-10% Revenue Uplift 5-7% Reduced Sales Costs
Challenge

THE CHALLENGE

The manual processes slowing down sales performance decisions.

One of the top ten pharmaceutical companies in India — with a portfolio of illustrious brands featured among the top 50 pharmaceutical brands in the country — faced critical challenges in managing sales performance and incentive compensation at scale.

Spreadsheet-Based Reporting: Reporting was done using spreadsheets, a very time-consuming and cumbersome activity
Rigid Reporting Architecture: The reporting system followed a 2-dimensional architecture, limiting flexibility
Unstructured Data: Data existed in unstructured formats requiring extensive cleansing
Lack of Integration: Data architecture had no integration, leading to significant manual effort in preparing final datasets for reporting

THE GENXAI SOLUTION

How we transformed sales performance management.

A tailored Anaplan solution covering Sales Performance Management, Territory & Quota Management, and Incentive Compensation Management, designed specifically for the pharmaceutical industry’s requirements.

Incentive Compensation Management (ICM)

  • •ICM model covering ~100 scenarios, ~18 divisions, ~500 HQs, ~10K sales persons, and 10 hierarchy levels
  • •Data warehouse setup with ETL process design

Reporting & Data Infrastructure

  • •Data mart / data model setup
  • •API/HTTPS web-service based data connector
  • •Query builder setup and dashboard design

THE RESULTS

Measurable impact at enterprise scale.

4-5X

Faster Cycles (Months to Weeks)

3-10%

Revenue Uplift

5-7%

Reduced Sales Costs

↓

Reduced Attrition & Commission Expenses

Enterprise-Scale Impact

The solution now supports ~$1B in revenues across 20 manufacturing units, ~800 brands, 50 countries, and a workforce of ~17,000+.

The GenXAI Advantage

Our specialized expertise eliminated spreadsheets and siloed manual processes, improved data quality and governance, and enabled dynamic changes and realignment — aligning sales behaviours and incentives while improving cross-functional visibility and decision-making.

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