The problem

The pharmaceutical industry is currently capturing vast quantities of data on sales activity and impact. However, these are spread across different vendors, and require large amounts of time to analyse and derive meaningful insights. Sales teams often lack accurate up-to-date insight into the impact of their activities.

The question

Our client – a top 5 pharmaceutical company – wanted to apply Machine Learning to predict rep activity ahead of time and understand which sales activities are directly impacting sales.

The question set by our client was:

Q – “How can we predict rep activity ahead of time and guide suggestions for the field force for the next best action in real time?”

The OKRA Platform

  • Operates in real time
  • Combines and integrates multiple data sources
  • Creates multiple behavioural profiles
  • Learns and understands patterns
  • Derives evidence-based outcomes on sales impact
  • Automates prediction for sales activity
  • Gives recommendations on meaningful messaging and sales activities
  • Adds explanations for prediction outcomes, to maximise transparency

The results


Client before:

  • Manual rep activity planning
  • Expensive one-off salesforce studies
  • Planning based on inherent bias
  • Repetition of efforts across teams and campaigns

Client after:

  • Automating 80% of rep activity one month in advance
  • Delivery of actionable insights – targeting and messaging
  • Ongoing predictions that are validated in real time
  • Reducing planning time and enabling access to insights across teams and countries
  • Option to download figures and reports
  • Evidence-based actionable predictions – validated with 95% accuracy
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