Solution Areas
Segmentation & Next Best ActionEngagement & IntelligenceIncentive Compensation
Who
We Serve
Commercial teams inside mid segment pharmaceutical companies. Commercial teams already hold HCP, sales, engagement, brand, territory, campaign, incentive and financial data. It sits in pieces and rarely reaches the decision in time to change it. Closing that gap is the whole business case, which is why the work is framed around a decision loop rather than a reporting layer.
Buying
Roles
- Chief Commercial Officer. The economic buyer. Owns whether the sales organisation gets the tools to be more effective.
- Brand or Franchise Director. Owns the brand P&L and the strategy the field is supposed to execute. Buys when targeting, segmentation or campaign performance is what is holding the brand plan back. Usually co-funds with Sales Ops or Analytics rather than paying alone.
- Brand Manager. Runs the brand plan day to day and owns the campaign and HCP targeting calls inside it. The person whose problem it actually is, and the one who brings the Brand Director into the room.
- HCP Analytics Director. Entry door for customer and HCP intelligence. Budget usually shared with Brand or Sales Ops.
- Omnichannel or Digital Engagement Lead. Entry door for engagement. The fastest growing budget line in commercial.
- Incentive Compensation Design Lead. Entry door for IC. Timing to the annual comp cycle matters more than features.
- Sales Operations or Commercial Excellence Lead. Owns targeting rules, territory design and field KPIs. Often the internal owner after the sale, and the one who quietly kills anything that does not fit the process they already run.
Problems
Solved
- Field and marketing capacity spread too thin across the wrong HCPs, with segmentation refreshed on a calendar so prioritisation reflects last year's behaviour
- Potential is known but propensity to respond is not, so effort goes to the unreachable
- Call frequency set by rule of thumb rather than actual responsiveness
- Field and digital running separately, so the HCP gets siloed, repetitive outreach
- Engagement measured by opens and clicks with no link to prescribing, and nothing feeding back into the next interaction
- Incentive plans rewarding activity disconnected from strategy, with contested goal setting and payout disputes that consume the comp cycle
- No way to model what a plan change will do before it ships
Products &
Accelerators
HCPPulse drives commercial engagement: it builds a 360-degree HCP profile from CRM history, prescription patterns, patient journey and third-party data, turns that into a prioritized field action queue with reasoning, channel and AI route planning per rep. Alongside it sit accelerators: Commercial Performance Intelligence, SFE & Territory Optimization, Omnichannel Decisioning & Orchestration, Commercial Planning & Scenario Intelligence, HCP 360 / Customer Intelligence, Brand & Campaign Optimization, Commercial Forecasting and KAM Intelligence. Foundation Studio builds the data foundation and MigrationStudio moves the estate to a new platform before any of it runs.