Digital Sales Cases

THE CHALLENGE
A Nordic pharma company w/i aesthetics medicine (Dermatology) had recently launched a new skin treatment which had a good fit for small, medium and large-sized aesthetics clinics. However, the current customer service model wasn't set up to service small accounts efficiently as it mainly relied on having a field force servicing clients F2F. This made sense for medium and large accounts but knowing that the smaller accounts represented a significant new business opportunity, they wanted to understand how to enhance the current service model to tap into the growth potential of this segment as well.

WHAT WE DID
We helped design, build and implement a new digital sales model focused on servicing the smaller accounts segment. Through early market assessment we identified +200 relevant accounts and a growth potential of €5M (50% of total growth potential) providing us with the insights needed to justify a new service model. With this in place, we helped design & build a new digital sales operating model introducing new role descriptions & org. setup, customer engagement tactics, lead & data handling processes, KPIs and performance tracking. Finally, we also supported the client in implementing the new model.

DEEP SUBJECT-MATTER EXPERTISE & STRONG EXECUTION
With extensive experience from having worked on +15 digital sales projects over the last 10 years we brought deep subject matter expertise to help the client accelerate development and focus on the right tactical levers from the beginning. Closely aligned with the client we also agreed to have strong focus on execution and ensured clear roles/responsibilities from the beginning and a common impact case, enabling faster decision-making and a strong focus on performance & getting things done. All of which enabled us to launch a fully new model with measurable business impact w/i 5 months.

IMPACT (1 Month post launch)