Ferring Pharmaceuticals Leverages Qlik to Improve Sales Performance and Marketing Initiatives
Sees 80 percent reduction in time required to create reports
Qlik® (NASDAQ: QLIK), a leader in visual analytics, today announced that Ferring Pharmaceuticals, a global research-driven biopharmaceutical company, has deployed Qlik. Working with Qlik Elite Partner ATK Consulting Group, Ferring Pharmaceuticals has not only significantly reduced the time required to create analytical reports by 80 percent, but has also been able to aggregate data from multiple sources into a single analytical interface.
Ferring is devoted to identifying, developing, and marketing innovative products in the fields of reproductive health, oncology, urology, gastroenterology, endocrinology and orthopedics. With the launch of its division in Russia in 1995, more than ten drugs have been introduced into the Russian market in four therapeutic areas: reproductive health, urology, gastroenterology, endocrinology and orthopedics. While business units have been established across 10 cities, Ferring plans to substantially expand its global footprint even further in the coming years.
As a result of this robust product development, Ferring was challenged by the massive amount of data being collected across the sales and marketing departments. Given this, Ferring needed a solution that pulled together this vast data into one simple, easy to analyze dashboard enabling decisions to be made quickly and with undeniable fact. According to Daria Kurguzova, Distribution Specialist at Ferring, in addition to needing a solution able to handle large amounts of data, Ferring was seeking a solution that “allows the users themselves to customize the analytical dashboards and reports to quickly get the information they need in one interface. Based on these factors and our extensive research into other solutions, we chose Qlik and implementation partner ATK Consulting Group because they demonstrated deep expertise and customized solutions for the pharmaceutical industry.”
To kick-start the implementation of Qlik within the commercial department, specialists from ATK Consulting Group designed an analytic application on sales execution plans for Ferring’s sales analysts and regional distributors. The versatility of the application allowed individual analysts to customize and create dashboards that enable them to better manage their clients and as a result, increase sales.
In addition, the integration of Qlik and Salesforce data helped to speed improvements in CRM analytics, business visibility, and collaboration within the organization. The data from Salesforce can be integrated in Qlik with external data sources such as realized sales forecasts and performance against plan, as well as the analytics activities of medical representatives. This enables sales managers to monitor the dynamics of sales for each product line across regions, as well as the impact of marketing activities on sales. They can now deliver analytical reports to target audiences, such as doctors, on the number of activities and their multiplicity, as well as the implementation of the planned activities across different regions or time periods.
As a result of the implementation of Qlik, Ferring has consolidated all data sources from the CRM-system into a single interface achieving an increase in data quality. Commenting on the outcomes of the implementation, Kurguzova noted, “The introduction of Qlik has helped us to optimize time on reporting. Now we produce customized reports on sales 80 percent faster. In addition, Qlik allows our employees to customize reports and identify data entry errors.”
