KMK’s Split Credit Tool Improves IC Performance

WHAT WILL YOU LEARN When discussing sales data with reps, it was discovered that sales are frequently only recorded at the parent account level, instead of the child account level and that leads to faulty targeting and IC operations. This case study will help you to learn about KMK’s Split Credit Tool which is a […]

KMK’s Employee Performance Tool Streamlines HQ/Sales Rep Calibration

The KMK Employee Performance Tool centralizes all historical performance data and provides a simple and efficient platform for HQ and field leadership to conduct performance calibration and evaluation. Situation Performance evaluation of field personnel was historically done using separate Excel spreadsheets for each individual rep. The field personnel needed to be evaluated on multiple metrics […]

Field Force Re-Optimization in Anticipation of Loss of Exclusivity (LOE)

Introduction A common problem with major pharmaceutical brands is answering the question of what comes after patent protection ends. As part of an effort to refocus and reinvigorate its sales force, this global pharmaceutical company embarked on a Field Force Re-Optimization project. Legacy behaviors from the sales operation indicated that significant field force costs were […]

IC Plan Design in Defense of Competitive Entry

Background Addressing a client’s incentive compensation (IC) plan and implementation can have a significant and immediate impact on changing sales force behavior when priorities shift. In this particular case, our client, a global pharmaceutical company, dominated an expanding market when an unexpected new competitor arrived, eating into our client’s sales figures. Our client was previously […]

Sales Force Effectiveness for Top 20 Pharma

Taking a holistic view in evaluating and revamping sales force effectiveness can have a significant impact on the overall health of multi-national pharmaceutical company. Our client, a large global pharmaceutical was facing a range of outside stressors with regard to brand health and overall effectiveness of its sales force. The client, with a $1B market […]

Real World Evidence to Support Payer Negotiation

How do you prove a product’s value to negotiate pricing with a payer?  Our client, a large global pharmaceutical company, was facing a market access problem for their newly launched product. Generic treatments have been widely available for many years in this particular therapeutic category. Although the efficacy of our client’s product has been demonstrated […]

Innovative Patient Simulation App to Explore Treatment for Rare Disease

Background Our client, a mid-size specialty pharmaceutical company, was preparing for the launch of their novel osteoarthritis therapy. However, the increasing market complexities around this new treatment made it difficult for our client to comprehend key insights into their market. They contracted KMK to better understand the rare disease treatment algorithm and devise a successful […]