B EYE

**BACKGROUND** Please introduce your organization and your role. I hold the position of Associate Director for Business Effectiveness in the EMEA region at a global pharmaceutical company. Our organization employs around 4,000 individuals and distributes its products across more than 50 countries. **OPPORTUNITY / CHALLENGE** Why did your company engage B EYE? We were utilizing MI Touch CRM from IQVIA, which provided subpar analytics. To improve visibility from the Sales teams to management, we opted for a specialized analytics tool and partnered with B EYE to convert our data into actionable insights. What were the objectives of this project? We aimed to illustrate to our sales team how well they were meeting their targets and assist them in prioritizing customer visits. We also initiated coaching sessions and digital reporting to better analyze behaviors. **SOLUTION** How did you choose B EYE? Our team sought a company specializing in business intelligence (BI) solutions. After identifying potential vendors and consulting with their sales and project teams, we assessed them based on their performance history and cost-effectiveness, with B EYE emerging as the top choice. I had a positive experience with their team in a previous role at a Medical Device firm and was confident in their understanding of the pharmaceutical sector. Describe the project in detail. After selecting B EYE, we participated in a series of discovery meetings with their consultants and a project manager, discussing our objectives. Shortly thereafter, we received an initial mock-up of our dashboard. Once we approved the mock-up, their team began developing the actual tool. What was the composition of the team? We were assigned a project manager along with two seasoned consultants/developers. We held regular calls to discuss project progress and resolve any outstanding issues. **RESULTS & FEEDBACK** Can you highlight any outcomes that indicate progress or success? By transforming and visualizing our data, the dashboards created by B EYE enabled us to monitor and assess our employees' activities across all levels of the sales hierarchy, from sales representatives to national sales managers. We can now easily track key performance indicators, such as the number of calls made in a specific timeframe, customer visits, and customer categorizations, thereby allowing us to keep tabs on achievements. How effective was the collaboration between your team and theirs? Communication with the project manager and consultants was clear and efficient, with regular calls to discuss the project. What impressed you most about this company? The most notable aspect of the company is the expertise of its employees in data analytics, their promptness, and the ease of collaboration. Are there areas that require improvement? There were instances where changes in data sources led to errors in the dashboard calculations. Greater automation for data quality checks would have minimized the need for manual verification. While there is always room for faster workflows, the overall quality of the final product is what truly matters to us.