What DataKhan Can Do For You
Define & Clarify
Your Strategy
Strategic
Modeling
Looking to develop your business but not sure where to turn? Need help planning or executing your next project? Let us guide you with Strategic Planning services. Any organization can develop with small incremental changes, but building for the future in today’s rapidly evolving business environment means taking bold chances and making insightful decisions.
Uncover & Act Upon
New Insights
Commercial Analytics
DataKhan Analytics Solutions is your address for business development through Consulting. We examine what organizations are doing to stay relevant and competitive in this fast-paced world, and which ones are doing it best. We strategize using smart tools and global resources to understand the implications of every brand choice and organizational decision.
Benefit From
Our Experience
Additional
Services
With years of experience in countless Advising projects, we’re ready to take your business to the next level. At DataKhan Analytics Solutions, we combine our insights on how to transform your projects, processes, strategies, and in turn your company. And our staff has the capabilities and experience to actually do it. We’re proud to help shape how leading companies structure and manage their business.
Strategic & Economic Modeling
Define & Clarify Your Strategy
Long-term Forecasting & Valuation
See Into The Future
Your new product may be moving along nicely, but do you know how many will sell when you launch? This has huge implications for your supply chain, your marketing & sales needs, and perhaps the very survival of your company.
Or maybe someone is looking to buy you out - do you know how much you should ask for?
Our team has decades of experience estimating the demand for and commercial value of biopharmaceuticals and other products under different scenarios. We use techniques that go beyond the obvious to help you make informed decisions from a wider pool of alternatives - like deferring, expanding, or staging your project.
Business Questions Answered
Should we keep spending time, effort, and resources on this project (Go/No go)?
How should we negotiate with our partners to spread risk and reward fairly?
What do we need to do to be ready for launch/next quarter/next year?
What could happen that would change our decisions?
Strategic Pricing & Positioning
Make Sure the Price Is Right
Ever felt you were leaving money on the table? Are you perceived as greedy? Pricing is a decision that directly affects your volumes and margins - but also your reputation.
You also need to position your product with regulatory authorities, payers, and the public. But do your clinical trials demonstrate the product attributes you need?
We can help you design a long-term pricing and positioning strategy across multiple markets, ensuring that you capture the full fair value of your product.
Business Questions Answered
How should we price our product over time?
Which markets and indications should we prioritize?
What should be our Target Product Profile?
How should we sequence our launches for price referencing?
What events should drive us to adjust prices?
Strategic Decision Analysis
Use a rigorous process to make better high-stakes decisions
Should you enter the Chinese market? Sometimes we need to make big bets. Not all uncertainty can be eliminated. Not all risks can be hedged. And a late decision can be worse than a wrong decision.
Our consultants will guide you through a rigorous process to structure and evaluate your most difficult decisions - like market selection, product development choices, make vs. buy, and major capital investments.
We also have specific expertise in determining the value of information – how much to pay for primary and secondary data. And in the absence of data, we know how to harness the tacit knowledge of your clients, team members, and subject matter experts.
Business Questions Answered
Should we enter this market?
Should we make this investment?
Should we make this deal?
Make or buy?
Are there any alternatives we haven’t thought of?
How much time and money should we spend to get more information?
What events would change our decision?
Health Economics Modeling
Build a Strong Case for Your Product
Regardless of how good your product is, you need to convince others of its value - regulatory authorities, payers, prescribing physicians.
Our consultants have practical experience building rigorous health economics models grounded in the scientific literature - for multiple clients and therapeutic areas.
Business Questions Answered
Is our compound better than the alternatives?
At what price is our compound cost-effective?
Which indications have the best chances of technical and regulatory success?
Commercial Analytics
Uncover Insights and Act On Them
Launch Health Tracking
A Virtual Diagnostics Check for Your Product Launch
Your new product was expected to be a blockbuster, or it was first in its class requiring careful customer engagement, or it was launched without getting a favorable tier coverage by regional payers. Our team has decades of experience partnering with life sciences companies on their commercial analytics.
We offer a wide range of solutions from one-time deep dive data analysis of your commercialized product to providing repeatable, timely analysis and reports and dashboards with actionable insights to different stakeholders.
Business Questions Answered
What territories are behind plan, and why? Is it because of field execution, sub-optimal targeting, payer restriction?
Is our prescriptions coming from where we thought it would?
Do I need to re-evaluate our targeting or alignment and course correct?
What are we doing right in the areas where we are exceeding plan? What are some of the best practices I can share with other districts?
What is driving our growth? High share, high volume practices or many small practices or infrequent prescribing?
How much of our volume comes from areas with payer risk?
Customer Identification & Targeting
Hone In on Your Best Target
Your product has made it through the gauntlet that is clinical trials and FDA approval and is ready to go to market (or already has already been on the market for some time). You’ve done the market research and *think* you know your ideal customer, but now you need to match that profile to your database of tens of thousands of potential targets. Identifying the best prospects is a key revenue driver for your product. Without a clear target list, your sales team is left to take educated guesses on who to talk to, or worse yet, use out-dated and no longer valid data to create their own lists, which means they’re spending less time talking to your most important targets.
We have developed a proven methodology to help our clients identify the right customers and get their field force buy-in and ownership on executing on the recommendation. Our approach brings together the three keys to success a) articulation of growth strategy and product positioning b) data science and the ability to translate business concept to data c) field force buy-in.
Business Questions Answered
What are the top 3,000 customers for my product (or portfolio) in order of priority? And why?
What is the best sales force size to optimally target the top customers and maintain a good ROI?
What are the common characteristics of a high value customer?
How far is my current target list varies from the new list?
Why are there customers that share the characteristics of high value customer, but are not using or prescribing our product?
Customer Segmentation
All Customers Aren't Created Equal
Are all of your prospects and customers of equal value to your company? Does one sales and marketing strategy apply across the board to each of them? You know your top 10, 20, 50 customers? But how about your next 100, or 200, or 2,000? Determining similarities between existing customers as well as potential ones and using this knowledge to your advantage by adjusting your sales and marketing tactics and messages accordingly is a competitive advantage when done right.
We provide guidance and assistance in defining, designing, and developing a customer segmentation method that identifies sales opportunities aligned with achieving your company’s revenue goals using all currently available data sources at your disposal (as well as those that can be acquired for free or at a reasonable cost). This would include your actual sales by customer, total market potential by customer, and other demographic data points for each customer/prospect that allow us to classify them in segments we can help you define at the start of the initiative.
Business Questions Answered
How should we prioritize our, sales, marketing, and customer service efforts?
What are the characteristics and attributes that define your different types of customers/prospects, from your most valuable, to the customers you’re most vulnerable to lose, to those you probably shouldn’t spend much effort on, if any at all?
What data sources needed to measure or calculate these attributes?
How should these different attributes be weighted to define the segments that will help you execute on your stated corporate objectives and goals?
Sales Force Sizing & Alignment
Deploy the Right Number of Resources in the Right Places
Your sales organization has a fixed budget and an entire country (or countries) you need to adequately cover with sales personnel promoting your product(s) and reaching as many of your potential customers as possible. Determining how many representatives and managers you need while staying within your budget is an important first step in this process. Once you’ve done this, the next challenge is determining where these resources should be hired and what specific geographies they should each cover to ensure maximum productivity, efficiency, and equity among territories
We have helped numerous life sciences companies achieve this and will help you to determine the optimal headcount, configuration, and geographical alignment of your sales team. This will ensure that you reach as many potential and existing customers while staying with your budget. Our process incorporates all currently available data sources at your disposal, as well as those that can be acquired free of charge or at a reasonable cost.
Business Questions Answered
How many territory-level reps do you need to effectively promote your product across your desired geography while maximizing the ROI of your sales spend?
If your sales budget doesn’t allow you to meet that headcount, what headcount and configuration (reps vs. managers vs. VPs) will be the most effective use of your sales budget?
Once you’ve set your headcount and configuration, where are the ideal locations for you to hire these reps and managers and what should the geographical boundaries of their territories be?
Sales Forecasting/Quota Setting
Set Accurate and Achievable Goals for Your Sales Team
Nothing is more demotivating to a sales team than an unrealistic quota, especially one that from their perspective seems to have been created in a vacuum and detached from the reality they are living in. Accurately forecasting the total sales your company should expect for the upcoming year and communicating this to key stakeholders to get their buy-in is often easier said than done.
We help you anticipate and incorporate these factors into your forecast so that it is one that members of your team can have confidence in, which is a vital outcome of any forecasting exercise. We also help you determine if the quotas you’re setting to meet this forecast are realistically attainable by your sales team.
Business Questions Answered
What factors (Current Year Sales, Prior Year Sales, Sales Trend, Market-level Data, Demographics) should be used to calculate your Forecast and associated Quotas?
Does it make more sense for you to use a Bottom-Up forecasting approach, or a Top-Down forecasting approach based on your specific market and your place within it?
Should your Sales Team Quotas roll up to match your overall Forecast?
Is your Forecast reasonable/attainable based on your Sales Team’s total potential (Total work days per year and maximum calls per day)?
Executive Reporting/Dashboarding
Enable Your Leadership to Make Timely, Informed Decisions
Business moves faster than it ever has before, and companies whose management team is waiting around for weekly (or even monthly!) reports in order to make strategic decisions are getting left in the dust by their more agile competitors. Providing your executives with relevant, timely, and actionable information in a user-friendly, digestible format has never been more critical to overall corporate success. We specialize in taking your disparate data sources and using them to create reports and dashboards that provide your executives the insights they need to monitor the execution of your corporate strategy and take action to adjust and improve this execution in a timely and effective manner.
Business Questions Answered
What information can be extracted/calculated from your existing (or readily available) data sources to feed your executive reports/dashboards with the information they need to lead your organization and meet or exceed your corporate goals?
What format (text, table, chart) best communicates this information to your executive team so it is easy for them to understand and act upon?
Home Office Reporting/Dashboarding
Keep Your Finger on the Pulse of Your Sales & Marketing Organization
Providing your home office sales and marketing team with relevant, timely, and actionable information in a user-friendly, digestible format is imperative for the modern day commercial operations team. We specialize in taking your disparate data sources and using them to create reports and dashboards that provide your home office sales and marketing team the insights they need to ensure that the field is properly executing upon the strategy they’ve been charged with and to alter the tactics used in order to best meet your corporation’s overall goals.
Business Questions Answered
What information can be extracted/calculated from your existing (or readily available) data sources to feed your home office reports/dashboards that will help them do their jobs better?
What format (text, table, chart) best communicates this information to your sales and marketing teams so it is easy for them to understand and act upon?
Field Reporting/Dashboarding
An Informed Sales Team is an Effective Sales Team
Providing your sales team with relevant, timely, and actionable information in a user-friendly, digestible format is no longer a luxury, it’s a necessity. We specialize in taking your disparate data sources and using them to create reports and dashboards that provide your sales team the insights they need to find the right customers and provide them with information that resonates with them.
Business Questions Answered
What information can be extracted/calculated from your existing (or readily available) data sources to feed your field reports/dashboards?
What format (text, table, chart) best communicates this information to your field so it is easy for them to understand and act upon?
Additional Services
Benefit From Our Experience
Incentive Compensation Design
Align Sales Team Behavior with Your Corporate Strategy
Your Executive Team and Board of Directors have crafted a corporate strategy that, if properly executed, will make you the market leader and take your company to the next level. You’ve been tasked with turning this strategy into reality. A well designed Incentive Compensation Plan, from territory-level sales reps, to regional VPs, to national accounts managers, is critical to ensure your sales team is properly motivated to put this corporate strategy into action through their everyday tasks and customer interactions. Whether that strategy is to acquire as much new business as possible or grow organically within existing accounts, your IC plan must drive the right behaviors that support your overall strategy.
Business Questions Answered
What measures should your sales team be compensated on based on your corporate strategy?
Can these measures be consistently and accurately collected to ensure that your team’s compensation is calculated fairly and in a timely fashion?
Can these measures be effectively communicated to your sales team to provide them faith and confidence in the plan?
Vendor Selection Consultation
Find the Best Vendors for Your Specific Needs
You have a strong internal team that is more than capable of supporting your sales and marketing teams’ day-to-day, but sometimes there are projects requested from sales leadership that go beyond their capabilities. You’ve been provided an outsourcing budget, but it’s limited and you can’t afford to hire a vendor that won’t get the project done on-time and at-cost. Selecting a vendor that will meet your needs in a timely manner and at a reasonable cost can be a difficult and intimidating task. As vendors ourselves (both at DataKhan and in former roles/companies), we’ve worked alongside, interacted with, and even partnered with many vendors in the industry and have had good, bad, and ugly experiences. We’re happy to share these experiences with you so you can make informed choices that best fit your needs.
Business Questions Answered
What vendors are best for the type of work you’re looking to outsource?