TACTICAL PLANNING CASE STUDIES

At Trinity, we’ve worked on tactical solutions to position our clients for success.

CASE STUDY: Territory overlap post acquisition deal

CASE STUDY: 

Assisted 2 major pharma companies better understand who their sales representatives were calling on to identify overlap.

CLIENT SITUATION:

  • Performance measurement and market analysis
  • Both clients needed to better understand who their sales representatives were calling on within both organizations and more importantly identify where overlap occurred

TRINITY'S ROLE

  • Trinity built an integrated database to identify Company A accounts, Company B accounts, and where any overlap exists
  • Developed a unique identifier for each account that could be tracked across both organizations
  • Identified where the overlap occurred and prioritized the account as a Company A or Company B target moving forward

MATCHING PROCESS AND REPORTING:

  • Evaluate revenue potential and recommendations on launch activities

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PROJECT OUTCOMES:

  • Trinity developed a custom database that included a unique customer list with >40,000 accounts, sales data by account for each product across both organizations and sales representative detail