Case study · Pharma
Retire the weekly Excel grind.
We replaced weekly manual Excel reporting at a pharma-nutrition market leader with an end-to-end Tableau layer delivering right-time field-force KPIs.
Engagement detail
The problem
A market-leading pharmaceutical organisation in nutrition products, running an extensive on-the-ground sales operation. Sales data was captured by an ERP, but monitoring was entirely manual: every week data was downloaded and compiled into Excel by hand. It was slow, consumed significant senior time, introduced real risk of error, delayed decisions, and made it impossible to slice performance across departments and individual salespeople.
What we built
We implemented an end-to-end business intelligence solution on Tableau: gathering requirements from stakeholders, combining multiple sources, building visualisations, and setting up refresh mechanisms tuned for right-time information — some metrics in real time, others on a schedule matched to how the business uses them.
Impact
- Deeper sales insight through segmented field-force metrics — customer-facing days, call counts, coaching days — down to the individual rep.
- Improved field productivity through daily tracking and proactive, data-driven decisions.
- Significant cost reduction from eliminating manual, repetitive data crunching.
- Wider adoption of data-driven decision-making, driven by intuitive visualisation.
On sourcing. Every fact and figure here comes from Sail Analytics' project record for this engagement. Client names are withheld where they were not released for publication.
Have a problem like this?
Tell us the systems you're working with and what you can't currently see.