Outlining Commercial Analytics Priorities to Fuel Commercial Operations

Bavarian Nordic is in the middle of a growth journey fueled by acquisitions of two prominent vaccines from GlaxoSmithKline. As a result of the acquisition, Bavarian Nordic set out to further mature its commercial organization to establish strong delivery and sales pipelines. Intellishore was involved to help uncover the most critical commercial analytics use cases that the new commercial organization needed to hit the ground running.
Stakeholders
Interviewed across global and regional management
Use cases
Uncovered and prioritized for subsequent execution
Weeks
From project initiation to final delivery

The Challenge

Bavarian Nordic wanted to address the BI & analytics aspect of empowering their commercial organization and processes. Microsoft Power BI had been selected as the analytics tool, but now the challenge ahead was to define what should be visualized in the tool.

Therefore, BN needed to explore and decide on:

  1. What decisions are imperative to effectively drive the commercial organization?
  2. Which KPIs & metrics should guide seamless decision making?
  3. What data is required to empower personas across the organization?
  4. Which use cases do we prioritize?

Consequently, Intellishore interviewed critical stakeholders across global and regional management, local brand teams and sales reps. Based on our vast experience within commercial excellence in the pharmaceutical and biotech industry and supported by our technical expertise within Power BI, we supported Bavarian Nordic in answering above questions.

Bavarian Nordic Graphic

The Outcome

The management team in Bavarian Nordic were presented with a thorough analysis based on the insightful discussions with the 13 stakeholders. The analysis included:

  • 10 use cases empowering commercial priorities for execution in Microsoft Power BI
  • User journeys and mock-ups for each use case to speed up the design and development process
  • An actionable roadmap rooted in strong organizational anchoring and operational ownership

Execution of the use cases commenced shortly after completion of the analysis – and the initial use cases were implemented and launched ~2 month after final delivery of the Intellishore analysis.

"Intellishore did an impressive job in understanding the core drivers of our commercial growth journey. They were able to speak our language and translate our commercial data needs into concrete use cases in an actionable roadmap"
Vice President

Interested in more inspiration for your commercial analytics journey?

Feel free to reach out to Shankar or Mikkel for inspiration on how to accelerate your commercial priorities empowered by analytics.
Shankar Ralhan
Senior Manager
Mikkel Møller Andersen
Manager
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