Effectively adjusting sales and marketing pipelines on the fly

Industry Sector: Health Care

Business Function: Operations

Foundry accelerates sales and marketing decisions at a major medical supply manufacturer in the face of extreme demand disruption.

Challenge

As elective procedures re-approached operating volume in the rebound from the COVID-19 pandemic, a leading global medical device manufacturer found that the procedure mix at hospitals didn’t resemble historical patterns. The manufacturer sought to answer two key questions:

• How can we generate new product demand forecasts that accurately reflect the new reality?
• How do we most effectively prioritize sales and marketing efforts as facilities ramp up?

Palantir partnered with the manufacturer to effectively answer these questions within weeks.

Solution

Understanding New Demand Patterns

Within two weeks, Sales Reps were capturing intelligence at the account level —- such as which procedures were restarting when, and to what volume -- across more than 2,500 customers using Account Ramp Up Surveys in Foundry. The surveys created the foundation of a live data asset that improved coordination at the account level, and accurately informed commercial activities with the latest operational data from the field. As surveys came in with procedure information, the organization’s ontology in Foundry mapped them to specific products for the first time. This demand information was made available to the entire organization, including Sales, Marketing, Product, Commercial Operations, and Finance.

Improved Account Visibility

As Reps engaged with accounts, an Account Inbox in Foundry provided them with guidance from their Managers, as well as all the latest benchmarks and insights regarding accounts at the regional and country level based on past financial data, relevant publicly-available COVID statistics, and previous survey results. They received alerts of accounts due for reorder to prevent backlog and accessed dynamic weekly forecasts. The alerts could be executed or dismissed, and these actions wrote back to the organization’s data asset in Foundry, where they informed forecasts and Action Plans.

Improved Business Planning

Activity and insights from the commercial organization were directly available to enhance other business processes impacted by the dynamic surgical procedure patterns. Demand planners who previously relied on statistical forecasting now had access directly to the key trends driving erratic demand. Financial controllers, facing pressure to increase the cadence of forecasts, also had an automated way to collect reliable, field driven feedback on trends impacting sales performance.

Deploying Action Plans

Sales Managers and Business Unit Directors surfaced new commercial opportunities in Foundry and deployed action plans across their lines of business. This improved commercial efficiency and implementation —- both at the account and regional level. For example, a Regional Director would automatically surface opportunities using rules based on procedure rate volumes or historical sales, prioritize accounts based on their recovery, and assign these opportunities directly to Reps —- all in Foundry.

Impact

• By the end of the three-month pilot, over 800 users across Sales, Marketing, Product, Finance, and Commercial Operations in 25+ countries were making decisions in Foundry.
• 450+ sales opportunities were actioned by Sales Reps in their Inbox.
• $25M+ in pipeline sales opportunities were attributed to findings surfaced in Foundry.

Implement a similar use case

This use case implements the following Pattern. Follow the link below to read more about a particular Pattern and learn how it is implemented within Foundry.

• Alerting workflow (used for 7 other use cases)

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