Account Vetting Automation: Managing Complex Account Ownership Models

Disclaimer: Company name and information has been changed to protect privacy. 

Orange Tree Therapeutics, a gene therapy company focused on rare genetic disorders with limited treatment options, faced challenges in managing their complex salesforce structure and manual account ownership assignment process.

Everest Customer Solutions provided a tailored solution involving automated account vetting, insightful analytics through Microsoft Power BI, a centralized account database, a user-friendly web portal, email notification automation, and task enforcement. This streamlined approach reduced errors, increased efficiency, and improved data transparency, benefiting both Orange Tree and its distributor partners. The project’s insights into managing hybrid sales forces and understanding account distinctions offer valuable lessons for the life sciences industry’s future endeavors.

Results and Benefits:

• The implemented solution significantly reduced the time and effort required for account ownership management, making it more efficient and accurate.
• Automation minimized errors related to address details, spelling mistakes, and duplicate ownership, reducing the risk of compensation discrepancies.
• Enhanced data transparency provided stakeholders with better visibility into account ownership lists and ownership expiration dates.
• This project yielded insights into the complexities of managing hybrid sales forces and understanding account distinctions from different perspectives, which can be applied to future projects in the rare disease and specialty biopharma industry.

Read the complete case study below and reach out to Everest Customer Solutions here to learn how we can help your life sciences organization reach new heights.